Case Study
VERT Solar Finance
Joaquin Altenberg, Founder and CEO- VERT Solar Finance
Background:
Building a direct sales strategy for a leading solar energy company...
Building a direct sales strategy for a leading solar energy company...
Results
“Erika over-delivered, plain and simple. Her business intuition and sales mind were absolutely critical to our business success. I continue to reach out to her for business coaching on an ongoing basis.”
From The Client
“We engaged with LEAP to build out a direct sales strategy. Erika has become part of our team within a few short months, and we are making tangible progress daily in accomplishing that goal.”
Joaquin Altenberg
Founder and CEO- VERT Solar Finance
Accomplishments
- Created value proposition for new ‘direct’ sales strategy (previously, VERT was selling through third-party developers)
- Conducted Job-To-Be-Done (JTBD) interviews to define what prospects truly needed
- Developed sales materials and resources
- Created elevator pitch, cold call scripts and email outreach templates
- Defined process for each stage of the multi-staged sales process
- Developed buyer personas
- Developed Salesforce SOP to support direct sales strategy
- Provided executive coaching and sales team coaching
- Determined sales metrics
- Revised CEO bio for speaking engagements
- Conducted outreach campaigns to prospects
- Elevated look and feel of sales collateral and materials
- Established weekly pipeline meeting and format
- Compiled A to Z sales playbook, defining internal process and consolidating all sales materials both for new and existing sales reps