How we helped a regional utility company gain share in the energy services market


Client wanted to create a sales force “multiplier” by cross-training adjacent market sales team to support the high-growth Energy Services sector. The industry can take decades to master, and the Energy Services team veterans needed assistance in educating the adjacent sales team members so that they could more quickly generate leads and assist in the sales process.



Applied an outside-in methodology to develop comprehensive training on the industry, the target markets and their needs, the client’s unique value proposition, and the sales and delivery process. Developed interactive exercises to reinforce training objectives.

  • Conducted industry research including Energy Services Companies (ESCO) history, key trends, regulatory components, utility company role in the space, target audience, customer needs, contracting vehicles, and case studies 
  • Researched and assessed competitive landscape identifying gaps and opportunities which could be included in the client’s value proposition 
  • Leveraged internal expertise through in-depth interviews with SMEs and document reviews


Client’s adjacent sales team was better equipped to identify Energy Services opportunities and to support the sales process. The technical support team advanced their skills to provide enhanced sales support on more complex deals.