Field guide

Eight situations, and what the show says to do in each

For when you are already in it.

Each entry is a situation you can recognise from the outside, what is actually going on underneath it, and the one move worth making. Ninety seconds each. Nothing here is theory: every entry points at the episode it came from.

New to the job? Start with the course

The next step

Bring this to your own pipeline

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.

Book a 30-minute call →First, how energy buyers buy →