Great salespeople have analytical minds and can analyze their accounts to determine which have the highest potential for growth.

Here are three lessons I learned while setting out to improve my skills selling duct upgrades.

Many contractors are now offering and delivering the promise of healthier homes and more efficient, longer lasting HVAC systems.

A service technician makes a routine repair call to a house and notices the house lacks a humidifier. This creates an opportunity for an upsell.

With the right conversation, customers get the HVAC system they expect, and you get a profitable sale that leads to a long-lasting relationship.

For many contractors, high-end heat represents a good investment with solid returns. So how do contractors get involved in high-end heating equipment? They talk to other contractors and find out what worked for them.

I was recently speaking with a contractor who created an Inside Sales position in his company. He made this change because he recognized that recovering revenue that would otherwise be lost is a huge opportunity. To him, it was a no-brainer. An Inside Sales person can recover a great deal of revenue.