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 […]
The Sales Pipeline Illusion: Why Your Funnel Looks Full but Isn’t Flowing
Share this article Facebook Twitter LinkedIn The Sales Pipeline Illusion: Why Your Funnel Looks Full but Isn’t Flowing Sales teams love a full pipeline. It’s a sign of momentum, of progress, of a thriving business. But what if that full pipeline is actually a mirage? What if most of those deals are nothing more than […]
Do You Have a Sales Skills Problem or a Lead Generation Problem?
Share this article Facebook Twitter LinkedIn Do You Have a Sales Skills Problem or a Lead Generation Problem? In conversations with senior sales leaders across industries, a recurring concern has surfaced: sales cycles are lengthening, decision-makers are harder to reach, and breaking into new opportunities feels increasingly complex. These challenges prompt critical questions about the […]
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, […]
Mastering Sales Success: Aligning Strategy with Flexibility for Competitive Advantage
Share this article Facebook Twitter LinkedIn Mastering Sales Success: Aligning Strategy with Flexibility for Competitive Advantage The ability to strategically align your sales process with organisational goals while remaining flexible to changing customer needs is a critical driver of success. SPANCOP—a proven framework that takes prospects through the stages of Suspect, Prospect, Approach, Negotiate, Close, […]
SPANCOP’s Impact on Sales: The Ultimate Guide to Structured Success
Share this article Facebook Twitter LinkedIn SPANCOP’s Impact on Sales: The Ultimate Guide to Structured Success In B2B sales, a structured and systematic approach is often the key to sustained success. Enter SPANCOP, a seven-stage sales methodology that revolutionises how teams manage their pipelines and engage prospects. Short for Suspect, Prospect, Approach, Negotiate, Close, Order, […]
