Renewable Energy Sales in 2025: Entering New Markets and Landing Big B2B Deals

Major Takeaways: Renewable Energy Sales

How do fractional sales teams support global expansion?

• Fractional sales teams allow renewable energy companies to enter new markets up to 70% faster by deploying experienced reps with local expertise and zero ramp-up time.

Why are in-house sales teams becoming cost-prohibitive?

• A single in-house sales hire can cost over $230K annually when accounting for recruiting, benefits, and overhead—fractional models provide senior talent at a fraction of the cost.

What makes account-based selling effective in cleantech?

• ABS enables teams to close 25–50% larger B2B deals by engaging multiple decision-makers at high-value target accounts with coordinated, personalized outreach.

What’s the ROI of multichannel outbound outreach?

• B2B sales teams that use 3 or more channels see 287% higher engagement rates than those relying on a single channel, increasing meeting bookings and shortening sales cycles.

How does intent data improve renewable energy sales?

• AI and signal-driven targeting help sales teams prioritize prospects actively researching sustainability solutions, significantly increasing conversion rates and relevance.

Why is omnichannel execution critical for cleantech growth?

• Email, phone, and LinkedIn used in sync create consistent visibility across the buying committee, which is essential when navigating complex renewable energy deals.

How does sales and marketing alignment boost conversions?

• Companies practicing account-based alignment between sales and marketing and using external SDRs can lower costs by up to 65%  from coordinated campaigns focused on shared strategic accounts.

Introduction

Renewable energy is experiencing explosive growth – but are our sales strategies keeping pace? As the global renewable energy market surges toward a projected $4.86 trillion by 2033 (1), companies in solar, wind, storage, and cleantech face unprecedented opportunities and challenges. 

We operate in an era where clean energy investments top $2 trillion annually, outpacing fossil fuels (2). In this booming landscape, how can renewable energy providers rapidly break into new markets and capture the enterprise-level deals that drive exponential growth?

In this post, we’ll share our strategic playbook – from leveraging fractional sales teams to speed up market entry, to implementing account-based selling for landing those game-changing B2B contracts. We speak from experience (and hard-won lessons) as B2B sales and marketing leaders in cleantech. 

Our goal is to equip you with fresh insights and actionable tactics to scale your renewable energy sales in 2025. Let’s dive in.

Cleantech Growth and the 2025 B2B Sales Landscape

The cleantech sector isn’t just growing – it’s exploding. Global demand for sustainable energy solutions has never been higher, fueled by corporate net-zero pledges and favorable policies. By 2024, renewables made up over 90% of new power capacity additions worldwide (7). Renewable energy consumption is forecast to jump nearly 60% over 2024–2030 in power, heat, and transport sectors (2). For sales teams, this translates to a massive addressable market and intensifying competition. Here’s the big picture:

• Record Investments: Companies and governments are pouring capital into clean energy. Global energy investment hit a record $3 trillion in 2024, with two-thirds ($2T) devoted to clean technologies (2). This wave of funding means more projects, more vendors, and more B2B sales activity in the pipeline.
  
• Booming Market Size: The renewable energy industry’s revenue is scaling fast – from an estimated $1.51 trillion in 2024 to $4.86 trillion by 2033 (nearly 15% CAGR) (1). Cleantech is no niche; it’s a core B2B market with robust growth across solar, wind, bioenergy, and storage.
  
• Enterprise Buyers Abound: Large organizations are driving much of this growth. From utilities investing in grid-scale renewables to corporates signing huge Power Purchase Agreements (PPAs) for clean power, big-ticket deals are on the rise. In 2024, technology companies and data centers signed some of the largest-ever renewable energy contracts to power their operations (8).
  
• New Markets Opening: Cleantech firms are expanding internationally to chase demand. Emerging markets in Asia-Pacific led global renewable capacity growth (41% share in 2024) (1). As regions race to meet climate goals, entering new geographies quickly can be a huge competitive advantage for sales teams.
  

Bottom line: The stage is set for significant sales opportunities in renewable energy – but seizing them requires speed and precision. Next, we’ll explore two strategies that are helping cleantech companies outmaneuver the competition in 2025: fractional SDR teams for rapid market entry, and account-based selling to win the biggest deals.

