Across the board energy companies and utilities are in the midst of sweeping change. Oil, gas, nuclear, electricity and green enterprises all face varying combinations of challenges and opportunity created by deregulation, data technologies and changes in global consumption. Firms must spend more time understanding a shifting market ecosystem of customers, investors, communities and competition.
Sales teams in energy management need to take a value creation approach to customers and their unique landscape. These companies are trying to gain control of their energy use and achieve high rates of return in the form of energy savings. More importantly, the majority of commodity sales are coming through a broker or consultant. The time is now to learn how to sell on two fronts – to position your firm as an energy management thought leader, and to support the consultants hired by large and small businesses by helping them satisfy their mandate.
Our experience in industry includes magnifying the impact of Key Account teams, installing reliable interactions among internal desk associates, and to help consultant development teams add value to channel partners based on how they view it.