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Author: Mark Jewel
Publisher:
ISBN: 9781941991008
Category : Selling
Languages : en
Pages : 214
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Book Description
** #8 on The Wall Street Journal best-selling business book list for September 13, 2014** 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 twenty 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 Jewell Insights, the Efficiency Sales Professional Institute's daily email and smartphone blog that offers drip-irrigation reinforcement of concepts borrowed from the award-winning, weeklong Efficiency Sales Professional Certificate Boot Camp. As of this writing, more than one thousand energy professionals had benefited from this training. Hundreds 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? 1) The confidence to reframe the benefits of efficiency so that they can be measured with the yardsticks that prospects are already using to measure their success 2) A 15-second elevator pitch that is precisely tuned to a particular prospect's values 3) A one-page narrative proposal delineating efficiency targets, the rationale for change, financial projections, status, and action steps for moving forward 4) A one-page financial summary that offers a clear and compelling treatment of both "popular" and "proper" metrics 5) An ability and willingness to sell utility-cost-financial, non-utility-cost financial, and non-financial benefits 6) An ability to recognize and replace myths with the math and motivation that get projects approved. Whether you are a manufacturer, specifying engineer, contractor, utility program manager or account executive, third-party program implementer, eco-entrepreneur or any other energy-related professional or job-seeker, you are sure to benefit from the insights provided in this book."
Author: Mark Jewel
Publisher:
ISBN: 9781941991008
Category : Selling
Languages : en
Pages : 214
Get Book Here
Book Description
** #8 on The Wall Street Journal best-selling business book list for September 13, 2014** 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 twenty 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 Jewell Insights, the Efficiency Sales Professional Institute's daily email and smartphone blog that offers drip-irrigation reinforcement of concepts borrowed from the award-winning, weeklong Efficiency Sales Professional Certificate Boot Camp. As of this writing, more than one thousand energy professionals had benefited from this training. Hundreds 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? 1) The confidence to reframe the benefits of efficiency so that they can be measured with the yardsticks that prospects are already using to measure their success 2) A 15-second elevator pitch that is precisely tuned to a particular prospect's values 3) A one-page narrative proposal delineating efficiency targets, the rationale for change, financial projections, status, and action steps for moving forward 4) A one-page financial summary that offers a clear and compelling treatment of both "popular" and "proper" metrics 5) An ability and willingness to sell utility-cost-financial, non-utility-cost financial, and non-financial benefits 6) An ability to recognize and replace myths with the math and motivation that get projects approved. Whether you are a manufacturer, specifying engineer, contractor, utility program manager or account executive, third-party program implementer, eco-entrepreneur or any other energy-related professional or job-seeker, you are sure to benefit from the insights provided in this book."
Author: Francis Srun
Publisher: Springer
ISBN: 3319455257
Category : Business & Economics
Languages : en
Pages : 245
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Book Description
Srun shows how the psychology of luxury brands truly plays into high value customer motivations and unlocks the potential to understand their decision processes which are unlike that of any other customer. Selling to very wealthy, demanding customers – whether you’re selling luxury products or high value bespoke professional services – is a very different process to selling anything else to anyone else. Francis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron. The first step is learning how to physically embody “Luxury”. You need to look, speak, and move “Luxury”. The true luxury attitude is not submissive nor is it hauteur – it is gentle, generous and simply, truly human. Success comes from not just being professional but from building a genuinely luxury relationship with clients. To do that you need to truly understand your client. High value customers today are younger, international in outlook and residence, and increasingly from Asia. Their buying motivation is always about self-affirmation and pleasure and never about money. The luxury customer’s decision process is unlike that of other customers. While emotion is important when selling anything to anyone – with luxury selling it is paramount. Srun shows how the psychology of Brand, Product, Place, Price and Time all play a role in customer’s motivations. Finally this book guides you step by step with concrete examples and useful techniques through the seven steps of luxury selling: be prepared to sell, welcome appropriately, listen genuinely, propose and present with style, meet objections with persuasion rather than refutation, conclude sharply and finally gain loyalty for a long term relationship.
Author: Farhad Shahnia
Publisher: Springer Nature
ISBN: 9811553742
Category : Technology & Engineering
Languages : en
Pages : 170
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Book Description
This book highlights various applications of renewable energy systems and their enabling technologies in electrical power systems. It features selected articles from the 9th International Conference on Power and Energy Systems (ICPES 2019), held in Perth, Australia, which presented the latest advances in the field and provided a platform to exchange ideas and foster future collaboration with a sustainable future in mind.
Author: Aurthur Dunn
Publisher:
ISBN:
Category : Advertising
Languages : en
Pages : 132
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Book Description
Author: Vaclav Smil
Publisher: MIT Press
ISBN: 0262536161
Category : Science
Languages : en
Pages : 564
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Book Description
A comprehensive account of how energy has shaped society throughout history, from pre-agricultural foraging societies through today's fossil fuel–driven civilization. "I wait for new Smil books the way some people wait for the next 'Star Wars' movie. In his latest book, Energy and Civilization: A History, he goes deep and broad to explain how innovations in humans' ability to turn energy into heat, light, and motion have been a driving force behind our cultural and economic progress over the past 10,000 years. —Bill Gates, Gates Notes, Best Books of the Year Energy is the only universal currency; it is necessary for getting anything done. The conversion of energy on Earth ranges from terra-forming forces of plate tectonics to cumulative erosive effects of raindrops. Life on Earth depends on the photosynthetic conversion of solar energy into plant biomass. Humans have come to rely on many more energy flows—ranging from fossil fuels to photovoltaic generation of electricity—for their civilized existence. In this monumental history, Vaclav Smil provides a comprehensive account of how energy has shaped society, from pre-agricultural foraging societies through today's fossil fuel–driven civilization. Humans are the only species that can systematically harness energies outside their bodies, using the power of their intellect and an enormous variety of artifacts—from the simplest tools to internal combustion engines and nuclear reactors. The epochal transition to fossil fuels affected everything: agriculture, industry, transportation, weapons, communication, economics, urbanization, quality of life, politics, and the environment. Smil describes humanity's energy eras in panoramic and interdisciplinary fashion, offering readers a magisterial overview. This book is an extensively updated and expanded version of Smil's Energy in World History (1994). Smil has incorporated an enormous amount of new material, reflecting the dramatic developments in energy studies over the last two decades and his own research over that time.
