Blog Home
Sales Coaching
August 29, 2023
Nishit Asnani
Sales got you down? Dust yourself off and step into the ring with today's biggest contender: the socially conscious buyer. Discover how aligning ESG criteria with your sales strategies can inspire trust, make your revenue graph salsa, and have you shouting 'hasta la vista' to your old sales playbook.

Reminiscing about the good ol' days when sales were all about pushing product? Sigh. But hey, guess what? We've got news for you! There's a new player in town, and they are pretty darn... socially conscious.

The socially conscious buyer isn't your everyday, run-of-the-mill consumer. No siree! This new breed of customer has values they deeply care about and will invest their hard-earned money where their heart lies. Close your eyes and think about it. Seriously, do it! Picture this:

You're not just selling an AI coach and assistant to help sales reps close more deals (although, of course, Sybill does that with quite some flair). You're also selling lower carbon footprints, ethical supply chains, and fair labor practices. Feels good, doesn't it?

This shift in consumer behavior could give even the most seasoned sales professional a bit of heartburn. But fear not, for we have the antacid to fix your indigestion and steady your sales tummy again: ESG. Wait, ESG, what's that? I'm glad you asked.

Understanding ESG Criteria: The ABCs of Ethical Selling

Nope, it's not a secret Silicon Valley buzzword. Neither is it a yoga position we’ve forgotten. Consider ESG the key to the heart of your socially conscious buyer. So, shall we crack this code and decode what it is?

ESG - it sounds like something you might find in an Artificial Intelligence textbook, right? Well, let's put it this way:

E is for Environmental: how is your company reducing its environmental footprint?

S is for Social: how accountable is your brand to society? Think fair labor, community efforts... the list goes on.

G is for Governance: what kind of practices does your company uphold? We're talking about diversity, leadership integrity, and more.

Ever heard of the triple bottom line - people, planet, and profit? That’s ESG in a nutshell.

Here’s a fun fact: Businesses embracing ESG have a better shot at long-term growth and can command a higher price premium. That's something you'd want to slide into your next sales pitch, eh?

Building Customer Trust: Your Master Key to a Socially Conscious Buyer’s Wallet

Trust, my dear reader, is the final frontier. If the Star Trek of sales ever existed, trust would be the elusive planet your starship Enterprise is striving to colonize. When it comes to the socially conscious buyer, trust surfaces when their values resonate with a brand’s ESG commitment. It's as if a magical key turns and suddenly, wallets fly open like a chorus line at a Broadway show.

Trust here isn't as simple as promising to keep sensitive customer data secure. Trust in these contexts involves a commitment to the buyer's ethical values and a step towards being an agent of favorable change - whether we're talking climate change, social responsibility, or stringent corporate governance. Think of it as putting on a superhero cape...with sales on the logo.

But don't just take my word for it. An Edelman Trust Barometer report found that 68% of consumers trust companies that ethically source, engage in fair labor practices, and address societal needs. Now that's what I call the power of ESG criteria!

Real-world Success Stories: Companies Crushing it with ESG-conscious Sales Strategies

Now, who doesn't love a good success story? We all do! Our first stop is the ever-popular, reusable water bottle company, S'well. Did you know that this crowd-pleaser has sold 20 million bottles, and loves shipping its product without plastic? Now that’s a sea of trust built right there on ESG criteria!

And of course, who can ignore Patagonia? Our beloved rugged, outdoor gear provider has been championing sustainability long before it got 'cool.' Patagonia commits 1% of their gross sales to environmental organizations. Kinda feels like buying a parka and saving the world at the same time, doesn’t it?

Wait, there's more! Have you heard of Toms? These folks are the wizards of the "One for One" concept. For every pair of shoes sold, they donate a pair to a child in need. Now, that's what we call fitting ESG into the sales strategy like a glove!

Take it from S'well, Patagonia, and Toms, when you lace your sales strategy with ESG values, you're not just closing deals, you're shaping a legacy. Now, wouldn't that be something?

Time to ESG-proof Your Sales Strategy: Quick and Dirty Tricks to Nail it

Let's roll up those sleeves and get 'em dirty! Who said sales strategy and ESG criteria are like water and oil? With the right mixer, they can become the best bloody mary you've ever had.

First thing first, embrace transparency. Your customers are not naive; they're just wide awake. They can smell greenwashing from a mile away. Make sure your ESG values are as authentic as James Bond's love for a dry martini!

Next, let the ESG values reflect in your communication and interactions. Paint your brand with broad strokes of trust and responsibility.

Also, remember to keep an ESG scorecard. Just showing up at the ESG party isn't enough; you've got to shake a leg too! Target measurable milestones and performance metrics. Failing to plan is planning to fail and all that jazz, you know.

And finally, don't forget to communicate progress, the good and bad. Let the world watch your ESG journey, your victories, and your losses. Like they say, 'In vulnerability, there is strength.' Well, in your case, 'In vulnerability, there are sales results'.

Scripting Success with AI: How Sybill Reinforces ESG-centric Sales

As we tread into an ESG-forward sales era, it's crucial to ensure your tech stack helps reinforce your sales processes with these values. It's like climbing Everest - you have to have the right gear.

Take Sybill, for instance. This AI-powered sales assistant not only records conversations, transcribes them, and creates call summaries but also understands individual opportunities' nuances based on each email and call data.

With Sybill by your side, you can ensure that your engagement with every socially conscious buyer is tailored to their preferences. From keeping track of their ESG concerns to churning out customized follow-up emails that resonate with their values, Sybill is your go-to comrade.

Remember, the ESG motto isn't just a showpiece for your mantle; it forms the skeleton around which effective and empathetic sales processes are built. Lean on AI technology like Sybill to hold that structure up.

The ESG Criteria: No Longer Optional in Sales

Look around. The world as we know it is shifting. Not just continents drifting (that's happening too), but shifting consumer mindsets. Today's buyer is no longer satisfied with a great product or service alone. They want more.

They seek brands that reflect their values, their hopes for a better world. They vote with their wallets for companies committed to environmental stewardship, social responsibility, and sound governance. In this brave new world, ESG matters. It matters now more than ever before in sales.

So, gear up, champ! It's time to make ESG your sales strategy's DNA, its backbone, and its compass. With ESG by your side, you're not just closing deals; you're opening the door to unparalleled customer trust.

Thanks for reading! You can
for more insights!
Table of Contents

Magic Summaries are accurate and absurdly human-like

Save 5+ hours/week with automatic meeting notes that you can reference while following up and enter into your system of record. The magic summary includes the meeting outcome, next steps, conversation starters, areas of interest, pain points, and much more.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.