On-site workshop

Losing deals at the RFP? Mark and Matt will come to your team.

Mark LaCour and Matthew Bertram · hosts of the Oil & Gas Sales & Marketing Podcast · 102 episodes since 2023

The Energy Growth Playbook Workshop is one working day on site with your sales and marketing team, 5 to 25 people in one room, on your live deals. It is built from the course, field guide and objection library this site already publishes. Not a keynote, not a slide deck.

Ask about a workshop →See the seven blocks

The button opens ModalPoint’s contact page. In the form’s “How Can We Help?” box, write “Workshop” and the size of your team. ModalPoint replies within one business day. Booking a time on the calendar instead? Send the form as well, so the call starts on the workshop.

Is this for your team?

Check these four before you ask.

  • Who sells

    Companies that sell to operators: oilfield services, equipment and engineered products, engineering and technology firms.

  • Team

    5 to 25 people, with sales and marketing in the same room.

  • Who asks

    The VP of Sales, the CRO or the head of marketing.

  • The pain

    Deals that die at the RFP. A price race. A marketing team that sales does not use.

What it is not

  • Not a keynote.
  • Not a slide deck.
  • Nothing is invented for the room. Every block is built from something said on the show, and the pages linked in the agenda below name the episodes.

End of day

What your team walks out with

3
moves per person for the next 30 days
1
named target list, built by sales and marketing together
1
deal plan for the team

Marketing leaves owning the content for the target list. Every attendee also gets a copy of the book.

The day, block by block

8:30 am to 3:30 pm. Six of the seven blocks are built from pages already on this site. Open any of them before you ask.

Agenda for the full day. Break at 10:15 am, lunch at 12:15 pm.
TimeBlockLed byBuilt from
8:30 am1. What you are actually sellingEach person writes down what the buyer loses when the thing fails. Nobody sells a valve.MarkWhat you are actually selling
9:15 am2. How operators buyMap the buying committee on one live deal, then place it on the budget calendar.MarkHow energy companies buyBudget calendar
10:15 amBreak
10:30 am3. Win before the RFPTake one RFP in your pipeline and ask: did anyone on our side shape the requirements?MarkWhere deals stickThe RFP price race
11:30 am4. Objection drillsMark and Matt play the buyer. Reps handle each objection out loud.MarkObjection library
12:15 pmLunch
1:00 pm5. One target listSales and marketing build the named account list together. Marketing leaves owning the content for it.MattThe target listFilling the funnelSales and marketing alignment
2:00 pm6. AI in your sales motionWhat AI can and cannot do for this team this quarter.MattAI in oil and gas sales
2:45 pmCommitEach person leaves with 3 moves for the next 30 days. The team leaves with the target list and one deal plan.Mark and MattNo page. The team writes this one on the day.
3:30 pmDay ends

Who is in the room

Two hosts, one working day. Mark leads blocks 1 to 4, Matt leads blocks 5 and 6, and both run Commit.

Mark LaCour
Mark LaCour
Founder, Oil & Gas Global Network (OGGN)

Leads what you are selling, how operators buy, winning before the RFP, and the objection drills. Co-host and co-author of Oil & Gas Sales & Marketing.

Matthew Bertram
Matthew Bertram
Co-host and co-author

Leads the target list and AI in your sales motion. Co-host and co-author of Oil & Gas Sales & Marketing.

102 episodes of the Oil & Gas Sales & Marketing Podcast since 2023, and the book on Amazon.

Three formats

All three are for up to 25 people.

The three workshop formats
FormatBlocksHoursAfter the day
Half day1 What you are actually selling, 3 Win before the RFP, 4 Objection drills, and Commit8:30 am to 12:30 pmThe book for every attendee
Full dayAll seven blocks8:30 am to 3:30 pmThe book for every attendee
Full day + 90 daysAll seven blocks8:30 am to 3:30 pmThree monthly 60-minute group calls on the deals from the day, and the book for every attendee

Tell ModalPoint which format you want →

No price is published here. Fees depend on the format and are discussed on the first call.

What happens after you ask

Four steps from this page to the day

  1. You ask. The button below opens ModalPoint’s contact page, the same one the rest of this site uses. Fill in the form, and in the “How Can We Help?” box write “Workshop” and how many people are on your team. If you book a time on the calendar there instead, send the form as well, so the call starts on the workshop.
  2. You hear back. ModalPoint replies within one business day. The first conversation is a 30-minute call, with no obligation either way. ModalPoint offers a mutual NDA before any substantive conversation about your deals.
  3. You prepare. If you go ahead: one 30-minute call with the buyer two weeks before the day, plus a five-question form covering team roles, three live deals, the objections you hear most, RFPs due in the next 90 days, and what marketing produces today.
  4. You get the day. No custom slides. The day runs on the pages above and on your own deals.
Ask about a workshop →