Case
DCC Energi is one of Denmark's few full-service energy companies, serving both the business and private markets. The company is well underway with a green transition, in which alternative fuels, electrification, and biogas are playing an increasingly important role in the business.
When your customers' day-to-day reality is changing quickly, you need to be able to do more as a supplier than "just" sell products.
DCC Energi's customers are increasingly asking for documentation of CO₂ footprints, help with CSRD reporting, and insight into new rules such as Green Claims, the green tax reform, and upcoming levies.
At the same time, the market is moving toward electrification, biogas, and other more sustainable forms of energy.
This left DCC Energi facing a clear challenge:
The salespeople meet every customer exactly where they are in the energy transition.
But they lacked a shared, up-to-date professional vocabulary on climate, ESG, and regulation that is easy for customers to understand.
We used three main approaches to equip the salespeople well:
1) A climate-focused professional introduction,
2) Ongoing News & Views on climate and energy, and
3) ESG updates three times a year.
In practice, this meant that each of DCC Energi's salespeople was equipped to understand the major agendas and view their own business through current climate lenses:
Emissions from the transport sector, electrification, biogas and other forms of energy, CO₂ levies, the emissions trading system, and the green tax reform.
At the same time, DCC Energi worked internally on one shared set of CO₂ values for fuels, gas, and electricity.
This makes it much easier for salespeople to use consistent figures in customers' climate accounts and to explain scope 1–3, CO₂e, and ESRS requirements in a down-to-earth way.
The aim was simple:
To move the dialogue from transactional selling to value-creating, advisory selling.
Today, DCC Energi's salespeople can talk about climate, data, and regulation with a completely different weight and confidence than before.
The salespeople can support customers' CSRD reporting with concrete energy data and CO₂ inventories, and use their knowledge of upcoming levies and regulation to qualify customers' investment decisions.
For DCC Energi, the sales training has become a strategic lever in the green transition.
The organisation stands stronger as an advisory energy partner, and the salespeople can take on the role customers are asking for:
A genuine and competent energy advisor on their journey through the green transition.
Since 2006, we have helped hundreds of companies, organisations, public authorities, and everything in between to accelerate the green transition and advance the sustainability agenda. Get in touch if you would like to hear more about how we can help you.
