From door knocking to dialing: Odin Energy finds new way to power home efficiency and solar sales during Covid-19 - and beyond
Key Achievements
- Created an inside sales process from scratch in a matter of weeks
- Successfully tracked and managed the team, remotely
- Generated over $500k in sales in one week in Phoenix
- Unlocked new revenue stream that will power future growth
Odin Energy is a residential solar and energy efficiency company with offices in Nevada and Arizona. Their customer-centric ″reduce before you produce″ model pairs innovative energy-saving solutions with expert solar installations. In addition to nearly $100 million in savings, clients enjoy increased home efficiency and comfort, while reducing their carbon footprint.
“This isn’t just to survive Covid. I really believe in this. We’ve seen great success.”
Trevor Gosar
Director of sales
Challenges and Objectives
In a challenging industry known for ever-changing laws, trends and technologies (a.k.a. The Solar Coaster) Odin Energy was a model of growth and success. But with a 99% door-to-door workforce, Director of Sales Trevor Gosar knew that rounding out his sales machine with phone-based reps would be a smart, long-term move. When Covid-19 hit, creating an inside sales team went from upcoming priority to immediate need.
The Solution
Diving head-first into lead-gen, Gosar wanted a dialer that would foster efficiency without sacrificing the company’s trademark personalized service. “I’m not a fan of the auto-dialer style. I don’t want that lag when a lead answers the phone.” With its delay-free connections, PhoneBurner was a perfect fit.
Gosar set up LeadStreams to automate lead distribution, allowing his remote team to log in and immediately start dialing. Real-time leaderboards delivered much-needed oversight to management, while providing motivation and gamification to his reps. Gosar also utilized call recordings for coaching and to continually improve his team’s outbound process.
The Results
We’re trying to master cold calling. We’ve had great success.
For a team that’s brand new to cold calling, Gosar’s results are impressive. He ramped up his remote team quickly, and built out a personal, yet efficient process that’s generating real results. “We did about half a million in sales last week just in Phoenix,” he shared.
Gosar is excited to scale his inside sales channel even after door-to-door sales resume. “We can plug a new agent into PhoneBurner and get them dialing without a headache.” What began as a pandemic lifeline, is a bright spot of opportunity for Odin Energy’s future. “I really believe in this.”
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