CSR and Sales Development
Integrate CSR into your sales pitch and transform it into a competitive advantage.
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Why integrate CSR into your sales approach?
B2B customers now expect concrete CSR commitments from their suppliers. Transforming your CSR actions into sales arguments becomes a major differentiator.
Meet RFP requirements
CSR criteria carry increasing weight in B2B purchasing decisions. Structure your pitch to highlight your commitments and effectively respond to buyers' CSR questionnaires.
Transform commitments into customer benefits
Your CSR actions have value for your customers: carbon footprint reduction, supply chain ethics, local impact. Learn to translate these commitments into concrete advantages.
Build authentic responsible storytelling
Avoid greenwashing and build credible messaging based on evidence. Mobilize your sales teams around a responsible approach that makes sense.
Learning Objectives
At the end of this training, you will be able to:
- Understand B2B customer CSR expectations and their impact on purchasing decisions
- Identify and highlight existing CSR actions in your company
- Translate your CSR commitments into concrete customer benefits
- Build authentic and responsible storytelling
- Mobilize your sales teams around the CSR approach
Target Audience
This training is for: Executives, Sales Directors, Sales Professionals
Program
Before the Training
- Complete a brief diagnostic on CSR initiatives already underway in your company
- Review a capsule on current B2B customer CSR expectations
During the Training
Understand societal expectations
- Discover current CSR trends and their impact on purchasing decisions
- Use the CSR framework analysis grid for clients and sectors
- Identify gaps between messaging and real stakeholder expectations
Align CSR with commercial offer
- Inventory existing CSR actions in your company
- Highlight connection points with your value proposition
- Co-construct a summary illustrating alignment between commitments and customer benefits
Transform commitments into customer benefits
- Translate CSR actions into concrete customer advantages
- Build responsible storytelling from real examples
- Work on formulating proof points and impact messages
Co-write impactful messages
- Collectively draft CSR messages for customers
- Develop a mini field test campaign using the responsible communication canvas
- Prepare message presentation
Mobilize internally
- Build an action plan to spread the approach across sales teams
- Identify training, communication and recognition levers
Teaching Methods
- Theoretical and methodological contributions
- Practical exercises on your CSR initiatives
- Message and storytelling co-construction
- Personalized feedback from the trainer
The specialist in sales and customer relations for 20 years
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Frequently Asked Questions
Why integrate CSR into your sales approach?
CSR has become a major selection criterion for many B2B customers. Integrating CSR into your sales pitch allows you to differentiate yourself, meet RFP requirements and create shared value with your clients.
Who is this CSR sales training for?
This training is designed for executives, sales directors and sales professionals who want to transform their CSR commitments into sales arguments and competitive advantage.
How do you highlight CSR actions to customers?
The training teaches you to translate your CSR actions into concrete customer benefits, build authentic responsible storytelling and formulate compelling proof points and impact messages.
How does the practical implementation work?
80% of the training is devoted to practice. You will work on your own CSR initiatives with diagnostic exercises, message co-construction and development of field test campaigns.
Is this training eligible for OPCO funding?
Yes, KESTIO is Qualiopi certified. This quality certification enables funding of our training programs by OPCO. Contact us to get a personalized quote and coverage terms.
Request a Quote
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Contact us directly
Our team is available to answer all your questions about this training.
Hours: Monday - Friday, 9am - 6pm (CET)