Mastering Lubricant Sales and Marketing with Steve Knapp | Lubrication Experts Podcast In this episode of Lubrication Experts, our host welcomes back Steve Knapp, co-founder of Plan Grow Do, to delve into essential sales and marketing strategies in the lubricants industry. They discuss the importance of conveying value, navigating the sales funnel versus pipeline models, and the significance of social media content in the modern buyer's journey. With insights from the UKLA Buyer Revolution Survey and effective use of LinkedIn, Steve shares actionable tips to improve sales processes, personalize customer engagement, and enhance marketing efforts. Tune in for a stimulating debate and valuable takeaways to boost your sales and marketing prowess in the lubricants sector. 00:00 Introduction and Guest Welcome 00:18 The Importance of Sales and Marketing in the Lubricants Industry 01:15 Debate Style Discussion and Sales Funnel Concept 11:19 Understanding the Buyer's Perspective 14:00 Key Insights from the Buyer's Revolution Survey 18:53 The Role of Digital Content and LinkedIn in Sales 22:39 The Shift Towards Personalized Messaging 24:36 Reengineering the Sales Process 26:11 The Traditional vs. Modern Seller 27:02 The Importance of Personal Branding 28:50 Top of Funnel Strategies 31:18 The Messy Middle and Buyer Behavior 32:57 The Mountain Analogy in Sales 36:22 The Role of Content in Sales 42:30 Effective Social Media Engagement 50:35 Conclusion and Final Thoughts