Fractional Sales Teams: Our Fast Track to New Markets

Need to ramp up sales in a new region or industry – yesterday? Fractional sales teams might be our secret weapon. A fractional sales team is essentially a “Sales-as-a-Service” model, where experienced sales professionals join your effort on a flexible, part-time or project basis. They act as an extension of your in-house team – minus the long hiring cycle and overhead. In our experience, leveraging a fractional sales force can slash your time-to-market and provide instant expertise when entering new territories.

Why Fractional Sales Teams Make Sense for Cleantech

• Speed and Agility: Building an in-house sales unit in a new market can take months of recruiting, onboarding, and trial-and-error. In contrast, fractional teams can be deployed in weeks with ready-to-go talent. It’s no wonder organizations looking to scale quickly or enter new markets are leaning on fractional expertise to bridge the gap between goals and execution (9). We’ve seen renewable energy firms stand up a sales presence in a new country within a quarter using fractional outbound SDRs and account execs who know the local landscape.
  
• Cost-Effective Growth: Hiring full-time sales reps and country managers isn’t just slow – it’s expensive. SDR salary is just the tip of the iceberg. By one analysis, a single $100k/year B2B sales development representative actually costs about $230k after adding recruiting, training, benefits, and overhead (4). Fractional arrangements avoid many of these fixed costs. You pay for talent only as you need it, without long-term compensation or hefty infrastructure expenses. For budget-conscious cleantech startups or scale-ups, fractional teams offer senior-level sales skills at a fraction of the price.
  
• Instant Market Expertise: The best fractional sales providers (including our own team at Martal Group) come with industry-specialized talent on demand. Breaking into the commercial solar market in the Middle East? You can tap a sales exec who’s already closed deals with regional utilities. Launching an energy storage solution in Europe? Onboard a fractional rep fluent in the local language and policies. This niche expertise means no learning curve – the team hits the ground running with knowledge of your ideal buyers and how to approach them.

Fractional leadership is no longer a startup stopgap – it’s gone mainstream. A Harvard Business Review study noted a 23% increase in businesses employing fractional leaders since 2010, with an additional 15% growth projected in the next five years (3). 

Tech and renewable sectors are among those embracing fractional sales models most aggressively to fuel their growth.

Key Benefits of Fractional Sales Teams

• Faster Market Entry: Skip the lengthy hiring process. A fractional sales team lets us deploy into new markets in weeks, not months, seizing first-mover advantage.
  
• Lower Overhead: No full-time salaries, benefits, or local offices required. We only pay for the sales capacity we need, preserving cash while scaling. (In-house sales teams carry hidden costs – remember that $230k rep example (4)!)
  
• Specialized Talent on Demand: Get seasoned sales pros with cleantech domain experience and local market know-how. We can target facilities managers in solar or sustainability officers in manufacturing with reps who already speak their language.
  
• Built-In Networks: Fractional executives often bring existing relationships and contacts in the industry. This can open doors to partners, distributors, or enterprise clients that would take us years to cultivate from scratch.
  
• Scalability & Flexibility: As our campaign grows, we can easily scale the fractional team up (or down). Launching a major push for Q1? Add extra SDRs for that quarter. Once pipelines are built, scale back if needed. It’s sales headcount as a dial, not a fixed cost.
  

In practice, a fractional sales engagement typically includes a dedicated team (e.g. a part-time Sales Director, plus SDRs or BDRs) that works as our extended sales arm. For example, at Martal Group we provide “sales executives on demand” – experienced closers and prospectors who integrate with the client’s brand and CRM. They handle everything from outbound lead generation (cold emailing, cold calling) and LinkedIn outreach, to nurturing leads and appointment setting with qualified prospects. All the while, our in-house team can focus on product development and closing deals, while the fractional team keeps the top of funnel full. 

And fractional teams deliver results. Because they focus intensely on prospecting and follow-up, they can often outperform an overextended internal team. To illustrate, one renewable energy software provider partnered with us to expand in North America – within 3 months, our fractional team generated 180+ marketing-qualified leads (10), leading to multiple enterprise sales conversations. 

Pro Tip: To maximize a fractional team’s impact, treat them truly as part of our team. We involve our fractional reps in weekly sales stand-ups, share product updates, and align them on our value prop and messaging. The closer the integration, the more seamless the outreach. A great fractional team will also use modern sales tech (intent data and lead generation tools, CRM automation, AI prospecting platforms) to work smarter – for instance, Martal’s teams leverage AI-driven prospecting to find leads or accounts showing buying intent (e.g. companies that just announced sustainability goals). This ensures the fractional reps prioritize the hottest opportunities as they help us open a new market.

