We Scaled Without Marketing Until Growth Forced Us to Start Hunting with Michael McHale

B2B Growth Strategy That Actually Wins Customers Using Data and CRM Systems with Rachel Miller-Short

Stop guessing and start growing your energy and industrial firm. Take the FREE GO Assessment: Growth Optimization Survey now! 👉 https://bit.ly/hex-file-go-assessmenthttps://bit.ly/hex-file-go-assessment [https://bit.ly/hex-file-go-assessment] __________________________________________ How does Applied Control use customer relationships, CRM insights, and data-driven strategies to grow sales, improve marketing performance, and build stronger customer engagement in the energy and industrial sectors? In Episode 29 of The HEX-Files Energy Marketing Podcast, Host Arnaud Dasprez [https://www.linkedin.com/in/arnaud-dasprez-3a949a/?originalSubdomain=fr] speaks with Rachel Miller-Short [https://www.linkedin.com/in/rachel-miller-short-2698a6a/], VP Sales and Marketing at Applied Control [https://www.linkedin.com/company/applied-control-equipment/]. Rachel shares how staying close to customers, tracking sales activity through CRM systems, and using data to guide decisions help drive growth in the energy and industrial sectors. She discusses the importance of balancing hunter and farmer sales roles, aligning marketing with sales, and building strong customer relationships through face-to-face engagement. Rachel also talks about measuring marketing ROI, improving sales training, using technology to support lead generation, and adapting to changing customer expectations through digital tools and analytics. With a background in sales and marketing leadership in the energy and industrial sectors, Rachel explains how Applied Control focuses on building strong customer relationships through face-to-face engagement, data-driven decision making, and close alignment between sales and marketing. She shares how the company balances account growth and new customer acquisition through dedicated hunter and farmer sales roles. She also highlights the importance of CRM systems, sales training, marketing measurement, and using analytics to improve customer engagement, generate qualified opportunities, and support long-term business growth. IN THIS EPISODE, EXPECT TO LEARN: -How strong customer relationships and face-to-face engagement help drive growth in the energy and industrial sectors -Why balancing hunter and farmer sales roles is important for both new customer acquisition and account development -How CRM systems, sales activity tracking, and customer data support better sales and marketing decisions -The value of measuring marketing performance, lead quality, and ROI through clear KPIs and analytics -How sales training, digital tools, and close alignment between marketing and sales help improve customer engagement and business growth TIMESTAMPS: [00:00] - Teaser [01:01] - Introduction of podcast and guest Rachel Miller-Short [03:02] - Importance of Customer Proximity and Understanding Challenges [06:00] - Targeting New Customers and 'New Logo' Strategy [11:00] - Personality Profiling and Selecting Hunters vs. Farmers [19:27] - Sales Tech Stack: Salesforce, CRM, and Social Media Tools [24:13] - Earned vs. Paid Media and Technical Credibility [28:02] - Marketing Budgets, ROI, and Cross-Functional Alignment [32:39] - In-house Data Analytics Team and Dashboard Reporting [37:33] - Future Opportunities: Learning Modules and Marketing Buy-In [38:47] - Closing Thoughts: Data-Driven Decisions and Contact Info FOLLOW OUR GUEST RACHEL MILLER-SHORT ON: -LinkedIn: https://www.linkedin.com/in/rachel-miller-short-2698a6a/ [https://www.linkedin.com/in/rachel-miller-short-2698a6a/] -Applied Control (LinkedIn): https://www.linkedin.com/company/applied-control-equipment/ [https://www.linkedin.com/company/applied-control-equipment/] -Applied Control (Website): https://www.appliedcontrol.com/ [https://www.appliedcontrol.com/] FOLLOW HOST ARNAUD DASPREZ ON: -LinkedIn: https://www.linkedin.com/in/arnaud-dasprez-3a949a/ [https://www.linkedin.com/in/arnaud-dasprez-3a949a/] -Facebook: