Usually narrower than it sounds. There is no line for you in this year's capital budget because you were not in last fall's approval round. That makes it a CapEx problem, and the show's answer is to stop treating it as a money problem.
“What you do is you stop them right there and you say, do you mean you don't have any money in your CapEx budget? Cause it wasn't in the approval process last year. And most of the time they say yes.”
Source: Educating your buyers and reaching the decision-making team, episode 4 of the Oil & Gas Sales & Marketing Podcast.
“When they say yes, you let them know that you can take the same thing that normally they would buy and you can lease it to them and it will hit their operational budget.”
Source: Educating your buyers and reaching the decision-making team, episode 4 of the Oil & Gas Sales & Marketing Podcast.
“when I get that pushback of, oh, well, we can't do this until next year because I have to get budgetary approval, I have now helped them buy for me in a way that they didn't even know they could do.”
Source: Bringing Sales Out of the Playing Golf Era, episode 3 of the Oil & Gas Sales & Marketing Podcast.
Where this sits in the year: the budget calendar.
Heard one that is not here? Search the episodes, or see every objection.
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.