Course

Selling in oil and gas

Nobody sells a valve. They sell eight hours nobody spent waiting on a part.

Eight lessons, in order, for someone in their first year of selling in this industry. Every claim on every page points at the episode it came from, so you can go and hear the argument rather than take this page’s word for it.

Nothing here was invented for the website. If a lesson says something, somebody said it on the show first, and the link under it is the receipt.

Lesson 1
What you are actually selling
A buyer has never once wanted the thing you sell.
Lesson 2
Know before you call
Ten minutes of reading is the whole difference, and almost nobody spends it.
Lesson 3
The target list
You cannot chase new business you have not named.
Lesson 4
Where deals stick
There is one junction where deals die, and it is the same one every time.
Lesson 5
Filling the funnel
Every salesperson's ears prick up at lead generation, because the need never stops.
Lesson 6
Picking up the phone
The question gets asked every year, and the answer on the show is yes.
Lesson 7
Asking before you deliver
The same request gets a yes or a no depending only on when you make it.
Lesson 8
When to walk away
Salespeople are wired to close, which is exactly why this lesson is last.

Start lesson 1 →Already in a deal? Field guide

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 →

Selling in oil and gas

What you are actually selling

Know before you call

The target list

Where deals stick

Filling the funnel

Picking up the phone

Asking before you deliver

When to walk away

Bring this to your own pipeline