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Last updated on 2024年6月18日

Here's how you can get ready for the rising need for sustainability-focused solutions.

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As the world leans towards greener practices, your role in sales engineering is more critical than ever. You're not just selling a product; you're offering a vision of a sustainable future. Understanding the nuances of eco-friendly technologies and market demands is paramount. You need to be well-versed in the language of sustainability to effectively communicate the value of your solutions. This is not just about meeting sales targets, but about being an integral part of the global shift towards environmental responsibility.

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Ma. Sonia Marantal

Chemical Engineer | Green MBA Candidate | Team Leader-Inside Sales at Hach: Ensuring Water Quality for People Around…

1 Know Trends

Sustainability is not a static field; it's dynamic and ever-evolving. You must stay abreast of the latest trends in green technology and sustainable practices. This means regularly engaging with industry news, attending webinars, and participating in relevant forums. By doing so, you'll gain insights into what your clients are looking for and what your competitors are offering. Knowledge is power, and in the context of sustainability, it's the power to not only anticipate market shifts but to lead them.

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Ma. Sonia Marantal

Chemical Engineer | Green MBA Candidate | Team Leader-Inside Sales at Hach: Ensuring Water Quality for People Around the World
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There is still an existing gap on how sustainability is understood and applied by sales professionals which includes sales engineers in companies. While 48% of CEOs say that increasing sustainability is a top priority according to 2022 IBM survey, there is still disconnect on how it is cascaded to the sales who are the frontlines of a company and make sustainability as competitive differentiator. Thus, as a proactive approach being a sales engineer, it is important to keep at pace by continuously learning the emerging trends which could bring positive impact not only for your company but to your customers as well.

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2 Client Needs

To excel in sales engineering with a focus on sustainability, understanding your clients' specific needs is essential. They are looking for solutions that not only meet their immediate requirements but also align with their long-term sustainability goals. Engage with them to uncover these goals and tailor your approach accordingly. This personalized strategy not only demonstrates your commitment to their vision but also positions you as a trusted advisor in their journey towards sustainability.

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Ma. Sonia Marantal

Chemical Engineer | Green MBA Candidate | Team Leader-Inside Sales at Hach: Ensuring Water Quality for People Around the World
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Understanding your company's sustainability edge and endeavors and learning how and when to talk about it with your customers who are aligned with this and see it as value addition is a door-opener to more opportunities and longer business relationships as more and more companies are now seeking "partnerships" or stakeholders in their supply chain who have same commitment towards sustainability. It goes both ways.

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3 Product Mastery

Your products are the heroes in the narrative of sustainability. You need to know them inside out—how they're made, their environmental impact, and their lifecycle. This deep product knowledge allows you to confidently address any technical questions and showcase the sustainable benefits of your solutions. When you understand every facet of your product, you can better articulate how it fits into the broader context of your client's sustainability objectives.

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4 Soft Skills

Technical know-how is crucial, but don't underestimate the importance of soft skills. Empathy, active listening, and effective communication are key in understanding and addressing clients' concerns about sustainability. These skills help you build strong relationships and facilitate discussions that go beyond the transactional nature of sales. By fostering genuine connections, you're more likely to create long-term partnerships that are beneficial for both your clients and the planet.

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5 Continuous Learning

The field of sustainability is always advancing, and so should you. Commit to continuous learning to keep your knowledge and skills sharp. This could involve pursuing certifications in sustainability, attending workshops, or even taking courses in related areas like environmental science or green supply chain management. By investing in your education, you ensure that you remain an invaluable resource to your clients as they navigate the complexities of sustainable solutions.

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Ma. Sonia Marantal

Chemical Engineer | Green MBA Candidate | Team Leader-Inside Sales at Hach: Ensuring Water Quality for People Around the World
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Every single day gives you an opportunity to learn, especially those fast-evolving concepts such as sustainability and the circular economy. It also provides you with the chance to discuss these concepts with clients who share the same company values. Knowledge and resources are now easily accessible thanks to technology. You can always choose whether or not to learn, but investing time in educating or upskilling yourself is crucial for your personal growth and to cope with the demanding market out there.

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6 Adapt Strategies

Finally, be prepared to adapt your sales strategies to align with the evolving landscape of sustainability. This may require rethinking traditional sales approaches and developing new methods that reflect the values of a sustainable business model. Embrace innovation in your sales techniques, whether it's through sustainable packaging for your products or utilizing digital tools to reduce your own carbon footprint. Adapting your strategies not only showcases your commitment to sustainability but also sets you apart in a competitive market.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can get ready for the rising need for sustainability-focused solutions.

1

2

3

4

5

6

7

1 Know Trends

2 Client Needs

3 Product Mastery

4 Soft Skills

5 Continuous Learning

6 Adapt Strategies

7 Here’s what else to consider

Sales Engineering

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Here's how you can get ready for the rising need for sustainability-focused solutions.

1

2

3

4

5

6

7

1 Know Trends

2 Client Needs

3 Product Mastery

4 Soft Skills

5 Continuous Learning

6 Adapt Strategies

7 Here’s what else to consider

Sales Engineering

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