A “sales coordinator” is the foundation of a strong sales program

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425-gc-2008-mikeLeads are very important—indeed the lifeblood of sales and ultimately revenue. And ...

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Energy-Efficiency Program Folks: Do You Understand the Numbers that Drive a Contractor’s Business?

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raft of the medusaWhy is recruiting contractors to participate in energy-efficiency programs often ...

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In Honor of Dr. Martin Luther King, Jr.

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king_splash2“Injustice anywhere is a threat to justice everywhere. We are caught in an inescapable network of mutuality, ...

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Quality, Standards, and…Sales Management

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Roadmap - Northwestern VermontI’ve had the privilege of working quite a bit with John Tooley over the past couple ...

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Selling home performance? Start with what they already know.

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“High-Performance HVAC”, “ACH50”, and the latest digital manometer are cool at a home performance conference. For most people, including most of our customers, though, these concepts are a bit too far removed from their ...

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4 Traps to Avoid in Selling Home Performance

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You want the sale. We all want the sale! Maybe you’re very hungry to post some numbers or push to hit the plan. That’s OK. But don’t let that get in the way of good ...

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What you’re missing in the furnace (or windows or solar or…) call

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missed opportunityIncreasingly contractors are sensing the tremendous opportunity to add a broader array of ...

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Women athletes, the Olympics, and how to crush the competition in your contracting business

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For those keeping score by country, the U.S. crushed the competition in Rio with 121 medals. China was second with 70, Britain third with 67. They wouldn’t have done ...

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Grow leaders: ask your team questions, let them solve problems

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Do you want a high performing team? One important step to take is to stop doing their work for them.

For many managers, the first inclination is to tackle every problem. And if an ...

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Building Quality with Intention

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Quality - Foster QuoteQuality doesn’t come from an inspection after the work is done. Instead, it is built in, from the beginning.

It ...

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