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Hardly any deal can do without them these days: customer sustainability questionnaires. Whether in supplier audits, RFPs or contract negotiations, buyers want to know how sustainable a potential partner really is.

But what sounds like routine is a real stumbling block for many sales teams. These questionnaires often contain 100+ ESG-related questions, ranging from carbon footprints and ISO certifications to human rights guidelines.

The reality in most companies:

• Sales team receives questionnaire with several ESG questions.
• They send the questionnaire to the sustainability team.
• There, the search for current proof begins.
• Documents are coordinated, reviewed and finalized.
• The whole process often takes two to four weeks - while the customer waits for a response.

The result: wasted time, unclear responsibilities and, in the worst case, lost deals.

Why being fast builds Trust

(Potential) customers expect verified and quick responses.

In B2B negotiations, time is a crucial factor. Every time a request is left unanswered, the risk increases that the customer will choose another provider.

Companies that can provide proof of sustainability immediately signal:

• Transparency: their data is organized and verified.
• Professionalism: sustainability is part of the business process, not an obstacle.
• Reliability: they meet deadlines and build trust.

In a competitive environment, this is a clear advantage: being fast builds trust.

From Waiting to Acting: How Proof Management Empowers Sales

With a Collaborative Proof Platform such as ��һ�Թ����¹���, sales teams can respond directly to sustainability enquiries without having to go through the ESG department or search through scattered documents.

In practice, this means:

• Access to a central, verified proof library containing ESG data, certificates and guidelines.
• Automated assignment of answers to the corresponding questionnaires.

Quick completion of questionnaires based on already verified content.

A real-life example: A global food manufacturer used ��һ�Թ����¹��� to respond to an extensive customer questionnaire in just 48 hours - a process that previously took two weeks. The key difference: all evidence was already stored and verified on the platform.

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The Result:

• Response times were reduced by 85%.
• Customer confidence increased.
• The deal was closed more quickly.

Why companies that can Provide Evidence win

In a world where ESG information is becoming part of every purchasing decision, sales teams gain a clear advantage when they don't have to wait for answers.

Instead of forwarding enquiries, sales teams can respond immediately with ��һ�Թ����¹���, enabling them to:

• Close tenders faster,
• Build trust through verified evidence, and
• Integrate sustainability into the sales process.

The result: Faster sales cycles. More deals. Less frustration.

Those who can provide sustainability evidence immediately demonstrate that they are not just talking about sustainability - they can also prove it.

Sustainability as Sales Enablement

Sustainability is no longer just a reporting issue - it is a sales issue.

Companies that make their sustainability data available in a structured and verifiable manner not only gain trust, but also accelerate their entire sales process.

The Effect:

• Faster deal closures - thanks to reduced waiting times.
• Greater customer loyalty - thanks to transparent communication.
• Less internal effort - because sales teams can act independently.

Sustainability thus transforms from a compliance burden into a sales enablement tool.