Building Value…to Drive HP Sales

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value benefit cost

If you can’t build and sell value, you have to compete on price. If you compete ...

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Who is home performance for?

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24141345526_4d9cabe667_zIs home performance only for people who call asking for “home performance”? Is home performance only for those participating ...

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Part II: Outlook and Predictions for 2016

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15910980881_365bc9808d_zYesterday,  I checked in on my assumptions for 2015. Today, I’m offering up my ...

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Part 1: How were my guesses for 2015?

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13982836004_b64f5eff21_zThere’s no telling what is going to happen in that wacky Republican presidential primary contest ...

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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 ...

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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 ...

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Cold Beer, Warm Showers, and Persuasion

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Great Vermont BeerOver the weekend, Seth Godin ...

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#homeperformance #businessperformance disconnect

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TreadmillThere’s a funny–in a sad way, not a haha way–disconnect in the “home performance” industry.

Many practitioners tout the importance of solid ...

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“Pay-for-performance” won’t save a poorly run business

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At the ACI Regional Conference this week in Sacramento, there was a session on “pay-for-performance” and some discussion about it in the halls and trade show floor. This has the potential to ...

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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 ...

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