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Deeper Dive Live Webinar Series: Commercial & Industrial

Sponsored by Efficiency Works

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20+ Ways Selfie Videos Can Get More Projects Approved™

April 2, 2025 from 8:30 AM to 9:30 AM MST

 

Description: Working from home, customer preference for video conference calls over in-person visits, and other trends have transformed the way we sell energy solutions. The need to master virtual selling techniques is more urgent than ever. Unfortunately, most salespeople have never really been trained to be camera-ready. Sales pros today know the importance of improving not only their synchronous virtual selling (e.g., Teams, Zoom calls), but also their asynchronous virtual selling (e.g., short selfie videos in outbound emails and LinkedIn posts). This session will cover more than 20 places where inserting video elements would likely accelerate the sales cycle and/or improve your closing ratio.

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7 Ways to Leverage Existing Customers to Grow Your Business™

April 17, 2025 from 8:30 AM to 9:30 AM MST

 

Description: Your success as a seller of energy solutions lies at the intersection of the cost of customer acquisition and the lifetime value of each customer. Smart sellers of energy solutions know that cross-selling and upserving create a win-win relationship-- the customer enjoys deeper energy savings while the seller sees higher revenues and margins. Moreover, satisfied customers often have affiliates, supply chain partners, and others who would be likely candidates for your offerings. They also hold the key to referrals and testimonials, opening the door to warm leads that are typically easier to close. And finally, categorizing your best customers to identify their common needs and the solutions you provided to meet those needs is the first step to building your business by "cloning" those best customers.

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18 Questions to Ask on Your Next Sales Call™ 

April 30, 2025 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.

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3 Buckets of Benefits to Capture Your Customer's Attention™

Online/On-Demand

 

Description: While most energy professionals focus on utility-cost financial savings, the truth is that non-utility-cost financial savings and non-financial savings are almost always more valuable to your customers. You need to know where your customer will see savings in places other than the "Utilities" line item on their P&L and which non-financial benefits may be even more important to them. The second and third buckets of benefits can be much more compelling than the first. And once you understand those additional buckets at a segment-specific and customer-specific level, you can make a much stronger case for project approval.

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Escaping the Price-Driven Sale and 3-Bids Syndrome™

Online/On-Demand

 

Description: Energy sales professionals migrate the discussion away from “features” and beyond “benefits,” putting all the focus on their prospect’s values. They also reframe benefits so they can be measured with their prospect’s yardsticks. This is especially key in situations where an energy efficiency or electrification measure will generate segment-specific non-utility-cost financial or non-financial benefits. Once you understand what your prospect truly values, you’re in a much better position to help that prospect make a better evaluation that transcends “lowest first cost."

Ready to take your business to the next level?

Register now at no cost, thanks to the generous sponsorship of Efficiency Works

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