What Can Be Some Persistent Advantages for Smaller Players in the Lubricants Market?
Share this article Facebook Twitter LinkedIn What Can Be Some Persistent Advantages for Smaller Players in the Lubricants Market? A call to arms for the small and independent lubricant manufacturers and supply chain! As pressures mount from consolidation in the lubricants industry (“The Europe Commercial Vehicles Lubricants Market is moderately consolidated, with the top five […]
A Mid-Year Reflection on What’s Hurdles Are Holding Salespeople Back and How to Fix It
Share this article Facebook Twitter LinkedIn A Mid-Year Reflection on What’s Hurdles Are Holding Salespeople Back and How to Fix It As we pass the halfway mark of 2025, one trend has become increasingly clear across the lubricant industry and wider B2B sales landscape: The biggest challenge for salespeople is aligning with how modern buyers […]
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 […]
Still Not Preparing for Sales Calls?
Share this article Facebook Twitter LinkedIn Still Not Preparing for Sales Calls? You’re Not Just Wasting Time, You’re Wasting Opportunity. Let’s be honest. Despite all the research, resources, and reminders, salespeople still aren’t preparing properly for their sales calls. And the impact isn’t just felt in buyer frustration—it’s seen in longer sales cycles, lost deals, […]
You Don’t Need All the Answers, But You Should Have All the Questions
Share this article Facebook Twitter LinkedIn You Don’t Need All the Answers, But You Should Have All the Questions In B2B sales, especially in technical markets like lubricants, many sellers believe their job is to provide solutions. To show up, present the answer, and close the deal. But here’s the shift we need to make:You […]
Step Up in 2025: Owning the Top of the Sales Funnel
Share this article Facebook Twitter LinkedIn Step Up in 2025: Owning the Top of the Sales Funnel B2B sales evolving faster than ever, driven by buyer demands for greater value, authenticity, and seamless digital experiences. Success in 2025 will depend on owning the top of the sales funnel (TOFU) by taking personal responsibility for visibility, […]
Cutting to the Chase in B2B Sales: The Budget Talk and SPANCOP
Share this article Facebook Twitter LinkedIn Cutting to the Chase in B2B Sales: The Budget Talk and SPANCOP In the world of B2B sales, we’ve all been there: the moment when you walk into a meeting knowing that the budget conversation needs to happen. You know it. The buyer knows it. Yet, instead of addressing […]
Bad Customers Rarely Become Good, But Good Customers Can Become Bad: A Sales Trap We Must Avoid
Share this article Facebook Twitter LinkedIn Bad Customers Rarely Become Good, But Good Customers Can Become Bad: A Sales Trap We Must Avoid We’ve all heard the old adage: “A bad customer is a bad customer, and that’s that.” It’s often a truth we acknowledge, knowing that some customers are simply too difficult to please, […]
The Art and Science of Sales Follow-Up: Striking the Right Balance
Share this article Facebook Twitter LinkedIn The Art and Science of Sales Follow-Up: Striking the Right Balance In the world of sales, follow-up is often seen as both a crucial strategy and a delicate balancing act. For many salespeople, following up can evoke a mix of emotions—ranging from the fear of being perceived as a […]
Everybody Wants to Be First…But Nobody Wants to Be First! Navigating the Paradox for B2B Sales
Share this article Facebook Twitter LinkedIn Everybody Wants to Be First…But Nobody Wants to Be First! Navigating the Paradox for B2B Sales I’ve been toying with an intriguing paradox I’m seeing in the training rooms and boardrooms of the business we work with; the understanding that everyone wants to be pioneering in how the talk […]
