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Watt It Takes: Michael Liebreich

Energy Gang

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How to Sell Insight Services

In 2007, a former HBS guy came through the door and said you should be selling insight. We launched that in 2007 and it flew to the point where, you know, by April 2009, we were in a sale process of the business. The big investment when you sign up to any of these services is not the subscription - it's your time getting to know how to use it. Knowing that, yes, my boss is busting my chops and I've got to get some data... You've got to be confident that it's worth the 20 minutes to get it out of new energy finance.

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