Material Growth Newsletter

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...

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

- 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...

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

That was the question the President of a specialty polymer division was asking himself. The Presiden...

Why the Shift and a Path Forward for Materials Executives -

Your First Step to Jump-start Growth -

Material Growth Podcast Ep 17 -

That was the question the President of a specialty films manufacturer was asking himself. The Presid...

...and What it Really Means for Sales -

- Planning for Growth - with Paul Strzelec - With geo-political instability in global markets and un...

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

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...

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...

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

That was the question the SVP of Sales & Marketing of a specialty chemicals distributor was aski...

That was the question the VP of Sales & Marketing of an innovative specialty chemicals producer ...

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

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...

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 their customers a...