By now, we’ve hopefully conveyed why fractional sales teams are a smart growth strategy in 2025 for cleantech. Next, let’s shift to the second piece of the puzzle: deploying an account-based selling approach to actually close those big deals we’re hunting.

Account-Based Selling: Landing the Big B2B Cleantech Deals

When it comes to enterprise renewable energy deals, a shotgun approach won’t cut it. To win utility-scale contracts or Fortune 500 partnerships, we need the precision of a laser – this is where Account-Based Selling (ABS) comes in. Account-based selling (closely related to account-based marketing, or ABM) is a strategic B2B approach where we focus our sales and marketing efforts on a select set of high-value target accounts, and engage each with personalized, multi-threaded outreach. In simpler terms, ABS means treating big prospects like the big deal they are – researching their needs deeply, reaching out with tailored messaging, and coordinating touchpoints across the buying committee.

Why is ABS essential for renewable energy sales? Consider a typical large cleantech deal: perhaps selling an energy management software to a global manufacturer, or getting a corporate off-taker for a new solar farm. Multiple stakeholders are involved – the sustainability director, the CFO, operations managers, maybe an outside consultant – and the sales cycle is long. An account-based approach allows us to orchestrate our efforts: we identify all key decision-makers, craft specific value propositions for each (e.g. cost savings for the CFO, carbon reduction for the sustainability team), and engage them via a coordinated campaign. It’s the opposite of “spray and pray.” It’s more like “spear fishing” the exact big fish we want to land.

How Account-Based Selling Drives Cleantech Growth

• Higher Win Rates and Deal Sizes: ABS isn’t just a buzzword – it’s proven to deliver outsized results.  ABM increases deal sizes, according to 73% of marketers, by focusing on quality over quantity (11). That’s huge for cleantech firms where a single utility contract or enterprise customer can be worth tens of millions. By going after a well-defined list of strategic accounts, we concentrate our resources on deals that truly move the needle. The result? Bigger contracts and better ROI on our sales efforts.
  
• Multi-Stakeholder Engagement: Renewable energy deals often involve a buying committee rather than a single buyer. For example, selling a solar + storage solution might require sign-off from the CTO (technology fit), the COO (operational impact), and the finance team (ROI case). ABS shines here by mapping out all these players at the target account and planning outreach for each. We might connect with technical staff via a whitepaper on grid integration, while our Sales Director simultaneously nurtures the VP level with case studies and ROI models. This coordinated, parallel engagement accelerates consensus-building inside the prospect organization. Rather than waiting for one champion to sell internally, we proactively enable each stakeholder with the info they care about.
  
• Personalized Value Propositions: One size never fits all in B2B sales – and certainly not for sophisticated energy solutions. Account-based selling forces us to tailor our message to each account (and persona). That means researching the account’s business drivers: Did they announce a carbon neutrality goal? Are they struggling with high energy costs or reliability issues? We align our sales pitch accordingly. If we know a target manufacturer’s top priority is reducing peak power charges, we lead with that angle in our outreach (“We can cut your peak demand by 30%, saving you $X per year…”). ABS often requires a bit more homework up front, but it pays off when a prospect sees that we truly understand their business. In 2025’s market, generic pitches get ignored – but relevant, account-specific insights break through the noise.
  
• Sales & Marketing Alignment: Another benefit of ABS is how it aligns our marketing and sales teams toward common goals. In a traditional funnel, marketing might chase MQL volume while sales chases any SQLs. With an account-based approach, both teams zero in on the same target accounts. Marketing tailors content (like webinars, email campaigns, LinkedIn ads) specifically to warm up those priority accounts, while sales does the direct outreach and follow-ups. This tight alignment can produce a powerful synergy – for instance, marketing’s efforts create awareness and air cover (perhaps a thought leadership article that the target’s execs see), making sales’ direct calls more effective. 

Companies leveraging ABM alignment and outsourced SDRs see better campaign results and up to 65% cost savings over internal teams (12). We make sure our SDRs and marketing team huddle regularly to coordinate plays for each account, ensuring a cohesive journey for the prospect.

