Sustainability - Episode 6 - ESG Where to focus - ISP webinar Richard Higham

This is part six of a series of 7 short podcasts on sales & sustainability from a webinar with Richard Higham and the ISP

We can't do everything everywhere.  Focus on where the oppotunities are.

• Practise on the less important customers who are open to ESG
• Move on to the heartland - they are open to ESG and offer you big opportunities
• After this work on the customers who offer big opportunites but who are not yet convinced about ESG
• With customers who offer limited opportunity and are resitant to change, maintain light touch communication but don't waste expensive selling resources