OPEN CLASS
Selling Sustainability
Planned for Q4, 2026 in Europe
Welcome to our open class training:
Selling Sustainability for the Chemical & Ingredient Industry
Want in? Join the early access list for Q4 2026.
Sustainability is everywhere — but selling it is a different game.
This open class makes you fluent in what actually matters in customer conversations: Scope 1–3, TfS, SBTi, circularity — and how your solutions create measurable benefits across the customer’s value chain.
We’ll help you uncover real differentiation potential — even in commoditized markets — using AI-driven insights, sustainability segmentation, and hands-on practice with industry-specific business cases.
After these two days, you’ll be able to:
- Create and capture value with sustainability (not just “talk green”)
- Apply Value Selling, Solution Selling, and Challenger principles to sustainability conversations
- Turn sustainability into a credible, value-based story that protects — and increases — margins
Built exclusively for the chemical & ingredient industry, this open class is packed with real tools, examples, and exercises.
Less theory. More margin.
Your trainers:
Dr. Ralf Schmidt
Founder Dude – Double Loop
Marketing & AI Sales Excellence dude 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.
Achim Ziska
Pricing & Business Development Dude
30 years in multinational nutrition ingredients and chemical companies, incl. Tate & Lyle, Doehler Group and BASF, shaping global businesses from Europe, Hong Kong, London, and Singapore. Committed to selling the price instead of selling by price.
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 Selling Sustainability, networking with peers, and learning from Steve and Ralf with more than 50 years of experience in the chemical & ingredient industry and commercial excellence:
first mover
sweet spot
power play
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.
Coming as a team (3+)?
Respect.
Email Steve and we’ll hook you up with 10% off the package you choose.
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,
- Pricing Management, and/or
- Business Management,
then this training is made for you. Learn to sell sustainability as business impact (not brochure talk), beat the “nice, we won’t pay extra” pushback, and turn “green” into paid value.
The Location
The exact training location will be announced soon.
The training will take place in the Frankfurt, appr. 30 minutes from Frankfurt airport.
Look Forward to Training Topics That Actually Move the Needle
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.
