Hey folks, Phil Zito here and welcome back. In this post, I am going to be talking about if you hit a wall, how you can use targeted selling to get in the door of your customer. Basically, how you can bypass your potential blockers, influencers, etc, and get directly targeted in on the person who's going to make the decision related to the building automation purchase.

Hey folks, Phil Zito here and welcome back. In this post, we're going to be talking about capital planning and answering the question, “Is capital planning the ultimate path to sales success?” I mean, that's a pretty leading question. So, you could probably guess to where I'm going to lead this conversation.

Hey folks, Phil Zito here and welcome back. In today's post, we're going to talk about how to scope and price service work. Specifically, we are going to be diving into plan service agreements. We're going to talk about time and materials service work and retrofits service work. So, those are the three categories of service work. If you learn how to do one, you can pretty much learn how to do the other three.

Hey folks, Phil Zito here and welcome back. In today's post, we are going to be continuing our trend of looking at selling building automation systems. We are going to be talking about how to sell more services to avoid pipeline dips. This is something that everyone should be considering, but folks tend to struggle with doing.

Hey folks, Phil Zito here and welcome back! In this post, we're going to be continuing our series on sales and estimating. Today, we're going to be looking at the four-point method for bidding retrofit work.

Hey folks, Phil Zito here and welcome back. In this post, we are going to be talking about how to review, scope, and estimate retrofit projects. Now some of this may seem similar to how to review, scope, and estimate construction projects, but trust me, there's a lot of nuances here that really will make the difference between whether you end up basically tanking a job or not winning a bid, or just having a disaster.

Hey folks, Phil Zito here and welcome back. In this post, I will be discussing the five key questions to ask during a site walk. To begin, let's talk about what a site walk is, then let's talk about strategy behind questions, and then let's go into the questions.

Hey folks, Phil Zito here and welcome back! In this post, we are going to be discussing three killer strategies for bidding new construction work. Now, when we talk about bidding new construction work, this is kind of following a logical progression, right? In our previous two posts, we talked about ideas to get more work, we talked about the review, scope, and estimate process and how that works, and now we're looking at being in the new construction side and bidding new construction work. How can we go about bidding new construction work in a way that makes us more competitive?

Hey folks, Phil Zito here and welcome back! In today’s post, we're going to be discussing how to properly review, scope, and estimate BAS projects. Today’s post was part of a Podcast/YouTube combination we did where I broke out our whiteboard to show you how this process works. Don’t worry, I will explain it in great detail for you and you can always check out the video here as well.

Hey folks! Phil Zito here and welcome back! Over the next several weeks, we are going to be going through sales related posts, talking through sales strategies. These are going to apply to you whether you are in sales, or if you're on more of the technical side or managerial side.