How Daily Sales Activities Directly Influence Growth Results
Every buyer we surveyed runs a working day that has very little space in it for a supplier who has not thought about how they prefer to be approached. The Day-to-Day Activities data set asked lubricant buyers how they actually want to work with sellers: where the first conversation should happen, how they prefer to be contacted, and what they are willing to give time to.
The answers describe a buying process that has moved online while a lot of selling stayed where it was.
What buyers told us
prefer their first meeting with a seller to be digital
prefer that first interaction handled entirely over email
say they start their procurement process digitally
expect to increase their use of digital channels
What this means for sellers
Go deeper
- Lubricant supply chain: key insights for sellers
- Why your sales process starts too soon
- Honouring buyer dynamics: the Day-to-Day Activities survey
Part of The Buyer Revolution, our research programme with over 1,000 lubricant buyers across five global data sets and more than 25,000 individual data points.
Common questions
Does this mean we should stop visiting customers?
Our buyers say they prefer face to face. Does that contradict the data?
What does a good first digital meeting look like?
Turn the findings into action
Two ways to build this into how your team sells.
The Buyer Revolution Workshop
A hands-on session that turns this research into a practical, buyer-led approach for your team.
Explore the workshopThe Buyer Revolution
Prefer to learn at your own pace? The self-study programme, online and on demand.
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Customer Centricity in Lubricants: The uncomfortable truth.
