Suggested Readings

Becoming a Sales Professional

Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants
by Paul Cherry

Internal Rate of Return: A Cautionary Tale
by McKinsey & Co.

Buying Motives Jeffrey Gitomer’s Little E-Book of Why People Buy
by Jeffrey Gitomer
Major Account Sales Strategy
by Neil Rackham
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
by Rick Page
Listening Jeffrey Gitomer’s Little E-Book of Listening, How to Listen With the Intent to Understand
by Jeffrey Gitomer
The 25 Sales Habits of Highly Successful Salespeople
by Stephan Schiffman
Selling To VITO (The Very Important Top Officer)
by Anthony Parinello

Lead Generation

Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation
by Mike Schultz and John E. Doerr
Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
by Brain J. Carroll
Social BOOM!: How to Master Business Social Media to Brand Yourself, Sell Yourself, Sell Your Product, Dominate Your Industry Market, Save Your Butt, … and Grind Your Competition into the Dirt
by Jeffery Gitomer
The Referral Engine: Teaching Your Business to Market Itself
by John Jantsch
Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity
by Michael W. McLaughlin
People Buy You: The Real Secret to what Matters Most in Business
by Jeb Blount
Never Cold Call Again: Achieve Sales Greatness Without Cold Calling
by Frank J. Rumbauskas Jr
The Never Cold Call Again Online Playbook: The Definitive Guide to Internet Marketing Success
by Frank J. Rumbauskas Jr
SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers
by Jill Konrath
Endless Referrals, Third Edition
by Bob Burg

The Value of Efficiency

The Building Performance Tracking Handbook, Continuous Improvement for Every Building
by California Energy Commission
Benefits Guide: A Design Professional’s Guide to High Performance Office Building Benefits\
by New Buildings Institute
California Energy Efficiency Strategic Plan: Zero Net Energy
by California Public Utilities Company
Comprehensive Retrofits of Commercial Office Buildings
by H.M. Sachs, E. Mendelsohn, and K. Ackerly
Energy Efficiency Improvements: Do They Pay?
by Brian A. Ciochetti and Mark D. McGowan
The Energy Challenge: A New Agenda for Corporate Real Estate
by the Rocky Mountain Institute
Value Beyond Cost Savings: How to Underwrite Sustainable Properties
by Scott R. Muldavin

Understand Demand Response

Energy Efficiency Lease Guidance To Address the “Split Incentive”
by Sean Patrick Neill
Introduction to Commercial Building Control Strategies and Techniques for Demand Response
by Lawrence Berkeley National Laboratory
Integrating Demand Responsive Capabilities into Facility Design
by Nexant, Inc.
Demand Response: An Introduction
by Rocky Mountain Institute

Comprehensive Retrofits of Commercial Office Buildings
by H.M. Sachs, E. Mendelsohn, and K. Ackerly

Demand Response and Electricity Market Efficiency
by K. Spees and L. Lave
Demand Response Lighting: A Scoping Study
by Francis Rubinstein and Sila Kiliccote Lawrence Berkeley National Laboratory
2010 Assessment of Demand Response and Advanced Metering
by Federal Energy Regulatory Commission
From around the world: 5 groundbreaking smart grid projects
by SmartGridNews
The Open ADR Primer: An introduction to Automated Demand Response and the OpenADR Standard
by Open ADR Alliance
Coordination of Energy Efficiency and Demand Response
by Charles Goldman, Michael Reid, Roger Levy and Alison Silverstein

