Client Overview: Energia Ventures
Energia Ventures is a dynamic startup accelerator based in downtown Fredericton, New Brunswick. Since its launch in 2016, Energia has supported technology-driven entrepreneurs through an intensive three-month program. As a sector-agnostic incubator with a strong focus on Clean Energy, Artificial Intelligence (AI), and Environmental Technologies, Energia provides a combination of funding, mentorship, and structured programming to help founders scale their companies.
With a compact team of four, Energia Ventures plays a critical role in Atlantic Canada’s innovation ecosystem by nurturing early-stage companies and preparing them for growth.
The Challenge: Building a Scalable Sales Strategy
As a lean organization tasked with guiding startups through commercialization, Energia identified a core weakness: lack of a structured, repeatable sales process. Leadership voiced concerns around:
Energia needed a proven sales training partner to equip founders with practical business development strategies that could turn prospects into closed deals. The sales enablement solution had to be deeply tactical, incorporate real-world scenarios, and provide a full-funnel sales methodology.
AGS Solution: RevAcademy Sales Training
AGS Workspace, through its RevAcademy Sales Training program, delivered a customized, practical, and immersive training experience tailored to Energia’s unique needs.
Program Format
- 3 Group Sessions (2 in-person, 1 virtual)
- 3 Individual Coaching Sessions (1:1)
- Initial Discovery & Training Needs Assessment
- Custom Curriculum Development
- Leadership Sessions
Key Focus Areas
- Prospecting & Targeting
- Sales Messaging
- Discovery & Qualification
- Objection Handling
- Closing & Forecasting
Sales Training Curriculum Breakdown
The RevAcademy program was structured to build sales skills progressively, with group learning reinforced by personalized coaching.
Group Session 1: Foundations of Prospecting
Coaching Session 1: Personalized Implementation
Creating a written prospecting sequence
Building a list of 10 ideal prospects
Real-time outreach execution
Accountability via "homework" follow-up
Group Session 2: Discovery & Objection Handling
Coaching Session 2: Presentation Refinement
Group Session 3: Closing & Forecasting
Coaching Session 3: Process Implementation
Customizing the Sales Process
- Mapping Energia’s sales stages to outcomes: Aligning the generic sales process with specific milestones relevant to each startup’s unique selling environment.
- Custom Sales Process design with measurable milestones: Creating a documented, repeatable sales methodology with clear indicators of progress and next steps at each stage.
Implementation Results
Over a two-month period, Energia’s participating startups completed the full training arc with active engagement. The program had full participation in all live role play sessions:
Booking cold calls
Qualifying opportunities
Discovery calls
Objection handling
Closing conversations
Completion of pre-session homework
Attendance rate to role play sessions
Survey Results & Client Feedback
Program highly rated as "Very Effective"
The rest of the participants rated the program as "Effective"
Top Components of Sales Training
The Top 3 components of the Sales Training (as voted by the participants) were:
Sales Process Mapping
Understanding the stages of a sales process
Role Play
Practical application of sales techniques in simulated scenarios
Discovery Call Management
Techniques for effective customer needs assessment
Participant Testimonials
Energia Leadership Feedback
"The University of New Brunswick's accelerator program Energia Ventures has collaborated with Atlantic Growth Solutions for several years and the partnership has had profound impact on the startup ecosystem. Finding product market fit that helps startups generate revenue is vital for startups"
Dhirendra Shukla
Why Energia Chose AGS RevAcademy
Ongoing Partnership
Following the success of the program, AGS has been selected as the preferred vendor to deliver the sales training module for Energia’s accelerator cohort on an ongoing basis. This cements a strategic relationship aimed at driving scalable growth for Atlantic Canada’s next generation of technology startups.
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Proven results for startups
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Flexible delivery options
In-person, virtual, or hybrid training programs tailored to your specific needs and schedule.