Feb 4, 2021 | B2B, Chemicals, Customers, Finding Their Why
“I met all the requirements; I don’t understand why I didn’t win the bid.” “We’re just not competitive.” “They always do business with supplier X.” Does this sound familiar? When I talk to chemical leaders and their sales and marketing teams, I hear this...
Jun 8, 2020 | B2B, Customers, Finding Their Why
In tough markets, the most successful companies thrive by maintaining existing customers and winning new business through connecting their products and offerings to what their customers really want. The global pandemic and resultant shutdowns have dramatically...
Apr 9, 2020 | B2B, Finding Their Why
My husband sometimes accuses me of answering a question with a question. And he’s right! I do that. Frequently. There are a few reasons for this: 1. Getting context. 2. Helping THAT person dive deeper. 3. Understanding their WHY to make your answer, insights, etc....
