question survey serving as a unique lens into the multifaceted world of B2B lubricant transactions.
Survey 1: Solve Your Own Problems The journey begins with “Solve Your Own Problems”, a survey crafted to align with the ethos of self-sufficiency and informed decision-making. Here, the buyer is at the forefront, invited to share their experiences in navigating the lubricant market independently. This survey seeks to understand how lubricant suppliers facilitate a self-service model, ensuring buyers access the insights they need before engaging with a sales representative.
The survey acts as a compass, guiding suppliers in aligning their strategies with the preferences of buyers in the era of self-guided decision-making.
Survey 2: Speed of Response
In the fast-paced landscape of B2B transactions, the “Speed of Response” survey is a spotlight on the importance of timely and effective communication. Tailored for the buyer, this survey seeks to uncover the value inherent in the provision of information and the effectiveness of follow-up cadence from lubricant providers. By understanding the nuances of responsiveness, suppliers can optimise their communication mechanisms, ensuring buyers receive timely information precisely when needed.
Survey 3: People or Brand? The Buyer Revolution takes a nuanced turn with the “People or Brand?” survey, acknowledging the dual influence of brand strength and personalisation. In this survey, the buyer’s perspective is sought on whether the power of a brand or the personal touch offered by individuals within a company holds more sway in their decision-making process. This survey becomes a channel for buyers to articulate their preferences, guiding lubricant providers in striking a delicate balance between established brand influence and personalised service.
Survey 4: Your Day-to-Day Activities Recognising the buyer’s daily activities as the heartbeat of their business, the “Your Day to Day Activities” survey is an endeavour to respect and understand the intricacies of their working environment. Through 10 thought-provoking questions, the survey seeks insights into how lubricant providers can better align with the buyer’s practices, ensuring a seamless integration of
References
https://plangrowdo.com/b2b-sales-thought- leadership/digital-impact-on-buyers/
https://www.mckinsey.com/capabilities/growth- marketing-and-sales/our-insights/the-multiplier- effect-how-b2b-winners-grow
Steve Knapp, CEO, Plan Grow Do expands on the importance of this data gathering and how it will be invaluable our industry. “The Buyer Revolution is not merely a series of surveys; it is a collective endeavour to amplify the buyer’s voice, steering the course of B2B lubricant procurement. By providing a platform for buyers to share their experiences, preferences, and expectations, this research program aims to foster an industry that is not only responsive to change but anticipates and embraces it. The overarching goal is to empower buyers, guide suppliers, and cultivate a landscape where the symbiotic relationship between the two thrives in the era of the Buyer Revolution.”
lubricant solutions into their workflow. The survey emphasises a commitment to recognising and respecting the buyer’s unique working environment.
Survey 5: The Sales Rep The final piece in this comprehensive research program, “The Sales Rep” survey, places the spotlight on the crucial role of sales representatives in the B2B lubricant transaction. In this survey, the buyer is invited to share insights on what defines a good lubricant sales rep and the considerations that contribute to their effectiveness. The survey becomes a dynamic dialogue, enabling buyers to influence and shape the skills and approaches of sales representatives in alignment with their expectations.
Ready to participate – click here
https://plangrowdo.com/the-buyer-revolution/
PLAN. GROW. DO. is the Sales Agency for B2B Businesses and Sales Professionals, helping you understand the modern sales approach and refer back to your business goals and objectives.
https://plangrowdo.com/
LUBE MAGAZINE NO.179 FEBRUARY 2024
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