#287 How to Build a Kick-Ass Sales Team in CleanTech | David Reasenberg, Heliene

#287 CleanTechies Pod: David Reasenberg | Heliene | U.S. Solar Manufacturing & Policy-Driven SalesHow Heliene is leveraging "commercial curiosity," open-book pricing, and deep policy knowledge to scale a massive domestic solar supply chain.Listen on: Apple Podcasts | Spotify | YouTube | Pocket CastsAbout This EpisodeIn the world of solar modules, price has become the main factor for many buyers. The products have nearly all become commodities. However, things changed when the Foreign Entity of Concern regulations were passed under the IRA.Now, domestic producers are heavily favored. However, it’s not an automatic sale. There is still a lot of nuance that goes into how you sell your product, even when you are a US-Based manufacturer.Our goal today is to learn those tricks from our guest, David Reasenberg. The Chief Commercial Officer at Heliene. One of (if not the) leading solar module manufacturers in the U.S. They have 1.3 GW of capacity, which has created hundreds of jobs.Today we cover how they have become so good at ‘policy cycle’ driven selling, opening their books, and hiring and motivating a team that can stick around during the ups and downs of the solarcoaster.Any company in CleanTech will get some value out of this discussion on how to build a kick-ass sales team.🤝 Our SponsorsLehmann’s Terms: Clear, concise media and communications training to help climate tech founders nail high-stakes moments with investors, on stage, or on TV.Climate Finance Solutions (CFS): A global consulting firm helping climate tech companies navigate the full funding lifecycle. CFS has secured over $1.6B in government grants with a 90%+ success rate.ErthSearch: Fast, accurate, and affordable CleanTech recruiting. Leverage a deep network to find specialized sales, engineering, and executive talent on a guaranteed placement basis.⏱️ Key Timestamps00:00 – Intro & The CleanTechies AI Chatbot04:38 – David’s background & Heliene’s North American manufacturing history07:16 – Scaling to 1.3 GW capacity & navigating multi-gigawatt deals10:03 – How the IRA & Foreign Entity of Concern rules shifted the solar policy landscape13:50 – Building a sales engine built around the "capital stack"19:24 – Hiring for “commercial curiosity” and high-agency sales management22:42 – Breaking silos and building open-source knowledge floors for reps34:30 – Policy-driven sales cycles & IRS Safe Harbor rules41:19 – The transparency moat: Why "open-book" pricing builds trust45:57 – Training teams on adjacent experience over pre-existing Rolodexes51:20 – Macro outlook: AI data centers and rising grid demandsConnect with us:Connect with Silas on LinkedInFollow CleanTechies on LinkedInSubscribe to our YouTube channelDisclaimer: This podcast is NOT investment advice. Do your homework and due diligence before investing in anything discussed. This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit cleantechies.substack.com/subscribe