RMAEE Monthly Meeting – Advanced Energy Retrofits

  • TOPIC: How Both Sellers and Buyers Can Get More Energy Solutions Approved™ When it comes to getting more energy solutions approved, you need to “embrace your inner sales professional,” whether you’re the seller or the buyer! Given that the average organization with 500 employees has 7 or more decision-makers who need to say “Yes,” it’s easy to see the importance of capturing everyone’s attention and reframing projects to resonate with what motivates each of those decision-makers. Using elevator pitches, compelling one-page narrative proposals, and one-page financial analyses that include more than just utility savings will help you accelerate project approvals. This session will give you actionable tips in each of the following areas: Embracing your inner sales professional Crafting elevator pitches & 3-sentence solicitations Leading with a segment-specific “why” Focusing on the proper financial metrics Visualizing savings as revenue equivalents Winning with the one-page proposal Accelerating the path to approval
  • SPEAKER: Mark Jewell is a Wall Street Journal best-selling author and two-time Stevie® Award winner for Sales Training or Education Leader of the Year. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark has worked to advance energy solutions for the past 30 years and has influenced decision-making across more than three billion square feet of buildings. He has trained more than 15,000 professionals how to sell their offerings more effectively. Mark received his Bachelor of Science degree in Economics from The Wharton School at the University of Pennsylvania.

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