How Energy Companies Buy

Answers

• How do you sell to oil and gas companies?Selling to oil & gas means winning a long, committee-driven, risk-averse buying process: get specified in early and prove you cut downtime and total cost.
• What does the oil and gas sales cycle (buying process) look like?Long (6-18+ months), multi-stakeholder, gated by capital cycles, safety qualification, and procurement, with spec development the highest-leverage stage.
• How do you influence the spec before the RFP in energy sales?Be in the conversation during problem-definition and spec-writing: educate engineers early so your approach is written into the requirements before procurement formalizes them.

Episodes on this topic

30 episodes, ranked by how much of each one is actually about this subject rather than by date, measured across the full transcripts.

• Mastering Buyer Champions: The Secret Weapon in Modern Sales · Jul 29, 2026
• How to Accelerate Deal Closure in Oil and Gas · Aug 5, 2026
• Educating your buyers and reaching the decision-making team · Feb 21, 2023
• Oil and Gas Sales Basics. Not just for Newbies · Mar 7, 2023
• Transforming Family Businesses with Systems and Data · Jul 1, 2026
• Mastering Enterprise Sales: Overcoming Buyer Hesitation · Jun 24, 2026
• The Fundamentals. How to Add New Logo’s and Customers · May 23, 2023
• How to Win RFPs Without Competing on Price · Oct 21, 2025
• The Sales Funnel and How it Relates to Marketing Strategy · May 30, 2023
• [OGSM Template]From CRM Chaos to Closed Deals · Dec 17, 2025
• From CRM Chaos to Closed Deals · Oct 22, 2025
• Mastering Sales Negotiation: Insights from Saad A Saad · Jun 11, 2025
• How to Sell Engineered Products · Aug 17, 2023
• Competitive research · Nov 8, 2023
• Shortening the Sales Cycle · Mar 13, 2024
• Bringing Sales Out of the Playing Golf Era · Jan 31, 2023
• Lessons learned from Victoria’s Secret · Dec 13, 2023
• Live from OTC, Conferences and Business Development · May 9, 2023
• PR, Sales, Marketing: Their Roles in Oil and Gas Success · Jun 4, 2025
• A Triple Win with Guest Cohen McHale-Fleming · Nov 29, 2023
• From Committee to Close: Winning Complex O&G Deals · Dec 24, 2025
• Lack of Brand Awareness. What to Do About It · Mar 27, 2024
• How to be an Effective One Person Marketing Team · Jul 19, 2023
• Selling into Oil Patch: The RevOps Playbook · Oct 21, 2025
• When to Say No to a Deal and Toxic Customers · Sep 22, 2026
• Account Based Marketing · Apr 3, 2024
• Hitting the Ground Running for 2024 · Feb 7, 2024
• You Have the Meeting, So Now What? With Guest Warren Spiwak · Jan 3, 2024
• Working from Home, The Ninja Edition · Jul 25, 2023
• How to Sell and Win Against Bigger Competitors · Jun 6, 2023