ICIS, a leading global source of commodity intelligence, and Plan Grow Do (PGD), a specialist B2B lubricants sales consultancy and publisher of the Buyer Revolution research and Beyond the Blend podcast, today announced a new collaborative training programme designed to help the lubricants value chain meet the challenges of a highly competitive, digitally evolving marketplace.
The new programme will be exclusive to attendees at ICIS events, launching at the 30th ICIS World Base Oils and Lubricants Conference in February and will continue as a key agenda addition at other ICIS events throughout 2026.
The programme focuses on helping senior leaders in the chemical industry enhance their sales operations by connecting what the market is doing (prices, supply–demand and outlook) with how buyers make key decision (buyer-validated behaviours and practical sales execution). The ICIS and PGD workshops will deliver commercial insights that integrate ICIS commodity data with PGD sales training, creating a stronger salesforce.
The ICIS / PGD sales training programme will feature:
- Executive briefings & client workshops: tailored sessions that align pricing reality with buyer expectations to shape the conversations sales teams have with their prospects
- Data-enabled training & change management: ICIS market insights embedded into PGD’s How to Sell Lubricants and Sales Excellence programmes, using insight to enhance and elevate day-to-day habits.
- Live Beyond the Blend: recordings, panels and workshops integrated into ICIS base oils & lubricants events, giving delegates practical, buyer-led takeaways.
“It has never been more important to provide sales teams in the chemical industry with the tools, methods and data to address the current market challenges such as longer sales cycles and lower conversion rates,” said Dan Campion, Chief Revenue Officer at ICIS. “ICIS is proud to add Plan Grow Do training to our world-leading events, giving our customers the support they need to succeed.”
“This collaboration moves the important conversations commercial operations need to have from a price-driven approach to a focus on value,” said Steve Knapp, Co-founder, Plan Grow Do. “By combining trusted ICIS data with buyer-validated behaviours, we can help sales teams address their customers’ needs with confidence.“