https://www.facebook.com/arnaud.dasprez [https://www.facebook.com/arnaud.dasprez] -Instagram: https://www.instagram.com/arnauddasprez/ [https://www.instagram.com/arnauddasprez/] FOLLOW THE PODCAST: -Follow on LinkedIn: https://www.linkedin.com/company/hexagroup/ [https://www.linkedin.com/company/hexagroup/] -Visit the HexaGroup Website: https://www.hexagroup.com/ [https://www.hexagroup.com/] -Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-hex-files/id1800509801 [https://podcasts.apple.com/us/podcast/the-hex-files/id1800509801] -Listen on Spotify: https://open.spotify.com/show/2Uk06BviiKOGfbNNvPdV7a?si=fa31c1fc430d446d&nd=1&dlsi=53775ab58c874360 [https://open.spotify.com/show/2Uk06BviiKOGfbNNvPdV7a?si=fa31c1fc430d446d&nd=1&dlsi=53775ab58c874360]

How Companies Are Replacing the Utilities and Slashing Their Energy Costs with Brad Stutzman

Stop guessing and start growing your energy and industrial firm. Take the FREE GO Assessment: Growth Optimization Survey now! 👉 https://bit.ly/hex-file-go-assessment [https://bit.ly/hex-file-go-assessment] __________________________________________ How O3 Energy helps commercial and industrial customers lower energy costs with solar, battery storage, and microgrids, and why strong relationships, smart technology, and focused sales strategies are important for growth in the renewable energy market? In Episode 28 of The HEX-Files Energy Marketing Podcast, Host Arnaud Dasprez [https://www.linkedin.com/in/arnaud-dasprez-3a949a/?originalSubdomain=fr] speaks with Brad Stutzman [https://www.linkedin.com/in/bradstutzman/], Founder and Chief Executive Officer of O3 Energy [https://www.linkedin.com/company/o3-energy/], a renewable energy services company focused on commercial and industrial solar, battery storage, microgrids, and energy solutions. Brad shares how the company shifted from real estate financing into renewable energy after the 2009 recession and grew by helping businesses reduce utility costs. He discusses the importance of targeting high energy users, building strong customer relationships, and providing complete solutions including financing, development, and operations support. Brad also talks about the challenges of growing a sales pipeline, the role of technology and AI in improving processes, and the opportunity created by advances in solar and battery systems. With a background in renewable energy development, Brad Stutzman explains how O3 Energy helps commercial and industrial customers lower utility costs through solar, battery storage, microgrids, and energy solutions. Brad shares how the company moved from real estate financing into renewable energy and grew by focusing on high energy users and long term customer relationships. He also highlights the importance of strong sales and marketing alignment, using technology to improve processes, and providing flexible options through financing, project development, and ongoing support. IN THIS EPISODE, EXPECT TO LEARN: -How O3 Energy helps commercial and industrial customers reduce electricity costs through solar, battery storage, and microgrids -Why high energy users such as hotels, multifamily properties, and businesses are key markets for renewable energy solutions -How the company moved from real estate financing into solar development and energy services -The challenges of building sales pipelines, managing growth, and balancing operations with new project demand -How technology, AI tools, and strong customer relationships help improve sales, marketing, and project delivery in the energy industry 📢 LEARN MORE ABOUT O3 ENERGY’S COMMERCIAL AND INDUSTRIAL SOLAR, BATTERY STORAGE, AND RENEWABLE ENERGY SOLUTIONS DESIGNED TO HELP BUSINESSES REDUCE UTILITY COSTS. VISIT: HTTPS://O3ENERGY.COM/ [https://o3energy.com/] 📞 CONTACT BRAD STUTZMAN TO DISCUSS ENERGY SOLUTIONS FOR YOUR BUSINESS. Call: 888-999-2902  TIMESTAMPS: [00:00] - Teaser [00:55] - Introduction of podcast and guest Brad Stutzman [01:51] - Renewable Energy Services and Market Focus [04:22] - Target Customers and Solar Project Opportunities [07:05] - Financing Options