Choosing Oil and Gas Sales Experts14 Questions

If your looking to hire an Oil & Gas sales expert or any other type of oil and gas consultant to help your business sell into the Oil and Gas industry, here are 14 questions to insure your success.

We suggest that a quality consultant would get about 70% of these correct, but you should be able to tell rather quickly if your talking with a company (or individual) that can actually move the needle.

For a deeper dive with much more useful info, click on the link in the last slide for the companion video & article.

1. Have they ever been offshore?

Up to 70% of the spend in this industry is offshore. How can you really know this industry if you have never been there?

2. What oil & gas organizations are they members of?

This industry is relationship based and very political. If your not active in the right organizations, you are seen as an outsider.

3. Can they name the 4 segments of the industry and explain the differences?

The 4 segments have different business drivers and cultures. Most people that know Upstream have no clue about Downstream. And Vice Versa.

UpstreamMidstream

DownstreamService

4. Can they explain how oil gets from the ground to the fuel tank of your car?

The process is very complex with multiple points of revenue possibilities. If you cannot at a high level explain the journey a drop of oil takes from being discovered until becoming fuel, do you really know this industry?

5. Can they give you a current picture of what's going on in the oil and gas industry geopolitically?

Crude oil is one of the few truly global commodities, and understanding what is going on geopolitically is critical to understanding your points of entry. And ultimately your success.

6. Can they define NOC, Super major, fracking, BOP, Tree & Pig?

This industry is full of unique processes, materials, skill sets and lingo. How can you possible communicate within this industry if you don’t speak the language?

7. Do they have a successful background generating revenue from the oil and gas industry (not just a sales or marketing background)?

Having Oil & Gas sales or marketing experience is radically different than having experience helping other companies generate a revenue stream from the Oil & Gas industry.

8. Do they have a location in or near Houston TX?

Houston is not just the US center of the Oil & Gas universe. It is the global epicenter of the Oil & Gas world. If you don’t have a presence in the global center of Oil & Gas, how can your truly maneuver within this complex industry?

9. Do they have a passport (experienced in international business)?

This industry global (not international) and you must know and have experience working within the different business cultures & practices of Middle East, Africa, Europe, Central & South America and AsiaPAC or you will not be successful.

10. Do they have existing client success stories?

Really no elaboration needed. If they cannot provide you with client success stories – run away as fast as you can!

11. Can they explain why the oil and gas industry is different than any other vertical?

Hint – in this industry when you make a mistake people die! Plus you have an enormous negative environmental impact that drives shareholder value into the ground.

12. Do they give you lump sum pricing?

If they know what they are doing they should easily be able to give you lump sum pricing. If they want to charge you an hourly or day rate, what is their real motivation?

13. Can they articulate the process they use?

If they cannot, Why? Are they using you as part of a learning experience for themselves? Once again – Run!

14. Are they total detached from closing a deal?

Is their goal to help you and your company, or close a deal? If closing a deal is their first priority, that means you are their second. And that is not a recipe for success…

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The Oil and Gas Sales Experts http://modalpoint.com

Click here for the companion video & article