Rebates and incentives have been part of the energy services landscape in America since the late-Seventies. Over the years, the collective pool of available funding has waxed and waned; however, in a typical year it’s not uncommon to see billions of dollars up for grabs ..read more

I sometimes get questions regarding how to price products and services. That always reminds me of someone asking their accountant if something is possible and they reply, “It depends.” If you’re asking me how long a piece of string might be without showing it to me, how am I going to give you the right answer ..read more

Finding new prospects is a time-consuming activity. It often requires a great deal of research, cold calling, email campaigns, and so forth. If you’ve ever done repeat business with a past customer, you know how time-efficient (and financially rewarding) it can be. When is the last time you combed through your customer list to consider how you might continue to provide value for them ..read more

I often extol the virtues of being a Challenger, but what if I told you there was a lot to be gained from pursuing the biggest fish in the sea?  ..read more

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

What’s the difference between a leader and a manager? A leader guides and steers the company, and a manager makes the necessary decisions to carry out the leader’s vision. While it may seem natural that a leader would be involved in day-to-day decision-making, the most successful leaders are the ones who give their managers and employees the power to make their own decisions ..read more

Today, we’ll continue with active listening tips when you’re interacting with a prospect ..read more

There is a variety of online content about active listening from experts like Christopher Pappas, Julian Treasure, and many more.  Each of them offers advice on better listening techniques, which can be especially relevant to those of us who live in the city.  We’re used to being assaulted by a cacophony of noise in traffic, our office environments, our neighborhoods, etc.   ..read more

Getting feedback from customers can be a little bit more complicated than just deciding what you want to know. It’s critical to engage your customers with thoughtful questions, whether their responses are positive or negative.   ..read more

When you’re selling, your prospects are not just buying your offering – they’re buying you. If they don’t have complete faith in your ability to execute the project successfully, they’re not going to buy (even if your offering is very compelling). You can give yourself a leg up on the competition by knowing what sets you as a sales professional apart from everyone else. What are your strengths? What makes you unique ..read more