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 […]
Where Is the Growth Coming From?
Share this article Facebook Twitter LinkedIn Where Is the Growth Coming From? How Finished Lubricant Sellers Can Win in a Competitive, Slow-Growth Market The finished lubricants industry is crowded, competitive, and, despite optimism, notgrowing nearly as fast as many sellers would hope. While there are pockets of opportunity, the global finished lubricants market is forecast […]
If You’re Not Adding Value, You’re Adding Noise — WhatBuyers Really Want From Account Managers
Share this article Facebook Twitter LinkedIn If You’re Not Adding Value, You’re Adding Noise — What Buyers Really Want From Account Managers Picture this: a prospective customer visits your website, downloads a whitepaper, and before they’ve even finished skimming the first few pages — their phone rings. It’s a sales rep asking for a site […]
Our journey in lubricants – Why we need to tell a better story
Share this article Facebook Twitter LinkedIn Our journey in lubricants – Why we need to tell a better story I was recently invited to a business podcast to share experiences from within the lubricant industry. One of the big topics that surfaced was the perception of the lubricants industry—often overlooked as part of the “oil […]
How AI Will Change the Way Lubricant Buyers Buy
Share this article Facebook Twitter LinkedIn How AI Will Change the Way Lubricant Buyers Buy The lubricant industry, like many B2B sectors, is facing a seismic shift as artificial intelligence (AI) becomes an increasingly powerful tool in how products are researched, evaluated, and ultimately purchased. Historically, purchasing lubricants was a highly consultative process, involving back-and-forth […]
Listening to Lubricant Buyers: Six Transformative Insights from the Buyer Revolution Project
Share this article Facebook Twitter LinkedIn Listening to Lubricant Buyers: Six Transformative Insights from the Buyer Revolution Project The lubricant industry is evolving, and so are the expectations of LUBRICANTS buyers. Through the Buyer Revolution project, we’ve gathered direct feedback from lubricant buyers on what truly matters in the sales process. This article dives into […]
How the Buyer Revolution is Transforming the Lubricant Industry – Insights from ILMA 2024
Share this article Facebook Twitter LinkedIn The Buyer Revolution: Reflections on Our ILMA 2024 Talk and the Path Forward The ILMA Annual Meeting 2024 in Colorado Springs was an incredible gathering of industry professionals, and we were thrilled to present our session on “The Buyer Revolution: Navigating the B2B Lubricant Landscape.” Sponsored by BASF, this […]
For all your lubricant needs (and other myths)! Why your website is failing.
Share this article Facebook Twitter LinkedIn For all your lubricant needs (and other myths)! Why your website is failing. Have you ever searched for the most experienced, longest serving or innovative business? I bet you haven’t. But I bet you have searched for answers to your problems? Of course! Now let me guess – your […]
Revolutionising the Lubricant Supply Chain: Key Insights for Sellers
Share this article Facebook Twitter LinkedIn Revolutionising the Lubricant Supply Chain: Key Insights for Sellers In the rapidly evolving marketplace, understanding buyer behaviour has become critical for staying ahead. The lubricant supply chain is no exception. Our recent Buyer Revolution research project has unveiled some game-changing insights that sellers need to be aware of to […]
The Sales Call That Broke My Heart: A Cautionary Tale
Share this article Facebook Twitter LinkedIn The Sales Call That Broke My Heart: A Cautionary Tale I recently had a meeting with an owner of a company referred to me for sales training. They’ve been around for 45 years, delivering new oil and collecting waste oil. Yet, despite their longstanding reputation, their business is failing. […]
