OPEN CLASS Selling Sustainability
Planned for Q4, 2026 in Europe
Welcome to our open class training:
Selling Sustainability for the Chemical & Ingredient Industry
Your seat is reserved for Q4, 2026.
Sustainability is everywhere — but few can actually sell it. Our open class training makes you fluent in what really matters: Scope 1–3, TfS, SBTi, circularity, and how customers benefit from your solutions.
We help you uncover real differentiation potential , even in commoditized markets — powered by AI-driven insights, sustainability segmentation, and hands-on practice with industry specific business cases.
After these two days, you will be know
- how to create and capture value with sustainability,
- how to use Value Selling , Solution Selling, and the Challenger Sale for selling sustainabilitzy
- how to turn sustainability into a credible, value-based story that will protect and increase your margins .
Built exclusively for the chemical & ingredient industry, this open class is packed with real-world tools, examples, and exercises . Less theory. More margin.
Your trainers:
Dr. Ralf Schmidt
Founder Dude – Double Loop
Marketing & AI Sales Excellence expert with more than 30 years of experience in the chemical industry with a hands-on and down-to-earth mentality. MBTI – certified and focused on Value Selling, Pricing, and Marketing and Sales Enablement.
Dr. Steve Laborda
Founder – ValueBizbooster
Expert in pricing, Value Selling, and commercial excellence with over 20 years of experience in enabling chemical companies to unlock their full potential and grow profitably. Author of Master the Art of Value-based Selling, a practical Value Selling guide.
Learn how to sell and capture value when pricing pressure is high
Why this training is more important than ever in the chemical & ingredient industry
Sustaibaility can be a big levers to stand out in crowded markets. For commodities, it can even be a gamechanger — turning “just another product” into a differentiated and preferred solution.
Now is the time to use sustainability as what it still is: a source of differentiation, margin, and pride in crowded markets that are characterized by low demand, overcapacities, volatility, cost pressure, geopoloitcal uncertainty, and transformation demands.
However, sustainability – driven differentiation won’t happen if only a few experts understand it. Marketing and Sales need to own this differentiator and tell the sustainability story in a way customers actually care about — credible, confident, and commercial.
That’s what you will learn in our training.
Planned for: Q4 in Europe!
This is your invest …
… into higher margins and profits with Value Selling, networking with peers, and learning from Steve and Ralf with more than 50 years of experience in the chemical & ingredient industry and commercial excellence:
EARLY BIRD
STANDARD
advanced
All prices are exclusive of VAT.
Q4, 2026 in Europe:
Seats are limited – Secure your spot today!
Sign up for this training and learn how to sell and capture value in times of high pricing pressure.
If you plan to attend with more than two people from your company…
Please reach out to us to receive a promo with a 10% rebate on the desired package.
Send an email to Steve to get your discount:
Who should attend?
If you are in
- Sales,
- Marketing,
- Product Management,
- Key Account Management,
- Commercial Excellence, and/or
- Pricing Management,
- Application/Tech with customer responsibility,
- Business Management,
then this training is designed for you! It is ideal for anyone who wants to enhance their ability to sell and communicate the value you are providing to your customers.
The Location
The exact training location will be announced soon.
The training will take place in the Frankfurt / Mainz area, appr. 30 minutes from Frankfurt airport.
Look Forward to Training Topics That Make the Difference:
Our training is hands-on, practical and highly interactive, built on proven tools and concepts tailored to the chemical & ingredient industry, and designed to deliver practical results.
Sustainability fundamentals
Get the basics right: Scope 1–3, key subcategories, PCF standards, SBTi, TfS — and what really matters in your customers’ industries
Sustainability solutions
From BMB and low-PCF products to circularity and resource-efficiency enablers — tailored to what’s relevant for your business
Creating customer insights for Selling Sustainability
Including AI and hands-on exercises for your own markets, applications
and customers
Customer sustainability segmentation
Understanding how to sell sustainability to different customer types and maturity levels
Selling methods for sustainability
Learn where and how to apply Value Selling, Solution Selling, and the Challenger Sale when selling sustainability
Creating Value Selling pitches and arguments
Turning sustainability benefits into pricing power and commercial value
Deep Dive – Value Selling for Sustainability
Creating tailored Value Cards and value arguments for your sustainability solutions and quantifying customer impact
Industry specific selling exercises
Practical and industry specific customer interaction exercises: trade show pitches and negotiation role plays
Confidence in using the sustainability terminology
Powerful Selling Sustainability tools and exercises
AI for research and insight creation for selling sustainability
Realistic and industry -specific cases and role plays that are fun
Hands-on and down-to-earth delivery by two very experienced trainers
Answers to your specific challenges and questions and lots of fun and exchange
Here’s what’s in store for you during the training
And there will plenty of time and opportunities for exchange networking.
