Mark Jewell's Blog: Selling Energy, page 44

What Makes You Confident?

For some people, confidence comes naturally.  For others, it’s a practiced talent.  Either way, the impression left on others is unmistakable.  A confident person comes across as certain, reliable, and experienced.  In our field of work, that’s the gold standard of being a successful sales professional. 

Going the Extra Mile on Follow-Up

I was recently asked about my favorite ways to follow-up with customers. Considering how many touches it takes to make a sale, it’s both a delicate and rigorous process. Statistics suggest it takes eight touches on average to get an initial meeting and an additional ten touches on average to close the deal.  So, 18 touches on average in all. Now let me ask you, would you assume that means making 18 phone calls in a row, asking the same things over and over?

The Case for LinkedIn

I have long championed LinkedIn as a way to communicate with prospects or check in with customers. It can be an ace up your sleeve as well as a powerful research tool that can map out entire industries.   With more than 875 million users, it drives more traffic to B2B blogs and sites than any other social media platform, yet hardly gets the same recognition as Facebook, Instagram and Twitter.

Do Free Lighting Audits Make Sense?

I am not a big fan of the free lighting audit.  My feeling is if free lighting audits worked, we wouldn't be in this mess. 

Non-Financial Benefits

I have often used the “three buckets of energy benefits” analogy to explain what a prospect can get out of an efficiency upgrade.  Today, I’d like to concentrate on pitching one of those buckets in particular: non-financial benefits.

Harnessing the Power to Create, Connect, and Inspire

Getting ahead in this business requires forward-focused thinking, creativity, and innovation. Unless your offerings are truly one-of-a-kind, you’re competing for the attention (and business) of your target audience. To create something that disrupts the market and captures attention, you need to leverage the collective creative power of your organization. 

Weekly Recap, January 22, 2023

Here are our sales-enhancing tips from this week's Selling Energy Blogs...

Schedule a Think Break

For many of us, the holidays offered time to be with loved ones and to enjoy the season’s festivities. However, it may not necessarily have been the most restful period, especially with all the end-of-the-year obligations and weather-challenged commuting while visiting family. In this Saturday’s productivity post, we highly recommend the idea of carving out time for a Think Break.

6 Tips for Effective Presentations

For sales professionals, presentations and public speaking are more important than ever.  Whether you’re giving a sales presentation for a few people or having to address hundreds in an auditorium, here are some tips that can enhance your presentations.

How to Develop a Strong Internal Champion

For a decision-maker to feel comfortable with a purchase, he or she needs to be able to see the bigger picture and understand how it will affect the business as a whole.