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Marketing and Sales
Business Growth

Qualifying Commercial Solar Leads & Projects

Timothy Montague • Last updated 07/2022

4.8/5 (view ratings)
498 students
2 modules
58 minutes
8 assignments

Course description

Approved for 1 NABCEP CEU

The commercial solar sales process is often challenging. With multiple decision makers and various motivating factors, the commercial and industrial (C&I) sales process takes longer and is more complex than residential solar sales. In this informative free course, solar developer Tim Montague explains the qualification process for C&I leads, saving you both time and money.

In the course, students will learn:

  • What questions to ask during a successful discovery process
  • Motivating factors that drive C&I customers
  • Critical customer information that must be gathered in order to qualify them for solar
  • High-level basics of design and sizing
  • How to discuss return on investment (ROI)

In addition to these topics, Tim shares multiple case studies that illustrate the concepts of the course. Having developed over 50 MW of solar projects, Tim has a wealth of experience to share on every topic area covered.

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Learning Objectives

Participants in this course will upon completion of this course, be able to:

  • Understand what makes a good or bad C&I solar prospect/project
  • Understand potential motivating factors for customers
  • Learn what information you must gather to qualify a prospect/project
  • Understand how to size a project
  • Be able to determine if a project makes good economic sense

Continuing Education Units

Approved for: NABCEP Advanced Credit Hours, NABCEP PV Associate Renewal, NABCEP RE Elective.

Approved NABCEP CEU Hours
NABCEP Credential Advanced Hours for Exam Recertification CEU Hours NEC JTA RE Elective Building or Fire Code
0 1 0 0 1 0
0 1 0 0 0 0
0 1 0 0 1 0
0 1 0 0 1 0
0 1 0 1 1 0
0 1 0 0 1 0
NABCEP Registered Provider

This course counts towards the training requirements for taking NABCEP professional certification exams and CEUs for renewing all certifications.

Get NABCEP Certifications

Full course outline

Module 1 - Course Overview & Introduction

  • Course Overview (15:12 minutes)
Module 2 - Qualifying Commercial & Industrial Leads

  • Gathering Customer Information (08:20 minutes)
  • Design & Sizing (06:57 minutes)
  • Return on Investment (20:31 minutes)
  • Conclusion (07:55 minutes)
  • Presentation Slides (.pdf)


Timothy Montague

President, Clean Power Consulting Group

Tim Montague, M.S. is a solar project developer and consultant working on C&I and community solar and storage across the US. He is the president of the Clean Power Consulting Group which is a mission driven solar company helping to speed the energy transition. He holds the NABCEP PV Technical Sales certification and has originated and developed over 50 MW of solar... Learn more


165 reviews

498 students have taken this course

by Fariborz Mahjouri 09/02/2022

The course covers in a simple way the development of a commercial project and suggests effective communication with the property owner.

by Jackson Drury, O&M Analyst, Standard Solar 08/30/2022

Very informative and helpful for those of us who want to transition to utility scale solar.

by Michael Liwanag, Sunertech, Project Manager 08/21/2022

I shared the course with my engineers and colleagues to take the course for a better understanding of how C&I initiates.

by AbdulWahid A 02/11/2023

by Detlev H 10/22/2022

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Rolling Admissions

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Frequently asked questions

How does this course work?

This is a free course. Enroll today and get access to all of the materials instantly. The lecture video and other materials are available any time. After successfully completing the course, you will be able to generate a certificate of completion.

How long do I have access to the materials?

For free courses there is no guarantee for how long the course materials will be available.

Is there a certificate of completion?

Yes, when you complete this course you are eligible for a certificate of completion from HeatSpring. You can download your certificate as soon as you have completed all of the course requirements. Students can easily share their verified certificates on their LinkedIn profiles using our LinkedIn integration.

Can I register multiple people?

Yes, this is a free course so you can share this page with other people from your group.

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