Mark Jewell's Blog: Selling Energy, page 94

Rebuilding the Grid

Every now and then a concern or “canary in a coal mine” issue surfaces in our culture. Gretchen Bakke’s The Grid examines one that plays a major role in energy efficiency and its future: namely, the grid itself.

Weekly Recap, September 12, 2021

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

10 Tips for Creating a Stellar LinkedIn Profile

Unlike Facebook and Twitter, which can be a chaotic blend of personal and business content, LinkedIn is the perfect social media channel for business professionals. 

Money or Value?

How often do you think price is the major determining factor in a successful sale? The answer should be “rarely.” If you focus your message on making your prospect more competitive, more profitable, and more valuable, you will find fewer circumstances in which price becomes an issue.

Shortcomings of Brochures

There's no glory in sending out brochures.  In fact, things change so often in this industry that dedicating time to designing, printing and distributing them can be counterproductive.  Even if you are successful getting them into your prospect’s hands, it’s only a matter of time before your information is out of date and ultimately forgettable. 

Selling Effectively to Condo Boards

Students often ask me how to sell to condo boards.  I’ve experienced things from both sides.  I was on a condo board for four years in Philadelphia, and two of those years I served as president, so I know what it’s like to run a board of five or six people and hold a three-hour meeting each month.  It was tough at times; however, it ultimately gave me an insider’s view of how major decisions get made in these settings. 

What’s HVAC?

We have so much jargon and so many acronyms in the energy industry that it is easy to confuse non-energy professionals. As many of you know, I’m a big proponent of clarity and simplicity – the fifteen-second elevator pitch, the one-page proposal, the one-page financial summary, and so forth.

Agile Selling

As a sales professional we're often kept on our toes and expected to be on top of every new development in the field.  This is something I definitely encourage students to pursue through Selling in 6™ and our Segment Guides™, but as far as integrating all of it into your day-to-day, some extra guidance is needed.

Weekly Recap, September 5, 2021

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

Training Your Brain for Resilience

Being resilient is a quality you need to maintain and practice. This Saturday I recommend that you take the time to slow down, stay hydrated, and check out this solid advice via Quora.