Kenter

At a glance

• Client: Kenter
• Industry: Energy and technical services
• Training format: In-company, inside sales
• Focus: Questioning techniques and needs analysis in inside sales
• Trainer: Graham Hulsebos, best sales trainer of the Netherlands 2025
• Method: 12 sales techniques and 11 scientific topics

Kenter: inside sales in the energy transition

Kenter provides energy solutions to companies and institutions: transformer stations, energy meters, battery storage, charging facilities and energy management. The company also helps organisations with grid congestion and the energy transition. Customers often call with a specific question, but behind that question lies a bigger energy challenge.

I trained Kenter's inside sales team in the foundations of selling. The focus was on a strong first impression, the structure of the customer conversation, active listening and the right questions to discover the customer's real challenge.

Many salespeople think selling is mainly broadcasting: telling a lot and showing a lot of product knowledge. In this training, participants learned the opposite. Whoever asks the right questions keeps control. Every answer determines the next question, until the customer takes the step to a decision. The 11 scientific topics show why that works.

Asking questions does not just work better, it also makes you come across as friendlier. You give the customer attention, and with the right choice of words you make every question stronger. What customers say themselves, they remember best, and they connect it to you. Together, these techniques make selling much easier.

What this delivers

• For Kenter: more conversations that grow into a complete solution, from meter to battery storage.
• For their customers: an inside sales team that maps out the whole energy challenge, not just the first question.
• For the energy sector: grid congestion and the energy transition make customer questions more complex. Whoever asks follow-up questions advises better.

Do you want this for your team too?

Do your customers also call with a specific question, while there is a bigger challenge behind it? Then that is your biggest opportunity. Who would not want every customer conversation to run deliberately and by system?

The approach at Kenter fits the in-company inside sales training or sales training for technology and industry. I tailor every training to your market, your product and your customer.

Want to know where your team stands first? Take the free commercial intake test. Or see other clients and references.