and Solar Project Models [09:17] - Solar Sales Cycle and Project Development Process [11:54] - Competing with Utilities and Energy Savings [15:28] - Digital Marketing and Industry Relationships [17:12] - Sales and Marketing Alignment for New Offers [19:20] - Technology, CRM Systems, and AI Tools [22:23] - AI Applications for RFPs and Proposals FOLLOW OUR GUEST BRAD STUTZMAN ON: -LinkedIn: https://www.linkedin.com/in/bradstutzman/ [https://www.linkedin.com/in/bradstutzman/]  -O3 Energy (LinkedIn): https://www.linkedin.com/company/o3-energy/ [https://www.linkedin.com/company/o3-energy/]  -O3 Energy (Website): https://www.linkedin.com/company/o3-energy/ [https://www.linkedin.com/company/o3-energy/] FOLLOW HOST ARNAUD DASPREZ ON: -LinkedIn: https://www.linkedin.com/in/arnaud-dasprez-3a949a/ [https://www.linkedin.com/in/arnaud-dasprez-3a949a/]  -Facebook: https://www.facebook.com/arnaud.dasprez [https://www.facebook.com/arnaud.dasprez]  -Instagram: https://www.instagram.com/arnauddasprez/ [https://www.instagram.com/arnauddasprez/] FOLLOW THE PODCAST: -Follow on LinkedIn: https://www.linkedin.com/company/hexagroup/ [https://www.linkedin.com/company/hexagroup/]  -Visit the HexaGroup Website: https://www.hexagroup.com/ [https://www.hexagroup.com/]  -Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-hex-files/id1800509801 [https://podcasts.apple.com/us/podcast/the-hex-files/id1800509801]  -Listen on Spotify: https://open.spotify.com/show/2Uk06BviiKOGfbNNvPdV7a?si=fa31c1fc430d446d&nd=1&dlsi=53775ab58c874360 [https://open.spotify.com/show/2Uk06BviiKOGfbNNvPdV7a?si=fa31c1fc430d446d&nd=1&dlsi=53775ab58c874360]

The Solar Waste Crisis for Leaders to Avoid Billion-Dollar Risk using Recycling Systems - Pablo Dias

Stop guessing and start growing your energy and industrial firm. Take the FREE GO Assessment: Growth Optimization Survey now! 👉 https://bit.ly/hex-file-go-assessmenthttps://bit.ly/hex-file-go-assessment [https://bit.ly/hex-file-go-assessment] __________________________________________ How does SOLARCYCLE use high tech recycling facilities to support circular economy operations, and why are trust, organic marketing, and operational scale important for growth in the clean energy market? In Episode 27 of The HEX-Files Energy Marketing Podcast, Host Arnaud Dasprez [https://www.linkedin.com/in/arnaud-dasprez-3a949a/?originalSubdomain=fr] speaks with Pablo Dias [https://www.linkedin.com/in/pablordias/], Co-Founder and Chief Technology Officer of SOLARCYCLE [https://www.linkedin.com/company/solarcycle-inc/], a technology company focused on recycling solar panels and creating a circular economy. He is also the author of the book Climate Changed [https://www.pablodias.net/livro]. Pablo shares how the company evolved to run multiple facilities that extract valuable materials like aluminum and silver to divert waste from landfills. He discusses the importance of building a strong brand around trust, focusing on clear mass balances, and establishing a domestic glass manufacturing plant to process old panel glass into new ones. Pablo also talks about the challenges of growing a startup, proving compliance to customers, and positioning high tech recycling as a better alternative to landfilling panels. With a background in recycling research and academia, Pablo Dias explains how SOLARCYCLE focuses on providing circular economy solutions for old solar panels. Pablo shares how the company balances technology, value extraction, and scale to help customers reduce their reliance on landfilling panels. He also highlights the importance of domestic manufacturing, building trust through audited mass balances, and staying focused on high purity materials while growing brand awareness in the clean energy space. IN THIS EPISODE, EXPECT TO LEARN: -How SOLARCYCLE utilizes advanced machinery to develop high tech recycling systems for old solar panels. -Why the United States is considered a key market for clean circular economy solutions due to an aging installed base of solar equipment. -How the company focuses on creating commercial grade products that are pure and valuable, built through specialized in house equipment. -The challenges of establishing brand awareness and customer trust, specifically regarding the need to prevent sham recycling practices. -How the use of audited mass balances, organic marketing strategies, and strong customer relationships helps drive growth in emerging energy markets. 