Panning for Gold: “Leads” During the Slow Times

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panning for goldAlthough there was snow here and there, and even some bitter ...

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Sales “Secret”: Ask Good Questions (and Listen to the Answers!)

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Iceberg consultative salesContractors,

How do you know what your customers really want?

There are ...

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Are you giving your customers options?

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I’m surprised by the number of contractors who only offer one recommendation. (Or no recommendations, just a report on conditions found!)

I think that’s a mistake. If you’ve done a good job listening ...

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Moments of Truth

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helping hand up a rockEverything you do is either going to help your marketing or hurt it. Likewise, ...

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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 ...

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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 ...

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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 ...

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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 couple of years ago because it’s still ...

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6 Ways to Screw Up Hiring a New Sales Person

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Following on yesterday’s post about good people in the industry, I wanted to talk a bit about hiring.

I’m working with a few contractors who are looking for ...

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Program Folks, What’s the Value Proposition for Contractors?

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<Insert the sound of my palm hitting my forward here>

Potential Client X recently launched a pilot efficiency program. Following a long-standing tradition, they designed the program without talking to the ...

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