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ICIS and Plan Grow Do Collaborate to Transform Petrochemical Sales

In a significant step towards adapting sales strategies within the petrochemical landscape, ICIS, a global leader in commodity intelligence, has partnered with Plan Grow Do (PGD) to unveil a bespoke training program. This initiative is tailored for the lubricants sector and will officially launch during the 30th ICIS World Base Oils and Lubricants Conference set for February 2026. The collaboration aims to equip industry leaders with essential insights and methodologies to enhance their sales operations in a rapidly evolving, digitally driven marketplace.

The decision to develop this training program stems from the increasing challenges faced by companies within the chemical industry. As sales cycles lengthen and conversion rates dwindle, there is a pressing need for sales teams to integrate market-driven data with buyer behavior insights. The ICIS and PGD training aims to bridge this gap, helping professionals align their sales conversations with current market realities.

Focus of the Training Program

The newly established program is exclusive to participants at ICIS events, ensuring that attendees receive high-quality training from industry experts. The curriculum will include several crucial components:

1. Executive Briefings: Tailored workshops designed to sync pricing strategies with buyer expectations, helping sales teams frame their discussions effectively.
2. Data-Enabled Training: ICIS will integrate its critical market insights into PGD’s renowned sales training modules, particularly focusing on how to sell lubricants and achieving sales excellence. This approach aims to change management practices by instilling actionable habits into daily workflows.
3. Live Beyond the Blend Sessions: Recorded discussions and workshops featuring live panels will be a part of the program, offering practical, buyer-led insights that can be immediately applied in real-world scenarios.

Dan Campion, Chief Revenue Officer at ICIS, emphasized the urgency of equipping sales teams with the right tools and methodologies to navigate current market dynamics. He stated, “Providing sales teams in the chemical sector with robust data and actionable insights is crucial for overcoming obstacles like elongated sales cycles.” Meanwhile, Steve Knapp, Co-founder of Plan Grow Do, highlighted how this collaboration shifts the conversation from merely price-driven strategies to encompassing value-driven approaches that resonate with buyers’ needs.

About Plan Grow Do and ICIS

Plan Grow Do is recognized for its focus on B2B sales consultancy, specifically within the lubricants industry. Their research initiative, the Buyer Revolution, alongside their podcast, Beyond the Blend, aims to align sales strategies with modern buyer preferences.

ICIS, a division of the RELX Group, operates with the mission of helping businesses in the energy, petrochemical, and fertilizer sectors navigate market challenges through strategic insights, thus contributing to enhanced decision-making and risk management. With a significant global footprint, ICIS influences supply chains by driving the utilization of data in the decision-making process.

As the lubricants market continues to evolve, ICIS and PGD’s collaboration represents a forward-thinking approach to sales training, positioning companies to respond effectively to current and future industry challenges. Through this initiative, participants will be empowered to enhance their sales capabilities and navigate the complexities of today’s digital marketplace confidently.

Conclusion

The introduction of this collaborative training program by ICIS and Plan Grow Do is undoubtedly a positive development for the lubricants sector. It signifies a commitment to fostering a more informed, adaptive sales force capable of succeeding in an increasingly competitive and digital landscape. Attendees of the ICIS events can look forward to gaining insights that will not only enhance their operational effectiveness but also align their strategies with how today’s buyers prefer to engage and transact.