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Finding and Motivating the Right Decision-Makers and Influencers


1 Hour

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About Finding and Motivating the Right Decision-Makers and Influencers

Finding your best prospects is not just about studying company org charts and LinkedIn connections. It starts with identifying your competitive advantage, defining your brand, and determining the market actors for whom you could create the greatest value. Next steps include creating profiles of your ideal customer, knowing who the decision-makers and influencers are, and understanding how to fine-tune your messaging to resonate with each one.

After completing this course,
you will be able to:

  • Design your personal brand and build an arsenal of competitive advantage
  • Create buyer personas to help you develop compelling value propositions and identify the best prospects to target
  • Find the right decision-makers and influencers who will help advance your energy solutions


What people saying

“Great, concise, usable information.  I believe this course will impact me and my sales staff by providing us the tools to get more appointments with C-level managers and closing the deal with a better succinct proposal.”

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Fred Marshall

Branch Manager at Camfil Farr

“Overall, I am very thrilled with the plethora of information that has been given to us and am excited to put these new tools to work in the two companies I own. We’ll grow to exponential levels. Mark was a great speaker and this was such an awesome course. I have gone to about two dozen workshops and this was the most beneficial.”

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Nebiat Habte

VP Sales at Filtration Energy Solutions

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About the Instructor

Mark Jewell

Mark Jewell is a Wall Street Journal best-selling author and Stevie® award-winning speaker focused on applying energy solutions to create value. He has influenced energy decisions in three billion square feet of real estate. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark received his B.S. in Economics from The Wharton School at the University of Pennsylvania.