LIVE VIRTUAL EVENT

Sniper Marketing: Winning Complex B2B Accounts in Today’s Digital Age

June 16 • 10 AM ET • 4 PM CET

In complex B2B chemical markets, "the customer" doesn't exist. What exists is a network of people – engineers, procurement managers, plant operators, and business leaders – each with different incentives, priorities, and power.

Most marketing still ignores this reality. Jörg-Holger Krause has spent nearly five decades in industrial sales and marketing learning what actually works: identifying the right individuals in the value chain, understanding what value matters to each of them, and communicating with precision. He calls it Refined Accounts Based Marketing, or simply, Sniper Marketing. Join us for a practical conversation on how to stop chasing leads and start creating opportunities.

Jörg-Holger Krause

Manager Sales Excellence

Jay Bhatia

Founder & CEO

WHAT TO EXPECT

Why marketing is making B2B harder, not easier: More content, more automation, and more AI-generated outreach have created more noise without more signal. Jörg-Holger explains why volume-based digital marketing is fundamentally the wrong model for complex industrial value chains.‍
The network behind every "customer": Learn why the buying unit in industrial B2B is always a web of influencers – economic, technical, and user roles – and how digital tools can help you map it with precision that was impossible a decade ago.
The R-ABM methodology: A practical framework for the digital age. Four-layer segmentation, buying influencer identification, Feature → Benefit → Value translation, Value Cards, and the Power–Change Matrix. Old-school rigor meets new-school tools.
AI as the sniper's scope, not a bigger shotgun: How AI can sharpen influencer identification, personalize outreach at scale, and detect weak market signals across digital channels – and why marketers who use it this way will leave everyone else behind.

ABOUT THE SPEAKER

Jörg-Holger

Manager Sales Excellence

ABOUT Jörg-Holger

Jörg-Holger has been in chemical Sales & Marketing long enough to remember when “digital transformation” meant replacing Telex with fax. Since then, he has worked in leading positions across Hüls / Evonik, DSM and SABIC, across Germany, France, Saudi Arabia and the UK — and across more commercial initiatives than most people would voluntarily count. His focus is simple: help industrial B2B teams sell less like product catalogues and more like value creators. That includes Consultative Opportunity Management, New Product Introduction, Commercial Excellence, CRM, CPQ, Digital Marketing and AI-enabled Value Selling.

At Double Loop, he helps bring chemical-industry reality into Sales & Marketing training and ValueWE™-based work. He knows the language of Sales, Marketing, Technology, Pricing and customers — and he knows where the usual buzzwords start to fall apart.

What is DigiChem Dialogues?

In an era where digital technology is reshaping the chemical industry, the journey toward effective digital transformation is both exciting and challenging.

At Agilis, our engagement with industry leaders has revealed a fascinating insight: while the journey is unique for each, the challenges encountered are remarkably similar. This shared experience forms the cornerstone of our initiative, “DigiChem Dialogues” — A dynamic forum designed to unite industry experts in a collaborative exploration of digital transformation.

Join Us