In the rapidly evolving realm of renewable energy, building genuine connections and aligning solutions with customer needs isn’t just good business—it’s the core of lasting success. We sat down with Michael Polley, the newest member of our sales team at Energy Solutions and Supplies LLC (ESAS), to talk about his 15-year journey in sales and account management, the guiding principles behind his approach, and how he plans to help clients navigate the future of alternative energy solutions.
1. A Career Shaped by Hands-On Experience
Q: You’ve spent over a decade and a half in the alternative energy sector. How did your early roles shape your approach today?
Michael: “Starting in solar, I began in a warehouse before moving into sales. Early on, it was about helping homeowners tackle rising utility costs. Later, at an ESCO, I handled full audits, managed implementations, and validated outcomes. These experiences taught me to understand every layer—from the logistics of a warehouse to the precision of energy audits. That foundation ensures I approach each new partnership with empathy, practical knowledge, and a clear path to growth.”
2. A Sales Philosophy Rooted in Care
Q: In such a competitive field, what principles guide your sales strategy?
Michael: “A quote from Zig Ziglar, given to me by a friend, still rings true: ‘People don’t care how much you know until they know how much you care.’ Knowledge matters, but genuine empathy and understanding are what really establish trust. My goal is to show clients that I’m invested in their success—not just making a sale.”
3. Building Client Relationships That Last
Q: How do you cultivate strong, authentic relationships with a diverse range of stakeholders?
Michael: “I start by understanding the full scope of their goals—often, there’s more beneath the surface than what’s initially stated. I ask the right questions, remain transparent, and set realistic expectations. Instead of overpromising, I focus on building trust through honesty, respect, and delivering real value. It’s about seeing customers not just as clients, but as long-term partners.”
4. Staying Agile in a Changing Landscape
Q: The energy sector never stops evolving. How do you keep pace with new technologies and shifting priorities?
Michael: “Engagement is key. It’s not enough to know your products; you have to understand how they fit into the customer’s world. I connect frequently with vendor partners, track regulatory changes, and leverage advanced tools like AI and analytics. Constant learning ensures I can anticipate client needs, not just react to them.”
5. Leveraging Technology for Better Outcomes
Q: Technology is transforming sales methods. How do you harness it for improved customer experiences?
Michael: “AI is here, and it’s changing the game. By embracing new platforms and analytics, I can offer better insights, streamline processes, and help clients capitalize on the latest trends—often before they realize they need them. This proactive approach boosts efficiency and satisfaction on all sides.”
6. Fostering a Collaborative Culture
Q: Sales, channel partners, and customers must align around common goals. How do you create that collaborative spirit?
Michael: “It’s about over-communication and preparation. I rely on the ‘5 P’s’—Proper Preparation Prevents Poor Performance. We use every channel available—Teams, CRM tools, texts, calls, in-person meetings. Ensuring everyone is on the same page helps us deliver on promises and move forward as a unified team.”
7. Navigating Emerging Trends and Opportunities
Q: What excites you most about the future of alternative energy?
Michael: “We’re at a pivot point. Interest rates, third-party ownership models like leases and PPAs, and new market entrants are reshaping the industry. Established players can reassert their value, and innovative newcomers are bringing fresh solutions. I’m excited to guide clients through this landscape—helping them embrace the best technologies and strategies for long-term sustainability and profitability.”
Looking Forward
Michael Polley’s journey reminds us that being truly “customer-first” goes beyond product knowledge. It’s about empathy, curiosity, and the willingness to adapt. As renewable energy continues to evolve, the relationships we build—and the care we show—will determine how far we can go together. At ESAS, we’re proud to have Michael’s expertise and passion guiding our clients toward a brighter, more sustainable future.
At Energy Solutions and Supplies (ESAS), we are always looking to connect with individuals, businesses, and organizations who share our passion for clean energy and sustainability. Here are a few ways you can get involved or learn more about what we do:
Visit Our Website: Explore our offerings, values, and expertise at energysolutions-solar.com. You can learn about our products, services, and initiatives like ESAS Marketplace, ESAS 3R, and ESAS Professional Services.
Follow Us on Social Media: Stay updated on the latest news, events, and insights from ESAS by following us on platforms like LinkedIn, Instagram, and Facebook. We regularly share updates on new products, industry trends, and sustainability initiatives.
Attend an Event or Webinar: Join us at industry trade shows, exhibitions, or webinars where we showcase our expertise and connect with like-minded professionals. Our team is always excited to meet new people and discuss how solar PV solutions can help achieve your goals.
Collaborate with Us: Whether you’re a solar PV customer, developer, or investor, we’re here to work with you. Reach out to explore how we can tailor our products and services to meet your unique needs.
Contact Us Directly: Have questions or want to discuss a project? Feel free to reach out to our team by phone, email, or through the contact form on our website. We’re happy to provide guidance or answer any inquiries about solar PV solutions.
Partner with Us: If you’re a supplier, developer, or investor, we welcome partnerships to further the adoption of clean energy. Together, we can create meaningful impact and drive growth in the renewable energy sector.