Selling Energy: Inspiring Ideas That Getting More Projects Approved! Volume 1

#8 on The Wall Street Journal best-selling hardback business book list for September 13, 2014

Winner of the 2015 Reader View Annual Literary Award (Business / Sales / Economics), 2015 International Book Award (Business Sales), 2015 Axiom Business Book Award (Sales Skills / Negotiation / Closing), 2015 National Indie Excellence Book Award (Business Motivational), 2015 Indie Book Award (Career), and 2015 New York Book Festival.

Given the abundance of commercially available energy-saving technologies, talented technologists to apply them, and even generous rebates to help finance them, why in the world aren't more efficiency projects approved? 

Based on thirty years of experience influencing efficiency decision-making in more than three billion square feet of properties, this author concludes that many more projects would be approved if energy professionals were actually trained to "sell" rather than simply "promote" efficiency. 

Energy efficiency products, services and programs all require effective selling. Professional sales skills make you more successful at advancing any energy efficiency initiative, regardless of your role in the process. Moreover, you need to think of yourself as a sales professional even if your job title does not include the word "sales."

This book contains more than 80 short essays, each of which examines a unique aspect of efficiency-focused professional selling. Many originally appeared on the Selling Energy daily email blog and smartphone app, which offer drip-irrigation reinforcement of concepts borrowed from Mark Jewell's award-winning training courses. 

As of this writing, more than six thousand energy professionals have benefited from this training. Thousands of testimonials confirm the link between efficiency-focused professional selling and increased sales success: higher closing ratios, shorter sales cycles, deeper retrofits, and more. So what does efficiency-focused professional selling look like? 

Mark Jewell and Rachel Christenson are co-founders of Selling Energy. 
 
Mark Jewell is a nationally recognized subject matter expert, author, coach, and speaker focused on overcoming barriers to implementing projects.  As President of Selling Energy, he teaches other professionals and organizations how to turbocharge their sales success. In 2015 he was presented the prestigious Gold Stevie Award for "Sales Training or Education Leader of the Year". He received his B.S. in Economics from The Wharton School of Finance and Commerce at the University of Pennsylvania.

Rachel Christenson has ten years of leadership experience in business development and organizational management roles.  She is CEO of Selling Energy. Rachel received her Bachelor's of Science Degree in Architectural Studies from the University of Utah and a Master's degree in International Management with a specialization in Corporate Sustainability from Portland State University.
 
Rachel and Mark live in Hillsborough, CA with their two young children, Jane Lumen and Jack Mason Jewell.