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White Paper:  Selling Sustainability Solutions through the Channel

White Paper:  Selling Sustainability Solutions through the Channel

This white paper addresses an issue we have heard from the leaders of new companies providing sustainable solutions as well as current, well-established, global companies carving out a new market. Direct and indirect sales teams are now being asked to sell into this new sustainability space and to this new sustainability executive - and all are trying to determine the best approach to take.  The salespeople we have talked to are trying to become educated – quickly – on all aspects of sustainability and the business implications in order to be effective and not stumble when positioning their solution.

Although the title of this white paper is Selling Sustainability Solutions through the Channel, we address why it is important to train your sales teams (both direct and indirect) on sustainability, provide a high-level on the profile of the new buyer, considerations that must be taken into account around the key issues driving their decisions, and the type of selling technique that is best. Since we are in front of sustainability executives and the decision makers looking at deploying sustainable solutions within their organization, we understand who these new executives are, the challenges they face and the issues they are trying to solve to meet their sustainability strategy goals, initiatives and show bottom-line results.