Oil and Gas Sales and Marketing Podcast
Mark LaCour and Matt Bertram
104 episodes
Co-hosts Mark LaCour and Matthew Bertram bring oil and gas sales and marketing leaders the strategies that actually move deals. From AI adoption in upstream and oilfield services to how AI answer engines now decide which energy companies get recommended, every episode turns hard-won tactics into something you can use this week.
Episodes page 1 of 3
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What I Learned Marketing to Oil and Gas: NavVis’s Nilu Tells All | Ep 104
In this episode, we explore the challenges and opportunities for new marketers entering the oil and gas industry, with insights from Nilu of Navis. We discuss digital transformation, brand building, and the impact of…
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The Future of Marketing in 2027: AI Ate Search, Now What? | Ep 103
In this episode, Matt Bertram and Mark LaCour explore the future of marketing in 2027, focusing on AI, search engine evolution, and strategic positioning for enterprise marketing leaders. They discuss how AI is…
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Amazing AI-Powered Personalized Outreach that Works! Plus New Sponsor | Ep 103
In this episode, we explore how kaarvi.ai is revolutionizing sales and marketing in the oil and gas industry through AI-driven personalized outreach, lead scoring, and real-time analytics. It’s so good that it fooled…
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When to Say No to a Deal and Toxic Customers | Ep 102
In this episode, Mark LaCour and Matt Bertram explore when to say no to deals, how to offboard toxic customers, and strategies for better sales and client management. They share practical tips on scope creep,…
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What is producing monster results in 2026 | Ep 101
In this episode, Mark LaCour and Matt Bertram share their top strategies for 2026 that are driving monster results in sales and marketing within the oil and gas industry. They discuss innovative approaches like…
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Breaking into Oil and Gas, a Five Step Process | Ep 100
In this episode, Mark LaCour and Matthew Bertram share expert insights when answering a listeners question about selling into the oil and gas industry when you’ve never done it before. They discuss establishing trust,…
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Justifying Your Marketing Budget to the CFO | Ep 99
In this episode, Mark LaCour and Matthew Bertram discuss how oil field service companies can justify marketing budgets without relying on traditional lead metrics. They explore effective strategies for aligning…
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How to Accelerate Deal Closure in Oil and Gas | Ep 98
In this episode, Mark LaCour and Matthew Bertram discuss essential sales fundamentals for enterprise deals in the oil and gas industry, addressing common pitfalls and practical strategies to accelerate deal closure.…
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Mastering Buyer Champions: The Secret Weapon in Modern Sales | Ep 97
In this episode, Mark LaCour and Matthew Bertram explore the concept of buyer champions, their importance in modern sales, and how to effectively empower and leverage them to close deals faster and more efficiently.…
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Revolutionizing Sales Leadership with AI and Data | Ep 96
In this episode, Matthew and Mark discuss how AI and technology are transforming sales leadership, training, and customer engagement. They explore practical strategies for leveraging data, refining processes, and…
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AI and Data Governance: The Future of Sales and Marketing | Ep 95
In this episode, Mark LaCour and Matthew Bertram explore the transformative impact of AI on sales, marketing, and reputation management. They discuss how data governance, AI tools, and strategic insights are reshaping…
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Transforming Family Businesses with Systems and Data | Ep 94
In this episode, Thomas shares with Mark Lacour and Matthew Bertram insights on transforming small businesses, especially family-run operations, through structured systems, sales, and marketing strategies. Discover how…
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Mastering Enterprise Sales: Overcoming Buyer Hesitation
In this episode, Mark LaCour and Matthew Bertram explore the complexities of enterprise sales, buyer hesitation, and effective strategies for navigating decision-making groups. They share practical tips on managing…
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AI’s Impact on Oil & Gas Sales: 5 Key Strategies | Ep 92
In this episode, Mark LaCour and Matthew Bertram discuss the transformative impact of AI on oil and gas sales and marketing. They explore how AI enhances brand visibility, the importance of digital information…
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Transforming Headshots in a Virtual World | Ep 91
In this episode of the Sales and Marketing Podcast, Mark LaCour and Matthew Bertram discuss the evolution of their podcast and the launch of their new book focused on sales and marketing in the oil and gas industry.…
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RevOps That Works: Pricing Guardrails & Process Alignment | Ep 90
Matthew Bertram—digital strategist and fractional CMO—sits down with RevOps leader Wesleyne Whittaker to demystify revenue operations: aligning sales, marketing, CS, finance, and ops into a single profit engine. They…
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Align Sales & Marketing, Earn Authority, Win Search | Ep 89
Two industrial marketing strategists—host Matthew Bertram and Travis Ziebro—sit down to talk shop and show technical companies how to align sales and marketing messaging to win with engineers online. They dig into…
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Happy Holidays and we Published a Book!