"Great presentation kept alive all day by Mark's quirky quotes!"
"It was a great power-packed presentation. Mahalo to all of you."
"Thank you again for a fantastic workshop series. You continue to amaze!""
"Your classes these past two days are the best I've attended in years, if not ever."
"It really was TREMENDOUS and I am so happy I got up at 6 AM and drove down from Newport Beach to attend. I got so much out of it and I can't express my gratitude enough. You are a rock star..."
"I can't tell you how much I enjoyed and learned from every single minute of your class"
"This program exceeded my expectations. It included so many sales strategies and concepts to specifically support selling efficiency."
"It is amazing how much you need to know to be an effective salesperson!"
"The detailed instruction is extremely valuable to my work."
"I feel challenged and motivated by the course in a very positive way. Mark is an excellent, engaging leader."
"Another exciting day!"
"I am energized and ready to improve my sales approach to win more business by adding more financial details."
"I loved the whole week! I am impressed by the organization of the program. Thanks so much to both Rachel and Mark. Looking forward to when we meet again."
"Mark is an exceptional speaker and is very inspiring. I look forward to our next interaction and truly appreciate all that he has brought."
"I appreciate the energy and generosity. I look forward to paying it forward."
"Mark's personal stories make the content more real."
"Terrific presentation, once again!"
"Valuable content, great engagement with the audience."
"Thank you Mark, Rachel, and team for your ongoing inspiration and generosity!"
"I expect to be surprised by great advice!"
"Mark is very good at breaking down complex issues and Rachel provides fantastic support. Great team! I look forward to more classes."
"Thanks for another exhilarating day!"
"I am very much looking forward to leveraging and contributing to the ninja network web portal!"
"Brilliant coursework and discussion - thank you both for your hard work and interest in us and out collective success!"
"Thank you for your divine inspiration!! You've made my world infinitely richer."
"Mark and Rachel are an incredible team, completely focused and committed."
"I LOVE the use of TED Talks at the start of each day, inspiring."
"Thank you for another nourishing day!"
"Thank you, thank you, thank you. I feel amazingly lucky to be part of the inaugural class."
"Since taking the class, I have increased my speaking engagements, re-written our energy efficiency program, made several sales, re-created a “resonating” sales presentation and have many new opportunities. I rave about your class to fellow professionals."
"I've been busier and more productive recently...a direct result of the ESP!"
"Thank you so much for your wonderful class! I have been raving about it to my colleagues ever since. I know I said this already but I really wanted to underscore how much I appreciated your stories. They were such great examples that made the concepts memorable."
"Thank you very much for a TON of useful information and ideas. I was amazed by the quality and depth of your presentation. Way to go!"
"A fabulous, inspiring, and insightful day."
"I'd like to thank everyone for sharing your stories, experiences, and helping create a truly memorable week for all of us."
"I feel inspired and equipped with a plan to elevate my customer solutions to a level unmatched in my market."
"Mark and Rachel, I'm humbled and grateful to have been privy to your class, to see the level of effort and professionalism in your work, and finally to be inspired to emulate what I have learned about energy efficiency selling."
"Thank you again for a truly exciting week. ESP Ninja training is up there with the rock stars."
"Thanks for the opportunity to take some great classes in energy and sales this past year. The knowledge I have obtained was very beneficial in the hiring process of attaining my current position in the energy field."
"The skills I learned in your class were directly conducive to securing a summer internship in energy efficiency consulting, as I learned concept and skills that I will need to demonstrate throughout my internship and was asked to walk through in the interview process."
"Mark's seminar was totally transformative for me. I went out and bought all the books he recommended and read most of them."
"I've taken several of Mark Jewell's classes and enjoyed every moment."
"Mark is amazing. A rare combo of intelligence, enthusiasm, and entertainment."
"Wow! Where to start – breadth and depth of knowledge are insane! Incredible storyteller… sooo animated - and playful – wonderful for dense content!"
"Mark’s presentation was super! Knowledgeable, informative, entertaining, very, very bright. His skill set and knowledge have so much breadth!"
"Best presentation on the subject I have experienced! Well-rounded content!"
"Mark is unique in that he is well versed in commercial real estate, energy efficiency, and finance. The insight he brings is without a doubt incredible."
"Mark is outstanding! More Mark Jewell classes please!"
"Mark stands out as the best presenter (style, pace) of all that I’ve heard."
"Wow – we get to take the resources home with us? What incredible ’value’!"
"Mark is one of the best presenters I have ever had the pleasure of learning from. His knowledge bank and life experiences clearly make him eligible to teach… I hope to see him here more."
"More, more, more!"
"On topic. Face paced. University quality."
"Walk down Market Street with Mark and have him talk about real estate, point out buildings, and tell stories."
"Great class! I wish I had a week to hear all of the information…"
"Mark was exceptional! Great depth and breadth of knowledge… incredibly charismatic… great story teller."
"Best presentation on Project Finance and Sustainability I have experienced."
"It’s amazing. I love this class."
"Better than my college courses."
"This class is perfect. I like the anecdotes – helpful in understanding content."
"Mark makes it fun and interesting – great stories and wealth of knowledge."
"Great material, dazzling presentation. I can hardly wait for an opportunity to talk to a commercial property prospect!"
"Mark is my 'phone-a-friend' expert."
"Mark is a wonderful instructor. Informative, funny, and compelling. He made the topic matter enjoyable and easy to learn."
"I would love to take any of Mark's training courses. He is very knowledgeable."
"Mark is a jewel."
"Mark is very passionate about his topic."
"I have never seen a funnier instructor."
"Mark is a very effective trainer."
"Great Class! Would recommend it to anyone in the building energy efficiency field."
"Mark did an absolutely outstanding job."
"So well done… and keep up the good (and important) work that you're doing."
"Yesterday's classes were more than informative--they were inspirational as well!"
"I found the class absolutely fascinating."
"I acquired some very useful skill, including a language that I can use to get decision makers to appreciate energy efficiency opportunities."
"Just wanted to thank you for an amazing class!"