📢 INTERESTED IN CIRCULARITY, SUSTAINABILITY, AND THE REAL TRADE-OFFS OF ENVIRONMENTAL ACTION? HEAD OVER TO PABLO DIAS' WEBSITE FOR DEEPER INSIGHTS AND RESOURCES. VISIT: PABLODIAZ.NET [http://pablodiaz.net] 📘 GRAB YOUR COPY OF PABLO DIAS' BOOK “CLIMATE CHANGED” ON HIS WEBSITE TO DISCOVER HOW COLLECTIVE ACTION CAN DRIVE REAL ENVIRONMENTAL IMPACT. VISIT: HTTPS://WWW.PABLODIAS.NET/LIVRO [https://www.pablodias.net/livro] TIMESTAMPS: [00:00] - Teaser [01:16] - Introduction of podcast and guest Pablo Dias [04:06] - Circular Economy and Solar Panel Material Recycling [07:06] - Compliance Mandates and Goodwill Markets [10:53] - Marketing Strategy and Building Customer Trust [15:37] - Commodity Index Pricing and Material Purity [18:26] - Collective Environmental Action and Book Motivation [21:21] - Thought Leadership and Scientific Publications [25:13] - Sham Recycling Risks and Scaling Operations [28:38] - Adjacent Equipment and Short Term Opportunities [30:43] - Capital Intensive Business and Flywheel Deployment [32:25] - Digital Resources and Connecting on LinkedIn FOLLOW OUR GUEST PABLO DIAS ON: -LinkedIn: https://www.linkedin.com/in/pablordias/ [https://www.linkedin.com/in/pablordias/] -Website: https://www.pablodias.net/ [https://www.pablodias.net/] -Climate Changed (Book): https://www.pablodias.net/livro [https://www.pablodias.net/livro] -SOLARCYCLE (LinkedIn): https://www.linkedin.com/company/solarcycle-inc/ [https://www.linkedin.com/company/solarcycle-inc/] -SOLARCYCLE (Website): https://www.solarcycle.us/ [https://www.solarcycle.us/] FOLLOW HOST ARNAUD DASPREZ ON: -LinkedIn: https://www.linkedin.com/in/arnaud-dasprez-3a949a/ [https://www.linkedin.com/in/arnaud-dasprez-3a949a/] -Facebook: https://www.facebook.com/arnaud.dasprez [https://www.facebook.com/arnaud.dasprez] -Instagram: https://www.instagram.com/arnauddasprez/ [https://www.instagram.com/arnauddasprez/] FOLLOW THE PODCAST: * Follow on LinkedIn: https://www.linkedin.com/company/hexagroup/ [https://www.linkedin.com/company/hexagroup/] * Visit the HexaGroup Website: https://www.hexagroup.com/ [https://www.hexagroup.com/] * Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-hex-files/id1800509801 [https://podcasts.apple.com/us/podcast/the-hex-files/id1800509801] * Listen on Spotify: https://open.spotify.com/show/2Uk06BviiKOGfbNNvPdV7a?si=fa31c1fc430d446d&nd=1&dlsi=53775ab58c874360 [https://open.spotify.com/show/2Uk06BviiKOGfbNNvPdV7a?si=fa31c1fc430d446d&nd=1&dlsi=53775ab58c874360]

We Scaled Without Marketing Until Growth Forced Us to Start Hunting with Michael McHale

Stop guessing and start growing your energy and industrial firm. Take the FREE GO Assessment: Growth Optimization Survey now! 👉 https://bit.ly/hex-file-go-assessmenthttps://bit.ly/hex-file-go-assessment [https://bit.ly/hex-file-go-assessment] __________________________________________ How did PSA Systems grow from a small automation company into a leading industrial services provider, and why are customer relationships, brand visibility, and AI-driven improvements important for long-term growth? In Episode 26 of The HEX-Files Energy Marketing Podcast, Host Arnaud Dasprez [https://www.linkedin.com/in/arnaud-dasprez-3a949a/?originalSubdomain=fr] speaks with Michael McHale [https://www.linkedin.com/in/michael--mchale/], VP Operations & Chief Executive Officer at PSA Systems [https://www.linkedin.com/company/psa-systems/], an industrial automation company that provides robotics, machining, fabrication, and repair services. Michael shares how PSA grew from a small business with one customer into a multi-location company serving Fortune 1000 manufacturers. He discusses the value of organic growth, building long-term customer relationships, expanding sales and