Connect the dots, capture your prospects’ attention, and focus on “why” they absolutely need what you’re selling by really doing your homework and taking a market-segment-specific approach to sales. 

This powerful online resource empowers energy professionals to transform their sales approach!

Focusing on the most promising prospects and presenting those targets with the most compelling value propositions are two hallmarks of sales professionalism.  

Imagine how many more prospects would say “Yes!” if you had industry-insider knowledge that would connect the dots between your proposal and the yardsticks and outcomes they cared about. Whether you’re selling your solution to a grocery store, hotel, hospital, or any of the many other segments featured in Segment Guides™, you’ll have the intel, business acumen, and confidence you need to get into the mindset of your prospect. You’ll be able to reframe your proposal’s benefits to resonate with the yardsticks your prospects are already using to measure their own success. And given how the pandemic and recession are currently impacting various segments very differently, you might realize that your most promising prospects now hail from segments that you haven’t yet pursued!

Energy Sales Professionals know that instead of talking about kW, kWh, or therms, they need to talk about three key categories of benefits: utility-cost financial, non-utility-cost financial, and non-financial. Unfortunately, most salespeople in the energy space focus on utility-cost savings alone. Taking the time to quantify and monetize non-utility-cost financial benefits and/or identify emotionally compelling non-financial benefits at a segment-specific level allows you to advance a value proposition that is much more compelling than utility cost savings alone.

Which would you rather talk to your prospect about – $10,000 in utility bill savings or $100,000 in lower cost of goods sold thanks to the more productive workplace that your energy upgrade makes possible?

Segment Guides™ is the product of several hundred hours of research per segment leveraging industry, government and academic sources. It also incorporates hundreds of insights and anecdotes gleaned from coaching thousands of energy professionals how to sell their solutions more effectively. 

Each Segment Guide™ includes the following sections: the role of energy, jargon and yardsticks, typical revenues and margins, trade organizations and publications, sound bites that connect the dots between energy solutions and segment-specific non-utility-cost financial and non-financial benefits, and citations for each of those sound bites.

Moreover, Segment Guides™ is continually updated in three dimensions: 1) updated trends, financials, and sound bites related to each existing segment; 2) new market segments; and, 3) segment-specific impacts of the COVID-19 pandemic and the recession. 

Since Segment Guides™ is licensed on a single-user, full-year basis, any and all updates that are added throughout the yearlong license term automatically appear the next time a user logs in.

Register here and you will receive two added bonuses:

1. 45-minute online, on-demand course Introduction to Selling Efficiency with Segment-Specific Insights
2. Digits-to-Widgets downloadable worksheet and sales script

Purchase Segment Guides™