There are countless techniques or methods to increase productivity. I am always open to trying new productivity techniques and have dozens of tricks that I use on a daily basis. It’s great to test out new methods; however, some may or may not work.  ..read more

Before you can quantify the value of improved energy efficiency in a leased property, you need to evaluate carefully who will pay for the improvement and who will benefit from it. Only then can you take the next step: determining how those savings might drive improved profitability, competitiveness, and value ..read more

Branding yourself and your business is key to success. What makes you stand out from your competitors? Do your clients think of you as an industry expert? Are you offering your expertise solely to paying customers or are you making yourself a resource to all ..read more

Before you make a phone call – whether it’s a cold call, a call to a prospect, or even a call to a long-time client – you should ask yourself, “What is my objective?” You need to have a strong objective before you pick up the phone. Otherwise, you’re simply wasting your time… and your prospect’s time. Here are some examples of weak and strong call objectives ..read more

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

Potential distractions during a phone call can be deadly. Concentration is key to getting accurate information and messages across, and many people struggle to stay focused through the bombardment of communications that seem to dominate our world these days ..read more

Effective questioning is key when it comes to finding out what your prospect’s needs and values are. It equips you with the information you need to create a compelling and persuasive case for change. A lot of people think that consultative selling is the ultimate solution – that if you just ask a lot of questions, the prospect will think that you’re interested in them and you’ll get a lot of information that you can somehow cobble into a compelling proposal ..read more

As I’m sure most of you know from reading this blog, truly great sales professionals maintain a quiver of well-rehearsed elevator pitches that can be used in a variety of situations. While it’s important to perfect the words you choose to use, it’s equally important to practice delivering your pitches. To deliver a great elevator pitch, you must find a balance between clarity, pacing, and energy ..read more

Rejection is something that many of us have to deal with on a regular basis, especially as sales professionals. Here are some things to keep in mind:  ..read more

One of the major topics I teach at our financial analysis workshops and at every Selling Energy Boot Camp is how to use proper financial metrics. The difference between the simple metrics that most efficiency salespeople use and the proper metrics that energy sales professionals use can often mean the difference between a “no” and a “yes.”   ..read more