Lucky 13: Sales Tips for Home Energy Contractors

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No Booties - mud copyLast week, I got a request from a contractor who didn’t have time ...

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Excited about HPC’s Market Innovation Forum

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HPC Market Innovation ForumLast week, I had the pleasure of attending the

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Observations from an Energy Audit Mystery Shopper

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Last week I had the chance to mystery shop what was supposed to be an “energy audit”. Alas, it mirrored a lot of what I’ve seen too many times. Here’s quick summary.

The good.  The auditor had ...

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Put it in Words that Mike’s Mom Would Understand

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Mikes Mom

Those who’ve worked with me on an in-house sales training program or attended a sales ...

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Cold Beer, Warm Showers, and Persuasion

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Great Vermont BeerOver the weekend, Seth Godin offered up ...

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Is Your Contracting Company Going to Get Ubered (or Amazoned)?

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no to uberIt seems a lot of cab companies where caught off-guard by Uber. They’re ...

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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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Energy Scores, Financing, and the Myth of Rationality

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bad decisionsGeeking out on behavioral economics…

A few statements in meetings over the past few weeks suggested that more a rating or score and a better loan product are all ...

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So many reasons! ACI’s 2015 National Conference Promises to Be the Best Yet!

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Natl15_WebBanner_634x332Hurry!  Bumping up against Jazz Fest, the hotel block at Continue Reading →

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“I don’t like that role-playing stuff.”

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A couple weeks ago while sitting in on a client’s sales meeting, I heard one of the sales people say, “I don’t like that role-playing stuff.” That’s too bad, because role-playing is a very important tool to ...

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