There is a buying committee and you have met part of it. The deal stalls because the person controlling the money has not heard from you yet.
“Literally ask directly to your champion or to your contact who signs off on the capital spend at your company for this type of project. Get an introduction to that person before investing any more time into any more sales meetings.”
Source: How to Accelerate Deal Closure in Oil and Gas, episode 98 of the Oil & Gas Sales & Marketing Podcast.
“Be upfront and ask procurement who else is on the decision-making team. If they push back on you and they say, we don't want you to know, say, look, I cannot deliver a good solution unless I know everybody's concerned, all I'm trying to do is make you look good.”
Source: The Fundamentals. How to Add New Logo’s and Customers, episode 13 of the Oil & Gas Sales & Marketing Podcast.
“If you're dealing with procurement, ask, and they won't give it to you, walk away from the deal. I've done it a hundred times, let me tell you. 80% of the time, a week later, they'll come back to you and they'll give you that list”
Source: How to Accelerate Deal Closure in Oil and Gas, episode 98 of the Oil & Gas Sales & Marketing Podcast.
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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.