Author: Tom James
Publisher: John Wiley & Sons
ISBN: 0470822252
Category : Business & Economics
Languages : en
Pages : 374
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Book Description
The Energy Markets - is the practitioners' guide to trading the markets and optimizing company performance using the correct price risk strategies and tools. As a company exposed to the price increases/decreases and the high volatility in energy prices experienced since the turn of the new century, this book will help you put in place the management controls and reporting structures necessary to ensure that your hedging programme achieves its goals and does not add unexpected or unwanted risks to your firm. As a direct traderin these markets or as an investor in hedge funds in the energy sector it will give you an insight to the global energy markets and their operation. Inspired by the success of the courses Professor Tom James runs in global energy and commodities trading and price risk management, the book includes a wealth of practical knowledge applied to the market place.
Author: Daniela Aguilar Abaunza
Publisher: Springer Nature
ISBN: 9811941718
Category : Law
Languages : en
Pages : 271
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Book Description
This book argues that law has a vital role in shaping the electricity system to enable a more active role for consumers in liberalizsed electricity industries. To do that, this book offers a unique legal perspective of the Netherlands, New Zealand and Colombia to help understand some of the current legal approaches to prosumers and therefore the legal challenges and opportunities facing. Law and regulation have the role of creating a level playing field for emerging participants, such as prosumers, to participate and compete in the market together with traditional actors, bringing not only more competition but also representing a more sustainable, environmental and democratic way to supply energy. Furthermore, law and regulation have the role of responding to innovation and creating space for technological advances to procure the changes in the industry without delay. This book examines some of the legal barriers for the raise of energy prosumers. The traditional role of the distributor when responding to increasing distributed generation in the network; prosumers unable to decide to whom they can sell their electricity to; the price of the energy or even whether to participate more actively in demand response programs. A further issue is the lack of clarity about whether small prosumers are entitled to consumer protection rights and legal challenges regarding configuration, access to the network, access to markets and strict unbundling rules for community energy projects. This book provides a clear, analytical, and informed approach to understanding the regulatory framework around energy prosumers. It will appeal to policy makers, lawyers, individuals, business entrepreneurs or communities wanting to engage in energy projects, as well as academics, researchers and students
Author: Sarah Rosenberg-Jansen
Publisher: Berghahn Books
ISBN: 1805396617
Category : Social Science
Languages : en
Pages : 297
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Book Description
Humanitarianism is in crisis: refugee numbers increase every year and humanitarian agencies are struggling to meet the needs of displaced people. In refugee camps all over the world, refugees are forced to secure their own access to energy and are provided with limited cooking resources and minimal electricity. Voices in the Dark draws upon a decade of original research to provide evidence on the energy lives of refugees. Focusing on refugee camps in Rwanda and Kenya, the book identifies that urgent change is required within humanitarian responses to forced migration and the climate crisis to ensure that future energy provision in displacement settings is sustainable, reliable and affordable for refugees.
Author: Kaiping Qu
Publisher: Frontiers Media SA
ISBN: 2832554687
Category : Technology & Engineering
Languages : en
Pages : 320
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Book Description
To mitigate two major environmental concerns of global warming and air pollution, renewable energies with uncertainty are increasingly deployed in power systems, which challenge the system's secure operation. A single system usually has limited adjusting ability. In contrast, integrated energy systems such as electricity-gas, electricity-traffic, electricity-heat, and transmission-distribution coordinated systems enhance the regulating ability of renewable energy accommodation and environmental protection. The operation of integrated energy systems will meet three essential requirements: low-pollution attribute, robustness, and cooperativity. However, the diversity of uncertainty conditions, the complementarity of new energy accommodation among systems, the conflict of interest between systems, and the dispatch autonomy of systems challenge the requirements mentioned above. The main goal of this Research Topic includes: 1. Propose more effective trading mechanisms or control strategies for carbon and air pollutant emissions. 2. Fully use complementary effects between electric power, natural gas, heat, hydrogen, and traffic systems. 3. Realize the coordinated operation of integrated energy systems with limited information interaction and ensured dispatch autonomy. 4. Improve the robustness of integrated energy systems under diversified uncertainty conditions. 5. Apply data-based reinforcement learning methods for the dynamic decision of smart integrated energy systems under complex environments.
Author: John H. Perkins
Publisher: Univ of California Press
ISBN: 0520287797
Category : Business & Economics
Languages : en
Pages : 364
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Book Description
"Changing Energy outlines how humanity came to its current energy economy through three previous energy transitions and now stands poised for a necessary fourth one. Despite the immense benefits conferred by a global energy economy based primarily on coal, oil, gas, and uranium, societies must now rebuild their energy economies to rely as much as possible on renewable energy used efficiently. This imperative to change comes from the risks of climate change plus the dangers of geopolitical tensions, health and environmental effects, and the long-term prospects for ever depleting sources of today's energy sources. Changing Energy argues that sustainability of the benefits from energy services will come from investments made in the technologies of the fourth transition. Perkins envisions a viable post-fossil fuel energy economy and outlines the barriers that must be resolved to reach it."--Provided by publisher.
