Publications
A small pick from our articles, whitepapers, and media stash.
Looking for something more specific? More detailed? More hardcore value content? Just ping us. We’ve got you covered on value creation, value communication, Value Selling, and value capture in chemicals and industrial B2B.
Our second 2025 industrial B2B survey on Value Selling
Our second study (84 participants) revealed one clear truth: Value Selling works against pricing pressure.
74% already use it and report better prices, stronger differentiation, and healthier customer relationships.
But most rely only on Sales and Marketing — while the companies involving technical functions (just 30%) feel far better equipped.
The big takeaway: Value Selling works best as a real cross-functional journey supported by the right mindset, tools, and training.
Interested in more results?
Our first 2025 industrial B2B survey on pricing pressure
84 companies told us the same story: pricing pressure is massive — and most blame competitors.
Nearly 60% don’t feel prepared to deal with it.
Real pricing power comes from market position, competitive dynamics, and a strong value proposition.
Most companies are moving toward Value Selling and Value Pricing.
And negotiation skills?
Almost nobody invests in them — even though that’s where most money is lost.
Interested in more results?
Digital Sales Academy
Put your sales training in your people’s pockets — so they can learn anytime, anywhere.
Check out this short video to see what our customized Digital Sales Academies are all about.
Digital Sales Academy – Video
Hybrid Selling
Hybrid selling is here to stay.
Learn how to make your sales force thrive in it — not struggle with it.
Double Loop Whitepaper
Double Loop Account Management
Our Journal of Business Chemistry feature explains where it all began: “Account Management 2.0: From Silo Thinking to Integrated Account Development”.
This is the article where the Double Loop idea first took shape in 2014.
Journal of Business Chemistry
The 6 myths of commodity pricing
We thought it was time to challenge a few “time-honoured traditions” that still drive far too many commodity business decisions — and far too many pricing mistakes.
team steffenhagen / Double Loop whitepaper
Marketing & Sales after COVID-19
We wrote this whitepaper during COVID. At the time, some said we were pessimistic.
Turns out… we were right.
Overcapacities, price pressure, uncertainty — all predicted.
Here’s the summary of what we expected in Marketing & Sales in chemicals, and how to deal with exactly that.
Whitepaper presentation
Get in touch!
If you want need more material on our services, please get in touch with us. We would be pleased to support you with more content on value creation, value communication, value selling and value capture in the chemical sector and other B2B manufacturing industries.
