Energy & Climate Tech GTM Strategy Sales Operations

Green Energy Advisory
GTM & Sales Engine Build

Built a complete go-to-market system from scratch for a woman- and minority-owned clean energy consulting firm operating at the intersection of energy efficiency, workforce development, and capital markets. Delivered ICP strategy, CRM architecture, multi-channel outreach sequences, and pipeline reporting — enabling the firm to move from unstructured outreach to a predictable, data-driven sales engine.

4 Solutions Delivered

3 Tool Integrations

5-step Email Sequences

~$0 Phase 1 Tool Cost

Data & Outcomes

Pipeline & Cost Breakdown

Sales Pipeline Funnel

Tool Stack — Monthly Cost (Phase 1)

Engagement Timeline

How We Built It

Week 1 — Foundation

Discovery & CRM Setup

Deep-dive into existing leads, revenue goals, and tools in use. Set up HubSpot Free CRM with 5 custom pipeline stages (Contacted → Qualified → Proposal Sent → Negotiating → Closed/Won). Connected professional email domain for outreach credibility and deliverability.

Week 2 — Data & Leads

ICP Targeting & Prospect List Build

Imported all existing warm leads into CRM with stage and source tags. Built prospect lists using ICP filters (Job Title: VP/Director/CXO, Industry: Utilities/Energy/CleanTech, Company Size: 100–5,000). Verified top 200 priority prospect emails. Drafted PAS-framework email copy for both ICP segments.

Week 3 — Outreach Live

Multi-Channel Sequences Activated

Activated 5-step email sequences for cold prospects (Batch 1: 50 contacts). Launched LinkedIn outreach via Sales Navigator (20–30 connection requests/day). Initiated re-engagement drip for dormant warm leads. Set task reminders for all active pipeline deals.

Week 4+ — Optimize & Scale

Iterate, Expand & Package Advisory Offer

Reviewed open rates, reply rates, and LinkedIn acceptance. Rewrote underperforming messages. Added second prospect batch (50+). Packaged advisory services into sellable offers with pricing tiers, proposal templates, and client onboarding collateral. Delivered first weekly pipeline review report.

What We Delivered

Key Deliverables

Full GTM motion — positioning, ICP targeting, messaging framework

CRM setup with 5-stage pipeline, contact properties & dashboards

Lead qualification framework — inbound & outbound scoring criteria

Advisory service packaging — pricing tiers, proposals, onboarding collateral

Verified contact database of 200+ ICP-matched prospects

5-step cold email sequences with A/B-tested subject lines

LinkedIn outreach scripts and follow-up cadence documentation

Weekly pipeline reporting template — deal stage, value, and velocity