marketing efforts, and adopting AI to improve operations. Michael also explains how PSA is strengthening its brand through a new website, LinkedIn outreach, podcasting, and a greater focus on finding new opportunities while continuing to support existing customers. With a background in industrial automation, robotics, and manufacturing services, Michael McHale explains how PSA Systems has grown from a small automation company into a multi-location business serving Fortune 1000 manufacturers. He shares how the company expanded its machining, fabrication, and repair capabilities to better support customer needs and create more stable revenue streams. Michael also discusses the importance of long-term customer relationships, building a stronger brand through marketing and outreach, and using AI tools to improve project management, sales processes, and overall business efficiency. IN THIS EPISODE, EXPECT TO LEARN: -How PSA Systems provides robotics, machining, fabrication, and repair services for industrial customers -Why the company expanded its internal capabilities to better support automation projects -How long-term customer relationships and organic growth helped PSA grow from one customer -The role of website updates, LinkedIn outreach, podcasting, and sales tools in building brand awareness -How AI is being used to improve CNC programming, project management, proposals, and business operations TIMESTAMPS: [00:00] - Teaser [00:50] - Introduction of podcast and guest Michael McHale [01:43] - PSA Systems, Robotics, and Industrial Services Overview [03:28] - Customer Base and Fortune 1000 Manufacturing Markets [06:41] - Organic Growth and Building Long Term Customer Relationships [09:49] - Building Sales Teams and Applications Engineering Talent [13:17] - LinkedIn Strategy and Expanding Market Visibility [15:26] - Podcast Marketing and Industry Content Development [18:22] - Sales, Marketing Alignment, and Long Sales Cycles [24:50] - Customer Outreach, CRM Tools, and Relationship Management [27:57] - AI Adoption Across Operations and Sales Processes [30:02] - Future Growth Plans and Strategic Opportunities FOLLOW OUR GUEST MICHAEL MCHALE ON: -LinkedIn: https://www.linkedin.com/in/michael--mchale/ [https://www.linkedin.com/in/michael--mchale/] -PSA Systems (LinkedIn): https://www.linkedin.com/company/psa-systems/ [https://www.linkedin.com/company/psa-systems/] -PSA Systems (Website): https://www.psasystems.com/ [https://www.psasystems.com/] FOLLOW HOST ARNAUD DASPREZ ON: -LinkedIn: https://www.linkedin.com/in/arnaud-dasprez-3a949a/ [https://www.linkedin.com/in/arnaud-dasprez-3a949a/] -Facebook: https://www.facebook.com/arnaud.dasprez [https://www.facebook.com/arnaud.dasprez] -Instagram: https://www.instagram.com/arnauddasprez/ [https://www.instagram.com/arnauddasprez/] FOLLOW THE PODCAST: -Follow on LinkedIn: https://www.linkedin.com/company/hexagroup/ [https://www.linkedin.com/company/hexagroup/] -Visit the HexaGroup Website: https://www.hexagroup.com/ [https://www.hexagroup.com/] -Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-hex-files/id1800509801 [https://podcasts.apple.com/us/podcast/the-hex-files/id1800509801] -Listen on Spotify: https://open.spotify.com/show/2Uk06BviiKOGfbNNvPdV7a?si=fa31c1fc430d446d&nd=1&dlsi=53775ab58c874360 [https://open.spotify.com/show/2Uk06BviiKOGfbNNvPdV7a?si=fa31c1fc430d446d&nd=1&dlsi=53775ab58c874360]

The Power Shortage for Tech Investors to Unlock Billions in Energy Deals with AI Demand - Gabe Kane