Account-based approaches don’t just win bigger deals – they also improve efficiency. Companies using 3 or more channels in their outreach see engagement jump 287% compared to single-channel efforts (6). 

ABS by nature pushes us to use omnichannel outreach – combining targeted emails, LinkedIn messages, phone calls, and even in-person meetings or events for key accounts. This multichannel touch, personalized to the account, keeps prospects engaged on their terms (and clearly, it works).

Implementing Account-Based Selling (ABS) in Renewable Energy

So how do we put ABS into action for our renewable energy sales? It starts with focus. Here’s a quick rundown of how we approach it:

1. Define Your Target Account List: We work closely with our marketing and sales leadership to identify the “dream accounts” – those prospects that perfectly match our ideal customer profile and would be high-value wins. In cleantech, that might be a list of the top 25 utilities in a region, or 50 Fortune 1000 companies with aggressive sustainability initiatives. Quality over quantity is key; an ABS list might be as small as 20 accounts or as large as a few hundred, but it’s finite and focused. We then prioritize accounts by opportunity size and likelihood to close.
   
2. Research and Map the Buying Committee: For each target account, our team does deep research. Who are the decision-makers and influencers we need to engage? We map out titles (e.g. Director of Sustainability, Head of Facilities, CFO, Procurement Manager, etc.) and even specific names using LinkedIn Sales Navigator and industry databases. This is where having a fractional team with industry know-how helps – they often already know common org structures and pain points. We create an account plan: key business initiatives the account has (from news or annual reports), what solution of ours fits their needs best, and the custom messaging angles to use.
   
3. Personalize Outreach & Content: Now we craft tailored outreach sequences for the account. This often includes: a highly personalized cold email sequence addressing the prospect’s known challenges or goals; thoughtful LinkedIn outreach (connection requests or InMails referencing something specific to the prospect’s company); cold call scripts with relevant talking points (e.g. referencing a recent press release about the company’s renewable strategy). We might even develop custom content – for instance, a mini whitepaper or ROI analysis specifically for that account. For a big solar farm prospect, we might crunch the numbers on how much that company could save by adopting solar, and include that in our email. This level of personalization shows we’ve done our homework.
   
4. Omnichannel Cadence: Account-based selling is inherently omnichannel. We don’t rely on just one touchpoint – we orchestrate a cadence of touches across channels. A typical sequence might look like: Week 1 – send personalized email to the sustainability director; Week 2 – a LinkedIn message to the same person sharing a relevant industry stat; Week 2 – a phone call to the director’s office; Week 3 – email to the CFO with a tailored case study; Week 3 – connect with another influencer (like an operations manager) on LinkedIn, etc. By spreading touches across stakeholders and channels, the account sees our solution from multiple angles. Studies have shown this multi-threading can significantly boost response rates and deal velocity (13). Importantly, every touch is coordinated by our team so we don’t overlap or overdo it. We track all interactions in our CRM with account-level visibility.
   
5. Continuous Lead Nurturing and Follow-Up: Enterprise deals can take 6–18 months to close in renewables, so ABS is a long game. We make sure to nurture the account throughout the journey. That means sharing valuable content (not just sales pitches) over time: for example, sending the head of Engineering a new report on battery storage trends, or inviting the prospect team to a webinar on renewable financing. This keeps us on their radar and positions us as a helpful partner, not just a vendor. Our fractional SDRs often act as the steady drip of communication, while senior sales execs step in at key moments (like when the prospect downloads a whitepaper or requests a demo). Account-based selling requires vigilance – we monitor engagement signals from the account (opens, clicks, website visits) and double down when interest spikes.
   

Crucially, we measure success in ABS differently than in broad-based sales. We’re less concerned with raw lead volume, and more with account progression: Are we engaging the right people at the account? Did we get a meeting with the buying group? Did the account move to proposal stage? These are milestone metrics we celebrate. Yes, ABS takes patience – but when the payoff is a multi-year energy-as-a-service contract or a national distribution deal, it’s worth every ounce of effort.

Example: ABS in Action for a Solar Enterprise Deal

To make this concrete, here’s a simplified snapshot of account-based selling we executed for a solar solutions client aiming to land a large corporate customer:

• Target Account: A major retail chain that announced a goal to power all operations with renewables.
  
• Account Research: Learned they have 1,000+ store rooftops suitable for solar. Key pain point: reducing electricity costs and meeting ESG targets.
  
