2 0 2 4 A N N U A L C O N V E N T I O N A N D T R A D E S H O W / / S E P T E M B E R / O C TO B E R 2 0 2 4 / / L M & M
71
ST
NALMCO ANNUAL CONVENTION & TRADE SHOW
SPEAKER SESSIONS • SPEAKER SESSIONS • SPEAKER SESSIONS Leveraging Virtual Selling and Reframing Your Benefits To Open More Doors and Close More Sales
with
MARK
JEWELL
34
President Selling Energy
Session Description: Work from home, the explosion of video conference calls, and other trends have transformed the way we do business. The need to master virtual selling techniques is more urgent than ever. Unfortunately, most salespeople have never been trained to be camera-ready. Sales pros today know the importance of improving not only their synchronous virtual selling (e.g., Teams, Zoom), but also their asynchronous virtual selling (e.g., short selfie videos in outbound emails and LinkedIn posts). And with the market maturing for LED retrofits – and fewer rebates/incentives available to support them – top performers know how to win more business by highlighting non-utility-cost financial benefits and non-financial benefits of lighting retrofits that are both segment-specific and well documented. Bio: Mark Jewell is a Wall Street Journal best-selling author and two-time Stevie® Award winner for Sales Training or Education Leader of the Year. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark has worked in the lighting and energy industries for the past 30 years and has influenced decision-making across more than three billion square feet of buildings. He has trained over 15,000 professionals on how to sell their offerings more effectively. Mark received his Bachelor of Science in Economics from The Wharton School at the University of Pennsylvania.