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 ...

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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 ...

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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 ...

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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 ...

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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 ...

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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 ...

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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 ...

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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 ...

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Your Weekly Sales Meeting Can Help You Sell!

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Home Performance Sales Meeting Infographic 3Dusting off and reworking a post from a ...

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Opportunity with a First Call Close

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Many home performance contractors, and even a surprising (to me anyway) number of HVAC contractors, have a multi-visit sales approach, or its evil cousin where a proposal is sent to the potential client some time, ...

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