In many industries today, ESG is becoming part of how companies select their suppliers.
Sales teams are increasingly confronted with questions about carbon footprint, materials, compliance, or sustainability commitments. Yet, many struggle to understand what really matters behind these questions.
Is it a real buying criterion? A compliance requirement? Or just communication?
As a result, sales conversations often become uncomfortable. Some avoid the topic. Others say too much, sometimes without being able to back it up.
With the “ESG for Sales” module, sales professionals will learn how ESG actually impacts their clients’ decisions, how to ask the right questions, and how to position their offer without falling into greenwashing.
In a context where offers are increasingly comparable, the ability to handle these conversations well can make a real difference.
This workshop is delivered by an ESG & business expert with real operational experience.
Participants will explore the major environmental, economic and regulatory shifts that are making ESG a strategic priority for companies.
They understand how these topics translate concretely into business realities: costs, energy, materials, compliance, client expectations, financing or employer branding.
ESG does not sit in one department. It impacts multiple functions: procurement, finance, operations, marketing, HR and more.
Participants will learn how ESG requirements appear in real life:
To engage confidently in these conversations, sales teams need a clear understanding of:
The focus is not on theory, but on how to handle these topics in real sales situations.
Participants will work on:
The training is built around real business situations brought by participants.
They will practice on cases such as:
The objective is simple: turn ESG from a vague topic into a structured, useful and value-creating sales conversation.
Because it has become a point of differentiation with real budgets behind it, and most salespeople do not dare to discuss it with their client’s or prospect’s ESG lead. They do not dare, they do not understand, they cannot translate sustainability into a competitive advantage. The module addresses all three. For the advantage to hold, what each client expects on ESG has to flow into account knowledge instead of being rediscovered at every meeting. This is what we call the gearing: your people, your processes, your methods and your tools driving each other, with as little friction as possible. We work on this part separately, in advisory, before the training or after.
Yes, provided you translate it. For many organisations, ESG has become a point of differentiation, with real budgets and real demands on suppliers. But a sustainability argument that stays general sells nothing. What sells is the translation into a concrete advantage for that particular client: what your offer changes to their own commitments, their reporting, their risks. The module teaches what salespeople absolutely need to understand, then how to move from the ESG topic to a sales conversation.
By speaking their language, without pretending to be an expert. The ESG lead has objectives, indicators and deadlines; they do not expect a lecture from the salesperson, they expect them to understand their constraints and show how the offer eases them. Most salespeople do not dare to open that conversation. The module removes that brake by providing the vocabulary, the questions to ask, and practice on real situations.
Discover our methodology
Curious to see how this could help your managers or sales team? Let’s talk.