• Stakeholders Identified: Sustainability Director (project champion), CFO (approver), Head of Store Operations (user), External Energy Consultant (influencer).
  
• Outreach Plan:
  
  • Week 1: Emailed Sustainability Director referencing the retailer’s public goal and highlighting how our solar tech helped a similar retail chain cut energy costs 20% (5). Included a tailored infographic of potential savings across their 1,000 stores.
    
  • Week 2: Sustainability Director engaged (replied positively). Meanwhile, our SDR sent connection requests to the CFO and Operations head on LinkedIn, with a note “We’ve been working with [Similar Company] on solar – happy to share insights.”
    
  • Week 3: Our VP of Sales mailed a personalized video message to the CFO, walking through a high-level ROI of a solar rollout for their company – using the CFO’s name and company specifics. This got the CFO’s attention.
    
  • Week 4: Secured a meeting with the Sustainability Director and Operations head. After that call, we asked about involving the CFO and consultant – eventually got them all on a follow-up presentation tailored to their financial model and technical questions.
    
  • Ongoing: Over ~6 months, we provided a custom proposal, addressed each stakeholder’s objections (e.g. consultant’s technical due diligence questions), and brought in a reference from the similar retail client to speak to our solution’s performance. We kept nurturing by sharing quarterly performance reports from other projects and even inviting the prospect team to tour a large installation we did.
    

The result? We won a pilot project at a set of stores, which then expanded into an enterprise agreement across the retailer’s footprint – a multimillion-dollar deal born from patient, targeted account-based work.

This example illustrates how ABS is a deliberate dance with each account. It’s resource-intensive, but it’s the only way we’ve found to reliably land whales in the renewable space. Throwing generic pitches at a big utility or Fortune 500 rarely succeeds; strategic account selling does.

Fractional Teams + ABM: A Powerful Combo for Cleantech Sales

Thus far we’ve discussed fractional sales teams and account-based selling as two separate ideas – now let’s talk about the magic that happens when we combine them. In our experience, fractional, outsourced sales teams are the perfect vehicle to execute account-based strategies quickly and effectively. Here’s why this duo is transforming how renewable energy companies scale:

• Rapid ABS Deployment: An account-based approach is only as good as the people executing it. By plugging in a fractional team that’s already skilled in ABM/ABS tactics, we can kickstart a campaign immediately. There’s no need to train internal reps on ABM from scratch – seasoned fractional SDRs and account managers often specialize in orchestrating complex, multi-touch outreach. For example, Martal Group’s fractional teams use refined playbooks for omnichannel ABS – one rep might focus on LinkedIn outreach while another handles personalized emails and calls, all coordinated for the target account. This division of labor turbocharges our ABS efforts without missing a beat.
  
• Scalable Personalization: Personalization at scale is a paradox – it’s hard to do if you don’t have sufficient bandwidth. Fractional teams give you that bandwidth. We can assign a pod of reps to a set of target accounts, ensuring each account gets white-glove attention. If our ABS list grows or if a new market launch demands targeting 50 accounts instead of 20, we simply scale the fractional resources. It’s far easier than trying to stretch a small in-house team beyond capacity (which often leads to generic outreach). The fractional model thus enables consistent, high-quality personalization across many accounts simultaneously – a critical factor in cleantech where educating each prospect is key.
  
• Multi-Channel Mastery: Good account-based selling uses every channel effectively, from cold outreach strategies to social selling. Fractional sales teams often come equipped with omnichannel expertise and tools. They’ll use an integrated cadence of phone, email, LinkedIn, and even direct mail if warranted. Because these teams typically work with various clients, they’re up-to-date on what channels get responses in different contexts. (For instance, in one of our renewable outbound campaigns, the fractional SDRs discovered that facility managers responded best to phone calls, while sustainability officers preferred LinkedIn messages – so they adjusted the play accordingly.) Leveraging a fractional team means you get a ready-made tech stack and outreach process optimized for multi-channel ABS. This is huge when entering a new region – the team might already know, say, that German prospects respond better to WhatsApp than cold calls, etc.
  
