Courses

Generating More Leads than You Need Finding New Customers Despite Social Distancing and the Recession There are two secrets to...

You may think your proposed energy solution is a “no-brainer,” but unless you distill it down to its most concise...

It can be challenging to get energy projects approved in landlord/tenant settings given the many different lease types that define...

The best “elevator pitch” isn’t a pitch at all. It’s a 15-second (or less) rapport-building opener that captures the attention...

Sales professionals migrate the discussion away from “features” and beyond “benefits,” putting all the focus on their prospect’s values. They...

Want to learn how to better capture your prospects’ attention, increase closing ratios, and shorten sales cycles? Learn how to...

Concise and compelling communication helps you capture the attention of decision-makers and influencers. Well-crafted elevator pitches, three-sentence solicitations, and compelling...

Overcoming Objections to Your Proposal You’ve gotten past the gate keeper, identified the right decision-maker, had a great first meeting,...

Presentation Excellence  Presenting your proposal is your time to shine. This is your opportunity to show exactly how your project...

Most residential energy professionals are “accidental salespeople.” Many have received little or no formal sales training and see themselves as...

Sometimes your prospect is already sold and just needs to figure out the best way to pay. Other times, they...

Communicating a More Compelling “Cost of Waiting” There are many ways to communicate the cost of waiting to implement an...

Finding your best prospects is not just about studying company org charts and LinkedIn connections. It starts with identifying your...

Finding New Customers There are many more creative, productive ways to “find new customers” than buying and dialing down a...

Myths relating to how efficient a building currently is, who should pay for upgrades, who would enjoy the savings, etc....

Smart sellers know to focus on two powerful sources of additional revenue: existing customers and other vendors. Existing customers often...

Successfully selling to small business owners requires a solid understanding of their decision-making process, segment-specific reframing of the benefits you’re...

When it comes to reacting to what has happened in the local, national and global economies, you have two choices. ...

When it comes to reacting to what has happened in the economy, you have two choices.  Give up or step...

Far too many worthwhile energy projects fail to secure the approvals they deserve simply because the salesperson is not properly...

It is much easier to secure funding for a proposed energy-saving project if all of the associated costs and benefits...

Why You Absolutely Need Selling in 6™… Imagine being able to learn how to sell energy projects more effectively simply...

Purchase Selling in 6™ Platinum with Segment Guides™ for the best value – pay only $1,344 instead of $1,776! Download an...

The most successful home energy specialists employ a series of best practices, from the time they plan the appointment to...

A casual observer would assume that “vendors” and “contractors” sell energy projects to building owners.  In reality, the energy managers...

Leveraging Video Selling to Get More Energy Solutions Approved November 16, 2022 Two out of five prospects select their vendor...

Getting More Energy Projects Approved with Concise and Compelling Financials Most decisions are made emotionally and then justified financially. Hence...

Rethinking Energy Solutions Sales in the Wake of Market Disruption Enhanced efficiency and other energy-related initiatives hold great potential to...

A Segment Guides™ subscription provides one year of access to our Segment Guides™ online/on-demand research tool, one year of access...

This webinar is designed to help you make the most of your Segment Guides purchase. Segment-Specific Insights and Metrics help to connect...

This free event will be co-presented by Mark Jewell of Selling Energy and Randy Lucas of Lucas Tax + Energy...