A Letter to the CEO
Share this article Facebook Twitter LinkedIn A Letter to the CEO Dear Chief Exec, You are leading a team in a world that no longer rewards the habits that once made you successful. This is not a criticism. It is an observation. Most commercial organisations did not choose this moment. It arrived quietly. Buyers changed […]
Lubricant Sales Training for Individuals and “Small Guys”
Share this article Facebook Twitter LinkedIn “You Do Nothing for the Small Guys” – Really? Not long ago, someone said to me: “All you do is fine, but you do nothing for the small guys or individuals.” If I’m honest, my first reaction was, jog on. My second thought was that this person was a […]
Commercial Excellence Development in Action
Share this article Facebook Twitter LinkedIn How Commercial Leaders Can Turn Buyer Revolution Data into Real-World Sales Performance Across the lubricants industry, commercial leaders are feeling pressure from all sides. Customer impatience has increased. Traditional product-pushing methods are hitting diminishing returns. Digital behaviour is shaping buying long before a salesperson is even aware there is […]
Is a 100% rate good? A word of caution about hit rates B2B Lubricant Sales
Share this article Facebook Twitter LinkedIn Is a 100% rate good? A word of caution about hit rates B2B Lubricant Sales I was recently in a training room with a group of experienced B2B lubricant salespeople. We were exploring some of the fundamentals of sales effectiveness and pipeline management when the question of hit rates […]
How to Influence Your End Users; Even When You’re One Step Removed
Share this article Facebook Twitter LinkedIn How to Influence Your End Users; Even When You’re One Step Removed For lubricant manufacturers who sell through distributors, influencing the end user can feel like shouting through a closed door. You’re providing the product, but someone else owns the conversation. Ken Research notes that in markets like the […]
Why Plan Grow Do is Focusing on AI Integration, Podcasts, and Video in 2025
Share this article Facebook Twitter LinkedIn Why Plan Grow Do is Focusing on AI Integration, Podcasts, and Video in 2025 https://plangrowdo.com/wp-content/uploads/2025/01/Podcast.mp4 B2B sales continues to undergo a significant transformation. At Plan Grow Do, we have always prioritised staying ahead of trends to empower businesses with tools, strategies, and methodologies that work in the modern world. […]
Why Bland Marketing Messages are Everywhere: The Case Against “All Your Needs” Messaging
Share this article Facebook Twitter LinkedIn Why Bland Marketing Messages are Everywhere: The Case Against “All Your Needs” Messaging Introduction In today’s digital age, where consumers are bombarded with countless marketing messages daily, one might assume that businesses would be striving to stand out. Yet, increasingly, we’re seeing more and more bland, vague, and uninspired […]
The Crucial Roles of Hunters and Farmers: Skills, Behaviours, and Attributes
Share this article Facebook Twitter LinkedIn The Crucial Roles of Hunters and Farmers: Skills, Behaviours, and Attributes In B2B sales, two roles stand out for their critical contributions to business growth and their relevance is often the subject of much debate: Hunters and Farmers. While both positions aim to drive revenue and foster customer relationships, […]
Rethinking KPIs in B2B Sales: Building Connections Over Cold Calls
Share this article Facebook Twitter LinkedIn Rethinking KPIs in B2B Sales: Building Connections Over Cold Calls The traditional methods of B2B sales continue to rapidly evolve. The days when buyers reached out to sellers at the very beginning of their purchasing journey are long gone. Now, buyers are doing their homework, consuming vast amounts of […]
Understanding Why Sales Directors Stall: Exploring Psychological Factors and Strategies for Overcoming Them
Share this article Facebook Twitter LinkedIn Understanding Why Sales Directors Stall: Exploring Psychological Factors and Strategies for Overcoming Them Sales directors are often faced with critical decisions that can impact their teams, their organisations, and their own careers. Despite the pressure to act promptly, there are times when they stall, even when immediate action seems […]
