Deeper Dive Live Webinar Series: Commercial & Industrial

Learn to Reframe the Impact of Tariffs and Sunsetting Tax Benefits and You’ll Put the Wind Back in Your Sales!™

March 11, 2026 from 8:30  AM to 9:30  AM MST

Description: 

Without a doubt, inflation is squeezing everyone’s budget. Tariffs are nudging prices up further. And sunsetting federal tax incentives will soon make the after-tax cost of upgrades even more expensive. These headwinds can stymie even the best energy-saving projects. In times like these, you need to “replace myth with math” and remind the customer why project approval is the right decision despite the economic backdrop. This fast-paced session will cover two important facets of this winning approach: 1) showing the surprisingly small impact that higher costs and lost tax benefits have on the net present value of a well-designed project; and, 2) focusing on non-utility-cost financial and non-financial benefits, which are typically much more valuable to your customer than utility savings, rebates, or tax benefits.

Capturing Attention and Motivating Energy Upgrades™

May 20, 2026 from 8:30 AM to 9:30 AM MST

Description: Taking a market-segment and role-specific approach to understanding what captures and retains attention is key to securing approval for your energy initiatives.  This fast-paced session will reveal how to motivate more decision-makers and influencers to say "Yes!" to your proposals. This session will address hearly two dozen major market segments and demonstrate how concise and compelling messaging around segment-specific non-utility-cost financial and non-financial benefits can make the difference for each one.

Convincing Your Customer to Upgrade Now Rather Than Waiting™

July 15, 2026 from 8:30 AM to 9:30 AM MST

Description: Properly quantifying and communicating the cost of waiting is key to motivating customers to upgrade sooner.  This session will explore several approaches to presenting concise and compelling reasons to replace equipment long before it stops running. Highlighting non-utility-cost financial and non-financial benefits can encourage early replacement. Moreover, presenting a financial comparison of upgrading now versus when the equipment fails and needs to be replaced under duress at some point in the next ten years often reveals a considerable net present value advantage of proactive replacement.  Reminding the customer that their existing equipment is not immortal and will likely need to be replaced in the not-too-distant future anyway — and highlighting rebates, incentives, and financing that make immediate replacement more affordable — can help accomplish upgrades much sooner.

The Art and Science of Successful Objection Handling™ 

September 16, 2026 from 8:30 AM to 9:30 AM MST

Description: Knowing what objections are typically encountered when proposing energy upgrades in a particular market segment is the first step to being prepared to address them confidently and successfully. This session  will first explore the specific objections one most often hears in nearly two dozen market segments. It will then provide credible, field-proven answers to each of those objections, providing a path to shorter sales cycles and higher closing ratios.

18 Questions to Ask on Your Next Sales Call™ 

November 18, 2026 from 8:30 AM to 9:30 AM MST

Description: Asking questions. Asking follow-up questions. Having the discipline to listen actively. Inserting enough silence to allow your prospect to answer thoughtfully. Taking careful notes. These are the tactics that smart energy sales professionals use to ensure their conversations with prospects are genuinely effective. This session will cover 18 questions you should be asking the next time you have an initial conversation witih a prospect for your efficiency or electrification solution.