# The Energy Growth Playbook

> The Oil & Gas Sales & Marketing Podcast, and the book, for energy leaders.

The Energy Growth Playbook is the home of the Oil & Gas Sales & Marketing Podcast (102 episodes), hosted by Mark LaCour and Matthew Bertram on the Oil & Gas Global Network (OGGN). It is the companion to the book 'Oil & Gas Sales & Marketing: The Energy Growth Playbook for Oil and Gas Leaders.'

## Key pages
- Selling in oil and gas (8-lesson course for new salespeople, every claim sourced to an episode): https://energygrowthplaybook.com/selling-in-oil-and-gas/
- Field guide (8 sales situations and what to do in each): https://energygrowthplaybook.com/field-guide/
- AI in oil and gas sales (6 questions answered from the episodes): https://energygrowthplaybook.com/ai-in-oil-and-gas-sales/
- Objection library (10 buyer objections, handling quoted verbatim from the episodes): https://energygrowthplaybook.com/objections/
- When do oil and gas operators set budgets? (budget-cycle calendar): https://energygrowthplaybook.com/budget-calendar/
- All episodes: https://energygrowthplaybook.com/podcast/
- Answers (how energy companies buy, sell & market): https://energygrowthplaybook.com/answers/
- Topics (clustered by theme): https://energygrowthplaybook.com/topics/
- Glossary (O&G sales/marketing terms): https://energygrowthplaybook.com/glossary/
- The book: https://energygrowthplaybook.com/book/
- Hosts (Mark LaCour, Matthew Bertram): https://energygrowthplaybook.com/host/
- About: https://energygrowthplaybook.com/about/

## The course, lesson by lesson
- Lesson 1: What you are actually selling (source: episode 6): https://energygrowthplaybook.com/selling-in-oil-and-gas/what-you-are-selling/
- Lesson 2: Know before you call (source: episode 6): https://energygrowthplaybook.com/selling-in-oil-and-gas/know-before-you-call/
- Lesson 3: The target list (source: episode 13): https://energygrowthplaybook.com/selling-in-oil-and-gas/the-target-list/
- Lesson 4: Where deals stick (source: episode 14): https://energygrowthplaybook.com/selling-in-oil-and-gas/where-deals-stick/
- Lesson 5: Filling the funnel (source: episode 10): https://energygrowthplaybook.com/selling-in-oil-and-gas/filling-the-funnel/
- Lesson 6: Picking up the phone (source: episode 30): https://energygrowthplaybook.com/selling-in-oil-and-gas/picking-up-the-phone/
- Lesson 7: Asking before you deliver (source: episode 7): https://energygrowthplaybook.com/selling-in-oil-and-gas/ask-at-the-right-moment/
- Lesson 8: When to walk away (source: episode 102): https://energygrowthplaybook.com/selling-in-oil-and-gas/when-to-walk-away/

## Field guide, situation by situation
- An RFP landed and it is turning into a price race (source: episode 77): https://energygrowthplaybook.com/field-guide/rfp-price-race/
- You are demoing at a trade show (source: episode 40): https://energygrowthplaybook.com/field-guide/trade-show-demo/
- The deal has gone quiet (source: episode 14): https://energygrowthplaybook.com/field-guide/deal-gone-quiet/
- They want extras, and they have not signed yet (source: episode 102): https://energygrowthplaybook.com/field-guide/extras-before-signing/
- You need a case study, testimonial or referral (source: episode 7): https://energygrowthplaybook.com/field-guide/need-the-testimonial/
- You are being told to put it all in the CRM (source: episode 87): https://energygrowthplaybook.com/field-guide/crm-resistance/
- They are pushing hard on price (source: episode 70): https://energygrowthplaybook.com/field-guide/pushed-on-price/
- You have no leads this month (source: episode 10): https://energygrowthplaybook.com/field-guide/no-leads-this-month/

## AI in oil and gas sales, question by question
- Does AI replace salespeople in oil and gas? (source: episode 81): https://energygrowthplaybook.com/ai-in-oil-and-gas-sales/does-ai-replace-salespeople-in-energy/
- What does agentic AI actually mean for a sales team? (source: episode 74): https://energygrowthplaybook.com/ai-in-oil-and-gas-sales/what-agentic-ai-actually-means-in-sales/
- Why do AI projects stall inside energy companies? (source: episode 95): https://energygrowthplaybook.com/ai-in-oil-and-gas-sales/where-ai-projects-stall-in-energy-companies/
- What can AI not do for an energy marketing team? (source: episode 95): https://energygrowthplaybook.com/ai-in-oil-and-gas-sales/what-ai-cannot-do-for-oilfield-marketing/
- Do we need to clean up our data before using AI? (source: episode 92): https://energygrowthplaybook.com/ai-in-oil-and-gas-sales/does-ai-need-clean-data-first/
- Should we make our AI sound human? (source: episode 90): https://energygrowthplaybook.com/ai-in-oil-and-gas-sales/should-ai-sound-human-in-outreach/

## Objection library, objection by objection
- "We don't have it in the budget." (sources: episodes 3, 4): https://energygrowthplaybook.com/objections/no-budget/
- "Come back when next year's budget is set." (sources: episodes 4, 98): https://energygrowthplaybook.com/objections/not-until-next-year/
- "Send the MSA over and we'll run it through legal." (sources: episodes 42, 70, 98): https://energygrowthplaybook.com/objections/send-the-msa/
- "We already have a vendor for that." (sources: episodes 10, 80): https://energygrowthplaybook.com/objections/we-have-a-vendor/
- "Just send me some information." (sources: episodes 42): https://energygrowthplaybook.com/objections/send-me-information/
- "Just respond to the RFP like everyone else." (sources: episodes 13, 31, 70): https://energygrowthplaybook.com/objections/respond-to-the-rfp/
- "Your price is too high." (sources: episodes 3, 15, 70, 77): https://energygrowthplaybook.com/objections/price-too-high/
- "I'll have to run it by the team." (sources: episodes 13, 98): https://energygrowthplaybook.com/objections/not-the-decision-maker/
- "We stick with the names we know." (sources: episodes 63, 100): https://energygrowthplaybook.com/objections/nobody-gets-fired/
- "Can you run a pilot for us first, at no cost?" (sources: episodes 98, 100): https://energygrowthplaybook.com/objections/free-pilot/

## Related entities
- Matthew Bertram (host): https://matthewbertram.com
- EWR Digital (co-producer; AI-search & growth consultancy for oil & gas): https://www.ewrdigital.com
- ModalPoint (go-to-market intelligence for selling into oil & gas, and AI decision governance): https://modalpoint.com
  - How oil & gas companies buy: https://modalpoint.com/how-oil-and-gas-companies-buy/
  - AI decision governance: https://modalpoint.com/ai-decision-governance/
- Oil & Gas Global Network: https://oggn.com

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