In our latest episode, hosts Mark LaCour and Matthew Bertram reflect on a year filled with milestones, gratitude, and exciting developments in their professional journeys. Join us as we explore their experiences and…
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CRMs: Deal Engines, Not Data Graveyards | Ep 87
At the Sellwell Conference, Matthew Bertram, digital strategist and Fractional CMO sits down with Paul Fuller of Membrain to unpack why most CRMs become data graveyards—and how to turn them into deal engines. They…
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From Committee to Close: Winning Complex O&G Deals | EP 86
At the Sellwell Conference, host Matthew Bertram digital strategist and CMO sits down with change-management veteran Michael Wright to unpack how to win complex, multi-stakeholder deals in oil & gas. They dig into…
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[OGSM Template]From CRM Chaos to Closed Deals | Ep 85
Live from the Shell conference, this episode dives into how changing buyer behavior and AI are reshaping complex sales in oil & gas. We cover cleaning dirty CRMs, automating prospecting and meeting notes, using…
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Brand to Bottom Line: CX, CRM & Revenue Growth | Ep 85
Matthew Bertram, Digital Strategist and Fractional CMO sits down with Arnaud Dasprez, CEO of HexaGroup to unpack their shift from traditional B2B marketing to a full customer-experience (CX) agency for energy. They dig…
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Data Is the New Oil: Clean Data, Smarter Decisions | 83
In this episode of Matt Bertram, digital strategist and CMO, dives deep into the power of data in modern marketing and decision-making with Robin Sturgis. From the rise of AI analytics to the risks of bad or mislabeled…
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From Siloed Data to Smart Decisions with AI | Ep 82
At the Sellwell Conference, host Matt Bertram sits down with Ariana Smetana (Accel IQ Digital) to get practical about AI that actually moves the needle. They unpack how to integrate siloed CRM, ERP, and marketing data;…
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From CRM Chaos to Closed Deals | Ep 81
Live from the Shell conference, this episode dives into how changing buyer behavior and AI are reshaping complex sales in oil & gas. We cover cleaning dirty CRMs, automating prospecting and meeting notes, using…
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Say Less, Win More: Clear Messaging for Complex Deals | Ep 80
Live at the Sellwell Conference, Matthew Bertram and Katie (Murphy Marketing) unpack how to turn complex services into clear, buyer-ready messages. They cover interviewing customers to “pressure test” the pitch,…
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Selling into Oil Patch: The RevOps Playbook | Ep 78
Fractional CMO Richard Byrd joins Matthew Bertram to show how sales, marketing, and finance win together in oil & gas. Learn the RevOps moves that align messaging, use financial outcomes in pitches, and nurture…
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How to Win RFPs Without Competing on Price | Ep 77
In this episode of the Oil and Gas Sales Marketing Podcast by OGGN, host Matthew Bertram sits down with Lisa Prusak, CEO of Maxsari, to unpack how strong relationships—not just low bids—win RFPs and long-term business.…
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You Can’t Automate Passion: Engineering People | Ep 76
Laurie Perternal Hall a former NASA engineer turned executive coach who shares her journey from systems thinking to people transformation on the Oil and Gas Sales and Marketing Podcast. She explains why successful…
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Using AI to Drive Long-Form Sales | Ep 75
Episode Description: In this episode of Oil and Gas Sales and Marketing Podcast by OGGN, host Matthew Bertram sits down with Ian Uarte of Timbergrove at the Sell Well Conference in Houston to unpack the craft of…
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Harnessing AI for Sales Success | Ep 74
In this episode, Matthew Bertram and Steven Werley discuss the transformative impact of AI on sales and marketing, particularly in the oil and gas industry. They explore how AI can streamline sales processes, enhance…
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Transforming Oil and Gas Sales with ROI | Ep 73
In this episode, Mark LaCour, Matthew Bertram, and Stephanie Chavez discuss the significant changes in the oil and gas industry, particularly focusing on digital transformation and the evolving roles of sales and…
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The Intersection of Personal Branding and Corporate Identity | Ep 72
In this episode, we delve into the powerful synergy between personal branding and corporate identity. Discover how aligning your personal brand with your company’s values can enhance both your professional image and…
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Harnessing AI for Sales Success | Ep 71
In this conversation, Mark LaCour and Matthew Bertram discuss the transformative role of AI in sales and marketing. They explore practical applications of AI, including account-based selling, cold calling, and sales…