• Data-Driven Targeting: The combination of fractional + ABM also shines in data utilization. A fractional provider often has access to advanced outbound prospecting databases, intent data feeds, and AI tools that a small firm might not invest in directly. They can use these to refine the target account list and pinpoint when to engage. For example, our team monitors intent signals (like when a target account engages with solar energy content online) and triggers the sales outreach at just the right time. We also analyze engagement data across accounts – if certain messaging isn’t hitting, the team can tweak it on the fly. This agile, data-driven approach is made possible by the fractional team’s dedicated focus. In a renewable energy context, it might mean identifying which companies are actively seeking solutions (perhaps identified through policy filings or RFP announcements) and immediately focusing ABS efforts there, rather than wasting time elsewhere.
  

Case in Point: A cleantech startup offering AI-driven energy management wanted to break into the APAC market and win large facility management customers. They engaged a fractional sales team (through Martal) and combined it with a strict ABS plan. The fractional reps, located in Asia and fluent in local languages, built a targeted lead list of top 30 real estate companies and industrial park operators. Over 6 months of coordinated account-based outreach, they secured multiple enterprise meetings. The end result: the startup closed two marquee clients in APAC – deals they estimated at 4x the size of their average U.S. contracts. The CEO noted that without the fractional team’s local expertise and relentless focus on each target account, they would likely still be “stuck in pilot purgatory” with smaller deals. Instead, the fractional+ABS strategy propelled them into a new market with serious wins and reference customers.

In summary, fractional sales teams and account-based selling complement each other brilliantly. Fractional teams provide the muscle and expertise; ABS provides the strategic aim. Together, they allow renewable energy companies to scale faster (enter new markets with minimal friction) and close bigger deals (by dedicating proper care to each major prospect).

As you consider your 2025 sales strategy, ask yourself: Are we set up to chase quality over quantity? Do we have the resources to deeply engage the accounts that matter most? If not, a combined fractional + ABS approach could be the game-changer.

Leveraging Outbound and Omnichannel Strategies for Renewable Sales

Before we wrap up, let’s touch on one more practical aspect: how an outbound, omnichannel lead generation approach underpins everything we’ve discussed. Whether it’s a fractional team reaching out to new markets, or an ABS campaign courting a top account, success in renewable energy sales often comes down to executing outbound outreach effectively across multiple channels.

Why the emphasis on outbound? In cleantech B2B, your ideal customers (be it a utility, a manufacturer, or a government agency) are high-value and finite in number. You can’t rely on just inbound leads to snag a Fortune 500 or a municipal energy deal – you need to proactively identify and engage those targets. Outbound sales – via cold emails, calls, LinkedIn messages, and networking – is how we create opportunities where none existed.

An omnichannel cadence ensures we meet prospects where they are most responsive. As noted earlier, using a multichannel strategy can boost engagement by nearly 3X (6). In our renewable sales playbook, a typical omnichannel outbound sequence might include:

• Email: Still the workhorse of outbound. Our emails are short, personalized and value-focused (no generic 5-paragraph essays). We reference specific pain points (e.g. “noticed your company’s warehouses often face peak demand charges – we can help cut those by 20%”). Including a credible stat or result helps – for instance, mentioning how we helped a similar client save $X or achieve Y outcome in sustainability.
  
• LinkedIn: For B2B energy sales, LinkedIn is gold. We use it to research prospects and often reach out after an email touch. Sometimes we’ll simply engage with a prospect’s posts or share relevant content to warm them up. Direct InMail with a friendly, non-salesy tone (“Hi, we work with companies on achieving carbon reduction goals – happy to connect and share insights”) often gets a response from sustainability professionals or engineers who ignore cold emails. Also, LinkedIn Sales Navigator helps us keep tabs on job changes or new hires in target accounts – triggers for fresh outreach.
  
• Phone Calls: The phone may feel old-school, but in high-value sales it’s indispensable. Our outbound cadence includes calls, especially after a prospect has shown some interest (opened emails, accepted our connection, etc.). We coach our reps (fractional or in-house) to provide value even on voicemails – e.g., “I’ll shoot you an email with a case study on how [Peer Company] reduced HVAC energy use – hope it’s useful.” This way, every call reinforces our value proposition rather than just asking “did you see my email?”.
  
• Events & Networking: Don’t overlook industry events (virtual or physical) as part of an omnichannel strategy. We often invite key prospects to webinars we host about renewable trends, or arrange to meet at trade shows (even if just a coffee chat). These touchpoints, while not as scalable, can be high impact in building relationships. They complement digital outreach by putting a face to the name.
  
