--- title: Consultative Selling for Materials description: Discover insights from experts on consultative selling in the chemical industry, integrating digital strategies, and driving business growth through innovative methodologies. image: https://www.growth-arc.com/hubfs/MG%20Headshot.jpeg --- [Skip to content](https://www.growth-arc.com/articles/consultative-selling-for-materials-1#main-content) [![GA_Web+Logo-01](https://www.growth-arc.com/hubfs/GA_Web+Logo-01.png)](https://www.growth-arc.com) - [Home](https://www.growth-arc.com) - Consulting - [Sales & Marketing](https://www.growth-arc.com/commercial-excellence) - [Innovation](https://www.growth-arc.com/innovation) - [Strategy](https://www.growth-arc.com/strategy) - [Case Studies](https://www.growth-arc.com/cases) - Executive Coaching - 1 on 1 Coaching - [Group Mastermind](https://www.growth-arc.com/breakthrough) - [Exec Roundtable](https://www.growth-arc.com/roundtable) - [Articles](https://www.growth-arc.com/articles/tag/executive-development) - About - [Results](https://www.growth-arc.com/clients-results) - [Case Studies](https://www.growth-arc.com/cases) - [Our Firm](https://www.growth-arc.com/about) - [Contact](https://www.growth-arc.com/contact-us) - Newsletter - [Subscribe](https://www.growth-arc.com/subscribe) - [Business Growth](https://www.growth-arc.com/articles/tag/business-growth) - [Exec Career](https://www.growth-arc.com/articles/tag/executive-development) - [Roundtable](https://www.growth-arc.com/roundtable) Search Growth Arc - There are no suggestions because the search field is empty. # Consultative Selling for Materials [Kendall Justiniano](https://www.growth-arc.com/articles/author/kendall-justiniano) 02 June Discover insights from experts on consultative selling in the chemical industry, integrating digital strategies, and driving business growth through innovative methodologies. ![Mike Griffiths](https://www.growth-arc.com/hubfs/MG%20Headshot.jpeg) ## **- Consultative Selling for Materials -** --- ### with Mike Griffiths - Mike Griffiths is the Managing Director of Consulting Skill Ltd, and specializes in consultative selling approaches. His firm has worked with 17 of the top 20 consulting firms and 43 of the Fortune 100, and has generated over $34b in increased profitability through applying these approaches. Mike and I discussed consultative selling methodologies and his experience applying them in B2B and product offering settings. Product-only selling approaches are fast becoming table stakes in the industry, and many materials companies differentiating themselves through services offerings and consultative approaches. Mike brings key insights on what it takes to implement and win with these methodologies. Topics covered included: - Drivers giving rise to the need to improve sales methods - What traditional methods like value selling lack - Case study illustrating use of consultative approaches in chemicals. - Summary of MIke's consultative approach. - Critical success factors for implementation. Who should watch? Those who: - lead sales and business development teams. - are charged with generating revenue growth. - run service groups. - are considering service and technology offerings as extensions. Show Notes: - [Executive Summary](https://www.growth-arc.com/hubfs/Roundtable%20Events/2022%20Season/Executive%20Summary%20-%20Consultative%20Selling%20for%20Chemicals%20-%20Mike%20Griffiths.pdf) - [Slides presented](https://www.growth-arc.com/hubfs/Roundtable%20Events/2022%20Season/Roundtable%20DECK%20Griffiths%20220602.pdf) during interview ---   ![MG Headshot](https://www.growth-arc.com/hs-fs/hubfs/MG%20Headshot.jpeg?width=300&height=300&name=MG%20Headshot.jpeg) Mike Griffiths **Guest Speaker** Managing Director of Consulting Skill Ltd Mike Griffiths is the Managing Director of Consulting Skill Ltd, and designs and leads Executive Education at Cambridge University’s Moller Institute. He has worked for more than thirty years as a consultant and educator specializing in strategy development, change and business development. He is responsible for Consulting Skill’s curriculum in sales methodologies, entrepreneurship, and business building. His firm specializes in consultative selling techniques, and integrates the latest thinking in consultative and services sales methodologies with innovative learning approaches that embed learning and achieve exceptional results. To date Consulting Skill has worked with 17 of the top 20 consulting firms or corporate consulting divisions and 43 of the Fortune 100, and has generated over $34b in increased profitability through applying these approaches. Mike has worked directly with over 55,000 professionals. Following a career as a professional musician, Mike joined a spin-off from Booz Allen and became a Principal at JMW, a New-York based behavioral change firm. [Sales & Marketing](https://www.growth-arc.com/articles/tag/sales-marketing) [\*Executive Roundtable](https://www.growth-arc.com/articles/tag/executive-roundtable) [\*Business Growth](https://www.growth-arc.com/articles/tag/business-growth) ## Related Posts ### [05 October Going Digital - 2 Tear Down Commercial Silos](https://www.growth-arc.com/articles/part-two-cultural-barriers-for-digital-sales-and-marketing-adoption-in-chemicals) ### [19 October Going Digital - 4 Embrace the Customer Tail](https://www.growth-arc.com/articles/part-four-cultural-barriers-for-digital-sales-and-marketing-adoption-in-chemicals) ### [13 October Going Digital - 3 Run Rapid Experiments](https://www.growth-arc.com/articles/part-three-cultural-barriers-for-digital-sales-and-marketing-adoption-in-chemicals-0) ![Growth Arc](https://www.growth-arc.com/hubfs/mstile-150x150.png) **Growth Arc Advisors LLC** Annapolis, MD 21403 - [About Us](https://www.growth-arc.com/clients-results) - [Our Story & People](https://www.growth-arc.com/about) - [Clients & Results](https://www.growth-arc.com/clients-results) - Resources - [Cases](https://www.growth-arc.com/articles) - [Newsletter](https://www.growth-arc.com/subscribe) - Executive Roundtable - [Contact Us](https://www.growth-arc.com/contact-us) - [Schedule Call](https://www.growth-arc.com/meetings/kendall-justiniano) - [Email Inquiry](https://www.growth-arc.com/contact-us) Branding & Design by Migo Design Co. - migodesign.com © 2026 by Growth Arc Advisors LLC. 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