Answers
Selling to oil and gas companies means selling into a long, committee-driven, safety- and uptime-obsessed buying process, not a quick transaction. The companies that win get specified into the project before the RFP is written, earn trust with both the technical buyer (engineering and operations) and the economic buyer (procurement), and prove they reduce risk, downtime, and total cost of ownership.
Generic, high-volume outreach fails in energy. What works is domain credibility, relationships, and being present where operators actually learn: industry podcasts, trade events, referrals, and approved-vendor lists. Because budgets follow capital cycles and the oil price, the strongest sellers build pipeline continuously rather than reacting when a bid drops.
In short: lead with how you de-risk the operation, get in before the spec is locked, and build the authority that shortens the long trust-building phase of an energy sale.
Drawn from the show archive by searching the transcripts, so each one genuinely covers the question rather than mentioning it in passing.
42 episodes in the archive cover this subject. Browse all episodes →
The next step
If the way energy buyers actually buy is costing you deals, talk it through with ModalPoint, the go-to-market firm Matthew Bertram runs. A 30-minute discovery call: no scope, no commitment, and a mutual NDA before anything substantive. You get a reply within one business day, and the first call is with someone who works in the sector.