• Direct Mail / Gifting: In some ABS cases, a well-timed small gift or physical mail can break through the noise. For example, sending a printed report or a book on clean energy to an executive, with a handwritten note, can differentiate us. We use this sparingly but creatively (e.g., a miniature solar panel gadget sent to a CTO with a note “A little solar for your desk while we help power your facilities”). It often results in a thank-you and opens dialogue.
  

Executing all the above in a coordinated way is not trivial – which is why having a structured sales process and team (again, fractional teams excel here) is important. We utilize sales engagement platforms to sequence touches and ensure no lead slips through. And we set lead generation KPIs for our outbound efforts: email response rates, call connect rates, meetings set per X contacts, etc., continually optimizing the messaging and targeting based on what the data tells us.

One strategy we rely on is intent-driven outreach. For instance, using intent data (from sources like Bombora, or even Google Alerts) we might find out that a target company just announced a new sustainability initiative or received funding for green projects. We’ll time our outbound sequence to land right after such news, tailoring the message to that context (“Congratulations on your new sustainability program – companies often struggle with X, and that’s exactly what we solve…”). This can dramatically improve our engagement odds because the relevance is high.

By combining outbound hustle with smart data and a multi-channel approach, we create more bites at the apple. Especially for new market entry, outbound omnichannel is the spearhead: it allows us to generate the sales pipeline from scratch in a region by systematically reaching out to all likely prospects. Meanwhile, any inbound leads (from marketing or referrals) are gravy on top.

Martal Group’s philosophy – which aligns with what we’ve outlined – is to use omnichannel outbound as the engine for B2B growth. For energy and cleantech firms, this often involves a cadence of cold email + LinkedIn + calls that’s fine-tuned to each client’s ICP (Ideal Customer Profile). We’ve found that this approach, backed by consistent follow-ups and iterative learning, is what yields a steady flow of qualified appointments or meetings. In fact, many of our cleantech clients initially come to us because their in-house teams struggled to consistently prospect; after implementing our outbound system, they see a reliable stream of appointments each month, which is the lifeblood of scaling sales.

To sum up: Outbound omnichannel strategies are the tactical execution that powers both fractional team initiatives and account-based selling. It’s the day-to-day work on the ground (or in the inbox) that translates high-level strategy into conversations and contracts. In 2025, mastering this disciplined, multi-channel outreach is essential – the companies that do will capture market share, and those that don’t will wonder why they’re missing out.

Conclusion: Accelerate Your Renewable Sales – We Can Help

Renewable energy is no longer a niche – it’s a booming B2B domain. But capitalizing on that growth requires the right sales strategy and execution. In 2025, the winning cleantech companies will be those who enter new markets quickly and consistently win big deals. By leveraging fractional sales teams, you can rapidly establish a presence wherever opportunity knocks, without missing a beat. By deploying a disciplined account-based selling approach, you ensure that your highest-value prospects get the focus and personalization needed to convert into marquee customers.

We’ve shared how these approaches – along with omnichannel outbound tactics – have worked for us and our clients. Now, the question is: how will you apply them to your organization’s growth? This is where we’d like to offer a hand. Martal Group specializes in helping renewable energy companies scale faster and close bigger deals. We act as a fractional sales extension of your team, bringing the expertise, processes and multi-channel outreach needed to fill your pipeline with qualified sales leads. Our seasoned sales executives (on-demand) know the cleantech space and how to engage C-level decision-makers with account-based strategies. Whether you’re expanding to new geographies or aiming to land that game-changing enterprise client, we have the playbook to make it happen.

Let’s talk about accelerating your sales in this booming market. Book a free consultation with Martal Group to explore how our Sales-as-a-Service model and outbound ABM approach can power up your revenue growth. We’d love to learn about your goals and share how we can help you achieve them – faster than you thought possible. In a renewable industry moving at breakneck speed, don’t get left behind. Let’s charge ahead together and turn 2025 into a year of record-breaking sales for your renewable energy venture.

References

1. Grand View Research
2. International Energy Agency (IEA)
3. InsNerds
4. Salelytics (via MarketSource)
5. RenderTribe
6. Outplay
7. Canary Media
8. Deloitte
9. The Sales Group
10. Martal Group – Solar Lead Generation Companies
11. G2 Learn Hub
12. Martal Group – Fractional SDR
13. Whistle LTD