Is Sales Training the Missing Link to Energy Efficiency Adoption?

     Rachel Christenson
     Media Contact:

     September 21, 2014
     San Francisco, CA 


New Book on Sales Skills Needed to Drive Widespread Adoption of Energy Efficiency Achieves Wall Street Journal Best-seller Status

In Selling Energy: Inspiring Ideas That Get More Projects Approved! Mark Jewell suggests that a shortage of efficiency-focused professional selling is the missing link to mass-market adoption of energy efficiency.  Jewell and Rachel Christenson are co-founders of the San Francisco-based Efficiency Sales Professional Institute, which provides sales training to thousands of energy professionals each year. 

In celebration of the hardback book achieving Wall Street Journal best-seller status, the author is giving away 10,000 copies of the e-book (iBook, Kindle or Nook) between now and the end of September.

The book contains more than 80 short essays examining various aspects of efficiency-focused professional selling.  “Imagine how many more projects would win approvals if sellers focused on what their prospects actually valued, rather than the number of control points monitored or projected savings in kilowatt-hours?” says Jewell.

Jewell starts by offering the three top tactics of an efficiency sales professional:  a 15-second elevator pitch, a one-page proposal, and a one-page cost/benefit analysis that emphasizes the right financial metrics.  He continues by explaining that if glossy brochures and inch-thick feasibility studies or proposals did the job, the job would be done.  The book contains a bounty of field-tested insights on selling efficiency effectively, many sourced from interviews with efficiency sales “rock stars.”

Readers of Selling Energy wholeheartedly agree.  “Finally, somebody teaches us engineers how to sell energy efficiency. Even the best leaders in the industry will read this and wonder, ‘Why aren’t we already doing this?’” says Lars van der Haegen, President, BELIMO Americas.

Since its release on September 1, 2014 Selling Energy: Inspiring Ideas That Get More Projects Approved! has been featured on many best-seller lists including The Wall Street Journal, Barnes and Noble, and Amazon.

To claim the free e-book, visit

Title: Selling Energy: Inspiring Ideas That Get More Projects Approved!

Author: Mark Jewell and Rachel Christenson

Publisher: Energy Efficiency Funding Group, Inc.

Distributor: IngramSpark

Date of Publication: September 1, 2014 

Retail Price: $29.99 US (Hardcover color); $7.99 US ebook

ISBN-13: 978-1-941991-00-8

Pages: 214


About the Authors:

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 applying energy efficiency to create value. Over the last two decades, he has influenced efficiency decisions in more than three billion square feet of North American real estate. Mark is the President of Selling Energy. He received his B.S. in Economics from The Wharton School at the University of Pennsylvania.

Rachel Christenson has ten years of leadership experience in business development and organizational management roles. She is the CEO of Selling Energy. Rachel received her B.S. in Architecture from the University of Utah and her MIM from Portland State University.

Rachel and Mark live in San Francisco, CA with their two young children, Jane Lumen and Jack Mason Jewell.