energy
CGT S.p.A. Gruppo Tesya
€3.1 million in deals, 70 opportunities and 44 meetings: the target of 12 meetings exceeded by 3.5 times.
Observed period: 12 months
- 01
Starting point
CGT sells energy solutions for industry to counterparts you can count on the fingers of two hands in each province. The group had reputation and technical structure, but access to new plants depended on established relationships and on an internal target set cautiously at twelve meetings.
- 02
Strategy executed
We built a list by the plant’s real energy intensity, not by product category, and wrote messages that started from a verifiable data point about the recipient’s facility. No quote up front: just a technical conversation about a recognisable consumption problem, addressed to plant managers and technical departments.
- 03
Results achieved
The target of twelve meetings was exceeded three and a half times, reaching 44 meetings from 70 opportunities. The portfolio in negotiation reached €3.1 million.
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