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Mastering Sales Negotiation: Insights from Saad A Saad | Ep 70
In this conversation, Mark and Matt are joined by Saad A Saad. Saad discusses the intricacies of sales negotiation, emphasizing the unique nature of negotiations in a sales context compared to other types. He…
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PR, Sales, Marketing: Their Roles in Oil and Gas Success | Ep 69
In this episode, Mark, Matt, David Saxe and Paige Donnell discuss the critical role of public relations (PR) in the oil and gas industry, emphasizing the distinction between PR, marketing, and crisis communication.…
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Harnessing Conferences for Business Growth | Ep 68
Live from OTC. Mark and Matt explore the evolving landscape of networking and business development, emphasizing the importance of in-person connections, the impact of social media, and effective strategies for…
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Building a Sales Team from Scratch (hint – start with marketing) | Ep 67
In this episode, Mark LaCour and Jordan Driskell discuss the critical elements of building a successful sales and marketing team from scratch. They emphasize the importance of starting with marketing to generate leads,…
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Mastering Sales Strategies for Global Accounts | 067
In this episode, Mark LaCour and Matthew Bertram discuss effective sales strategies for optimizing territory planning and account segmentation, particularly in complex global accounts. They emphasize the importance of…
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Building a Winning Sales Team with guest Jason Jeray from Oracle | Ep 65
In this episode, Mark LaCour and co-host Matt are joined by Jason Jeray. They discuss the intricacies of building and managing a successful sales team, particularly in the context of enterprise sales at Oracle. They…
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Disconnected Marketing w/guest Casey Cheshire | Ep 64
In this conversation, Mark LaCour and Casey Cheshire discuss the concept of disconnected marketing and the importance of reconnecting with customers. They explore how marketing and sales can benefit from direct…
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Mastering Sales Engagement Strategies | Ep 063
In this conversation, Mark LaCour and Matthew Bertram discuss the challenges and strategies of engaging prospects in sales. They reflect on the evolution of sales techniques from the 1990s to the present, emphasizing…
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How Animation Technology is Changing Marketing and Sales | Ep 062
In this episode of the Sales and Marketing Podcast, Mark LaCour engages with Peter Baxter and Jonathan from VSCO, a visualization company specializing in creating unique visualizations for various industries. They…
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Christmas Special 2024
In this festive OGGN Christmas Special, the hosts and co-hosts engage in a fun-filled quiz that tests their holiday knowledge. The conversation flows from introductions to a series of light-hearted trivia questions,…
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Ending the Year Strong Part 1of a 2 part series
In this episode, Mark and Matt discuss strategies for ending the year strong from a sales perspective. They emphasize the importance of cleaning up sales pipelines, building authentic relationships with clients, and…
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Ending the Year Strong Part 2 of a 2 part series | Ep 60
In this second part of a two part series Matt and Mark discuss strategies for marketing professionals to end the year strong. They emphasize the importance of cleaning up contact lists, preparing for performance…
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Leadership and Sales Success w/Guest Will Barron | Ep 58
In this episode, Mark and Matt chat with Will Barron and discuss the simplification of sales processes and the importance of aligning sales and marketing efforts. They explore the concept of sales as a game,…
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Own The Space w/Guest Ian Ord. Part 2 of 2 | Ep 57
In this 2-part series Mark, Matt and Ian from Fifth Ring discuss the evolving role of marketing in the C-suite, emphasizing the importance of data-driven strategies and predictive revenue. They explore the need for a…
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The Power of Influencer Marketing in the Oil and Gas Industry | Ep 55
In this conversation, Mark LaCour and Matt Bertram discuss the concept of influencer marketing in the oil and gas industry. They explain that influencer marketing involves leveraging the trust and credibility of…
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The New ABB w/Guest Anand Jha | Ep 54
This is not your grandfather’s ABB! Mark and Anand discuss strategies for positioning low-carbon technologies and services to traditional oil and gas clients, adapting pricing models and value propositions, building…
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