Liz helps the world’s largest B2B organizations across industries achieve sustained growth, and advises on sales and marketing strategy, among many other areas. She is an expert on go-to-market approaches, especially through complex channel dynamics, driven by her grounding in, and deep understanding of, evolving customer preferences. She spends her time tackling the toughest sales and marketing challenges, such as evolving the sales motion, balancing a direct-to-customer e-commerce channel with a strong dealer network, and setting up a new marketing organization and operating model for success.
As the global leader of B2B Pulse, McKinsey’s research on B2B decision-maker preferences, Liz is at the forefront of how customer demands are changing and what the implications are for B2B sales and marketing. She leads a global team that deeply researches and understands how thousands of B2B decision makers want to interact with suppliers and how sales and marketing are changing around the globe. In this role, Liz is a frequent speaker and content contributor through events, podcasts, and interviews.
Liz is also the founder and global co-leader of McKinsey’s farmer-experience insights, a global effort to better understand how farmers across regions want to interact with input and equipment suppliers.
Prior to her current role, Liz was a founding member and director at NM Incite, McKinsey’s joint venture with Nielsen.