Winning With Segment-Specific Selling
May 18, 2018
In-Person: Chattanooga, TN
Sponsored by: TVA.
***Registration is limited to 50 attendees and registration will close on May 4th, so be sure to register today!***
DATE and LOCATION:
Friday, May 18, 2018
8:30 AM to 4:30 PM
The training will run from 8:30 AM until 4:30 PM. Registration and breakfast will begin at 8:00 AM. A continental breakfast and lunch will be provided. Please include any special dietary needs in the “add a note to your order” section during the checkout process.
Every day, more vendors and contractors are embracing a segment-specific approach to selling their energy-related solutions. However, simply deciding to organize marketing and sales teams on a segment-by-segment basis does not necessarily get more projects approved. You need to approach each prospect with segment-specific messaging. And taking the time to reframe the benefits of energy upgrades so that they can be measured using segment-specific yardsticks that decision-makers are already using to measure their own success is vital to securing management attention, organizational support, and capital.
This fast-paced workshop will provide dozens of examples taken from a multitude of market segments to demonstrate how energy projects can drive segment-specific business benefits. This workshop will also show you how to leverage segment-specific insights when creating elevator pitches, three-sentence solicitations, one-page proposals and other sales tools covered in the Learning to S.E.E.: Sell Energy Effectively™ workshop.
You will learn…
- How to identify the yardsticks your prospects use to measure their own success
- How to map your project’s benefits to all three “buckets” of savings your prospect cares about – utility-cost financial, non-utility-cost financial, and non-financial
- How to gauge what drives your prospect’s decision-making, revenues, and profits
- How to leverage segment-specific insights to open new conversations (or revitalize old ones) so that you can capture your prospect’s attention and get everyone on the decision-making chain excited about your project
$498 Qualified* participants pay just $49.
*To be eligible for this discount, your organization must be a member of TVA’s Preferred Partners Network. All individuals attending must be registered contacts with TVA.
Continuing education credits:
All attendees will be provided a Certificate of Completion.
Cancellation Policy: Cancellations will be accepted for a full refund up to two weeks before the training. All class dates and locations are subject to change based on meeting minimum class sizes. TVA and Selling Energy will endeavor to provide as much advance notice as possible in the event that a particular class needs to be rescheduled.
Questions? Please contact us at firstname.lastname@example.org or (415) 814-3744 for more information.
Note: By registering for this course, you grant permission to Selling Energy to use event photos and testimonials from this workshop for promotional and reporting purposes.