“Sustainable companies create value for customers through socially, environmentally and ethically responsible action. Companies will be assessed not only on immediate results, but also the effects of their activities have on societal wellbeing.  The companies that fulfill the needs and wants of customers will thrive.  On the other hand, companies that fail to meet customer needs, or that harm customers, others in society or future generations will decline. 

Sustainable sales strategies and tactics are designed to secure socially equitable, environmentally-friendly and economically fair and viable business for the benefit of current and future generations of customers, employees and society as a whole. Sustainable sales must be integrated into a company’s broader sustainability strategy. Sustainable sales require that all marketing messages are in harmony, consistent and integrated.  Sustainable sales  focus on changing customer behavior in a  more sustainable direction. It means increased transparency, interactivity and  integrity.  The role of individuals – people who represent the company – is crucial. Individuals exert a major influence on how a company and its brands are perceived by its customers!”

Buying organizations are gradually shifting power to the purchasing function. For sales practitioners, this ongoing shift demands a study in the evolution of the purchasing function in order to improve their sales approaches. Bert will translate his awarded dissertation “Salespeople are from Mars, purchasers are from Venus: matching sales to purchasing”, into a practical guide on how your sales organization can deal with today’s empowered purchaser.

Joel le Bon is a professor at John Hopskins University in USA. Le Bon has famously researched luck as a factor of sales (published in HBR). Currently Le Bon has focused his research on “MARK-Selling” the fusion of sales and marketing functions. Learn more about how marketing and sales are becoming one function and how to optimize your sales process.