Material Growth Newsletter

- When Sales Held the Information Open almost any materials company's website and count the clicks b...

- Content We Built for Yesterday's Buyer I've audited a lot of content stacks at materials companies...

I Was on the Content Treadmill For three years I ran a content operation that never once caused a cu...

- Listen Here Two-thirds of companies report using AI. Fewer than one in twenty use it systematicall...

- Implementing AI: What It Takes to Transform an Organization - a conversation with Charlie Laurie M...

... They were the person everyone used to call - I built my first career on knowing things my custom...

... losing to the status quo is the growth brake? - The most expensive deals I have watched are the ...

... do we finally have the data? - Every executive I have spoken with since the Gulf disruption agre...

- My Appearance on The Chemical Show - Listen Here AI adoption is the easy part. Almost every chemic...

... we keep asking the wrong questions - There is a temptation, in moments like this one, to let the...

- Leading AI: The Human Variable in the ROI Equation - a conversation with Paul Gibbons Two-thirds o...

... Returning ROI, that's the hard part - Three years ago at WPC, Marco Mensink — Director General o...

... Returning ROI, that's the hard part - Halfway through a recent conversation on The Chemical Show...

... psychophancy is not new - The smartest thing executives say to me about AI is that they don't tr...

... A chemical plant doesn't fail on the day it breaks. - It fails months earlier, in a design revie...

- Compressing Materials Development Timelines - Listen Here The materials and process industries sit...

... Now it just might. - The commercial leaders I talk to in chemicals are, almost without exception...

... and One Way to Win - A CEO comes back from an industry conference energized. Within a month, the...

Three Levers to Stop Churn - Most chemicals and materials executives I talk to already have AI initi...

What the Down Cycle Exposed - The sustainability premium in chemicals collapsed faster than most boa...

Most Strategies Haven't - I want to say something plainly that the industry keeps dancing around: th...

...start building for it. - There's a phrase I've heard more times than I can count over the last tw...

...the risk it revealed won't - Nobody in the room expected the conference to open like this. WPC 20...

...shouldn't be setting AI strategy - We just finished our first fully AI-enabled consulting engagem...

How industrial Marketing has not kept up with customer buying behavior - A Different Sale Today Two ...

The answer gives us clues to leading AI in our Org's - The Unclear Path Ahead There’s a lot of uncer...

Survive to play another day - Today’s chemical downturn requires honest reassessment. Affordability ...

Survive to play another day - Today’s chemical downturn requires honest reassessment. Affordability ...

Our reader's favorites - In this issue we highlight some of the most popular posts on Business Growt...

Material Growth Podcast Ep 21 -

And how to make it your Competitive Advantage - Marketing in Industrials is a Mixed Bag Today Naviga...

And what I found instead - A Value Selling Disciple I came to Sales late. I moved from Operations in...

And where to start fixing it - Traditional B2B industrial sales face challenges. Tech now leads in s...

Ineos' CEO sounds the alarm - Europe’s Chemical Industry is Faltering Ineos’ Sir James Ratcliffe is ...

A rapid, risk-minimized approach - Artificial Intelligence (AI) is revolutionizing sectors across th...

Here’s what it means for your reps.

The Science on Persuasion is Getting Better The Problem with Solution Selling Your rock-solid case i...

Why getting stories right super-charges influence. Why Stories? Imagine you’re a prehistoric caveman...

Change your team's sales approach and they'll flip CEO's

Material Growth Podcast Ep 20 -

- Pricing as a Strategic Competitive Advantage - with Lisa S. Thompson - In today’s economic climate...

Moving faster than you think is possible - In a previous newsletter on segmentation, I suggested tha...

How to reliably build organizational capability - The Problem Executives are frequently tasked to im...

Why Segmentation is never "One and Done" - Subscriber note: if you've received this post as an email...

Why the Shift and a Path Forward for Materials Executives -

a Roundup - Subscriber note: if you've received this post as an email, you've been successfully migr...

Balancing Challenges for Materials Execs - Subscriber note: if you've received this post as an email...

Is the juggernaut finished or taking a breather? -

Why you're wasting resources and effort - Subscriber note: if you've received this post as an email,...

And Actions Materials Leaders Must Undertake - As someone who has witnessed the chemical industry's ...

Your First Step to Jump-start Growth -

Material Growth Podcast Ep 17 -

...and What it Really Means for Sales -

5-year olds are geniuses, because they embrace the "stupid idea." - You can tell how innovative a co...

Many Companies Have Lost Their Way on Strategy -

The Overlooked Factor in Launch Success -

Targeting & Changing Customer Behavior - Key Insights Method Focuses on Sales Conversion and Dur...

And they don't fix the growth problem you have - When companies run into weak innovation pipelines, ...

Do It, and It Becomes Your Super-Power -

A Key Account Approach - As companies expand their market presence, it becomes crucial to effectivel...

They Tried the Standard Playbook and Something New -

Persuasion - Persuasion science has come a long way since that days of value and solution selling. U...

Too Many Are Hoping It Is - Continued negative fall-out from what is clearly not merely a post-COVID...

4 Reasons Their Behvaior is Trapping Them - The conventional wisdom is that you have to get past Pur...

- Why Market Activation Fails - with Bob Lurie, PhD - Modern digital innovations have radically alte...

Material Growth Podcast Ep. 11 - with Fred Moesler Listen Here Sustainability is currently the promi...

- Consultative Selling for Materials - with Kendall Justiniano - Value and solution-selling are rapi...

- Large Organization Transformation - with Julie McAlindon - Among such trends as digitalization, su...

- The Low Carbon Value Chain - with Fred Moesler - Sustainability is currently the prominent trend i...

- Building a Biopolymer Leader - with Rich Altice - Sustainability is currently the prominent trend ...

Our own mindsets and redesigning our work. - In one sense AI’s are amazing. But they aren’t intellig...

A Contrarian Approach or "Crazy Like a Fox" - I love contrarian perspectives…

Material Growth Podcast Ep 1 - Listen Here Today’s episode is an Executive Roundtable that we hosted...

- Building Innovation Culture - with Bob Eckert - Bob Eckert is CEO at New & Improved. He focuse...

- Digital Sales & Marketing in Chemicals - with Terry Kaufmann - Terry Kaufman is Director Insid...

- Driving Sustainability and the Circular Economy in Chemicals - with Catherine C. Keenan - Catherin...

At Growth Arc Advisors, we believe that traditional marketing methods, including segmentation, targe...

At Growth Arc Advisors, we operate with a model based on consultative selling. Consultative selling ...

Digitalization provides an unparalleled opportunity for firms to better understand customers and the...

- Consultative Selling for Materials - with Mike Griffiths - Mike Griffiths is the Managing Director...

- Why Market Activation Fails - with Bob Lurie, PhD - Bob Lurie, PhD is the former Vice President of...

You need your reps in front of customers sooner, but the data shows that suppliers are being contact...

Key components of excellence are rapidly becoming table stakes. Companies need to raise the bar to k...

For the 30 years spanning my career, globalization was the key play in chemicals, and it’s been work...

Industry-specific digital initiatives continue to grow at a rapid rate, whether in the form of CRM s...

Digitalization provides an unparalleled opportunity for firms to better understand customers and the...

Digitalization provides an unparalleled opportunity for firms to better understand customers and the...

Digitalization provides an unparalleled opportunity for firms to better understand their customers a...

The consumer world has been transformed by digital sales and marketing techniques. However, B2B comp...