This week Jon Bonanno (Managing Partner of Strategic Operating Partners, former CXO of New Energy Nexus) shared with us another valuable resource he created together with Matt Horton (Executive VP, RIVIAN) for Clean Economy Entrepreneurs under the Open Office program of New Energy Nexus.
In this video discussion, Jon Bonanno and Matt Horton discuss the key skills required when making sales in conservative bureaucratic organizations. Matt Horton talks about his 20 plus year-long history in the cleantech economy and the various challenges he faced at Propel, ProTerra, and RIVIAN, and the things he learned over the years to successfully bring change and new approaches into century-old industries like transportation, agriculture, energy, and beyond. His secret: Besides diligent and well thought out solutions, lots of patience and love for your customers.
Here is the slide deck supporting this discussion:
[slideshare id=249704367&doc=longsalescyclesmatthorton-210712213200]