Stop guessing and start growing your energy and industrial firm. Take the FREE GO Assessment: Growth Optimization Survey now! 👉 https://bit.ly/hex-file-go-assessmenthttps://bit.ly/hex-file-go-assessment [https://bit.ly/hex-file-go-assessment] __________________________________________ How does NeRD identify and develop power opportunities for data centers, and why are funding, stakeholder alignment, and creative energy solutions important for delivering large scale power projects in a rapidly growing market? In Episode 25 of The HEX-Files Energy Marketing Podcast, Host Arnaud Dasprez [https://www.linkedin.com/in/arnaud-dasprez-3a949a/?originalSubdomain=fr] speaks with Gabe Kane [https://www.linkedin.com/in/gabe-kane-114927a4/], Chief Commercial Officer at NeRD [https://www.linkedin.com/company/nerdpowersolutions/], a company focused on commercial solar and large scale power solutions for data centers. Gabe shares how the company shifted away from residential solar to focus on meeting growing power demand driven by AI and data centers. He discusses the challenges of securing project funding, finding available power resources, and managing complex stakeholder relationships. Gabe also explains how his team uses data, software, and AI to identify energy opportunities and create innovative solutions that connect power generation, infrastructure, and investment. With a background in commercial solar, software development, and energy infrastructure, Gabe Kane explains how NeRD is helping address growing power demand from data centers and AI driven industries. Gabe shares how the company identifies energy opportunities by combining public data, custom software, and AI tools to find available power resources and infrastructure. He also discusses the challenges of securing funding, managing complex stakeholder relationships, and developing large scale energy projects that connect power generation, transmission, and long term investment. IN THIS EPISODE, EXPECT TO LEARN: -How NeRD is helping address growing power demand from data centers and AI driven industries -Why power availability, infrastructure constraints, and equipment shortages are major challenges for large scale energy projects -How the company uses public data, custom software, and AI tools to identify power opportunities and support project development -The challenges of securing funding, aligning stakeholder interests, and moving complex energy projects from planning to execution -How energy storage, grid improvements, and creative power solutions can help meet future demand and support long term growth 📢 WANT TO CONNECT WITH GABE KANE ABOUT DATA CENTER POWER, ENERGY PROJECTS, OR FUNDING OPPORTUNITIES? Reach out directly at: gabe.kane@nerdpower.us [gabe.kane@nerdpower.us] TIMESTAMPS: [00:00] - Teaser [00:33] - Introduction of podcast and guest Gabe Kane [03:06] - Energy Demand Growth and Market Expansion [04:41] - Marketing Strategy and Data Center Power Markets [10:50] - Project Development and Infrastructure Constraints [15:22] - Power Availability and Energy Storage Solutions [16:29] - Technology Leadership and Custom Software Development [18:51] - Digital Tools, AI Data Analysis, and Market Research [22:09] - Stakeholder Alignment and Energy Project Financing [24:45] - Texas Energy Markets and Battery Storage Opportunities [27:19] - Project Timelines, Funding, and Future Growth [33:22] - Connecting with Gabe Kane and NeRD FOLLOW OUR GUEST GABE KANE ON: -LinkedIn: https://www.linkedin.com/in/gabe-kane-114927a4/ [https://www.linkedin.com/in/gabe-kane-114927a4/] -NeRD (LinkedIn): https://www.linkedin.com/company/nerdpowersolutions/ [https://www.linkedin.com/company/nerdpowersolutions/] -NeRD (Website): https://www.nerdpower.us/ [https://www.nerdpower.us/] FOLLOW HOST ARNAUD DASPREZ ON: -LinkedIn: https://www.linkedin.com/in/arnaud-dasprez-3a949a/ [https://www.linkedin.com/in/arnaud-dasprez-3a949a/] -Facebook: https://www.facebook.com/arnaud.dasprez [https://www.facebook.com/arnaud.dasprez] -Instagram: https://www.instagram.com/arnauddasprez/ [https://www.instagram.com/arnauddasprez/] FOLLOW THE PODCAST: -Follow on LinkedIn: https://www.linkedin.com/company/hexagroup/ [https://www.linkedin.com/company/hexagroup/] -Visit the HexaGroup Website: https://www.hexagroup.com/ [https://www.hexagroup.com/] -Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-hex-files/id1800509801 [https://podcasts.apple.com/us/podcast/the-hex-files/id1800509801] -Listen on Spotify: https://open.spotify.com/show/2Uk06BviiKOGfbNNvPdV7a?si=fa31c1fc430d446d&nd=1&dlsi=53775ab58c874360 [https://open.spotify.com/show/2Uk06BviiKOGfbNNvPdV7a?si=fa31c1fc430d446d&nd=1&dlsi=53775ab58c874360]