A timing answer, and often an honest one. Large buyers plan capital a year out and some run fiscal years that do not match the calendar, so the deal is real but sits in a different year than your forecast says.
“Ask about the capital planning calendar. Your buyers will know what that is. Don't ask on a fifth or sixth time you talk to them. The very first call, when everybody calls a discovery call, that should be one of your questions.”
Source: How to Accelerate Deal Closure in Oil and Gas, episode 98 of the Oil & Gas Sales & Marketing Podcast.
“because of that capital budget cycle, they may not be able to buy until 2027. Now, it doesn't mean you can't sell them, but it changes the deal flow completely”
Source: How to Accelerate Deal Closure in Oil and Gas, episode 98 of the Oil & Gas Sales & Marketing Podcast.
“a lot of times they're trying to spend all their money by the end of the year, right? So they keep the same budget for next year. And so I've run across that a lot in November, December.”
Source: Educating your buyers and reaching the decision-making team, episode 4 of the Oil & Gas Sales & Marketing Podcast.
Where this sits in the year: the budget calendar.
Heard one that is not here? Search the episodes, or see every objection.
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.