Podcasts · Business

Oil and Gas Sales and Marketing Podcast

Mark LaCour and Matt Bertram

105 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 2 of 3

  1. The New ABB w/Guest Anand Jha | Ep 54

    · 27 min

    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…

  2. Marketing and Comms. The Importance of Collaboration w/Guest Kevin Condron | Ep 53

    · 33 min

    Mark and Matt are joined by Kevin Condron, Global Marketing Leader, Industrial & Distribution Sectors at IBM. Learn about the importance of marketing and comms working together to ensure collaboration, consistency,…

  3. More Than Just a Vendor – Be a Peer and Problem Solver | Ep 52

    · 34 min

    In this conversation, Mark and Matt discuss the importance of mindset in sales and marketing in the oil and gas industry. They emphasize the need for mental health and self-care, as well as the transfer of enthusiasm…

  4. The New Sales Debate: Audio-Only vs Video Podcasts w/Guest Rory Nolan | Ep 51

    · 30 min

    Mark, Matt and Rory discuss the power of storytelling in sales and marketing and how it can be effectively used in podcasts. They explore the benefits of podcasting as a medium for building trust and connecting with an…

  5. Push Pull Marketing for Sales w/guest Nick Loise | Ep 50

    Mark and Matt learn a lot from Nick about push pull marketing for sales, how to get everybody on the same side of the table, what bad LinkedIn content looks like and marching orders for SDR’s in 2024. Plus, Nick is…

  6. Selling From the Stage. How to be Seen as the Thought Leader part one | Ep 49

    · 26 min

    Mark and Matt discuss how not to be seen as a vendor but as a thought leader in your space, how to generate high-quality leads at scale, where you can grab a bite to eat and hear these two going into much further…

  7. The Power of Hybrid Events, with guests Trae Stanley and Benjamin Jansen with Audion | Ep 48

    · 27 min

    Mark and Matt learn how Trey, Benjamin and their company Audion bring in people from all over the world remotely, deliver high-quality video and audio and produce events that are part in person and part remote. Learn…

  8. Transition: Dealing with Sales Changes w/guest Michel Prive | Ep 47

    · 34 min

    Mark and Matt have a great conversation with Michel Prive on why changes happen in the sales arena and what sales leaders need to do to reset their sales strategy, course correct their team\’s activity, and how to…

  9. Virtual Showrooms with guests Ben and Jason from Quake Marketing Group | Ep 46

    · 27 min

    Matt and Mark have a fascinating discussion with Ben and Jason with Quake Marketing Group, about their virtual showrooms. This is not what you\’re thinking, but a very easy and dynamic way to show off your company\’s…

  10. Account Based Marketing | Ep 45

    · 34 min

    Mark and Matt are back with Todd and Ian with Fifth Ring, and explore ABM. What most people get wrong, how to do it right, the tech stack, storytelling and how to personalize your approach. All to ensure that you get…

  11. Lack of Brand Awareness. What to Do About It | Ep 44

    · 24 min

    Mark and Matt discuss what it takes to maintain a strong presence in the minds of your target audience, building brand loyalty and influencing your buyers, how to measure brand awareness, engaging with online…

  12. Owning the Space with Guests from Fifth Ring | Ep 43

    · 29 min

    Mark and Matt sit down with Todd and Ian with Fifth Ring and discuss the ways to ensure your brand can clearly communicate what differentiates you from your competitors, why the low-price leader does not like being the…

  13. Shortening the Sales Cycle | Ep 42

    · 32 min

    Mark and Matt hang out at Buzz and Bites and discuss charging for scope creep, calendar technology, talking to the right person, how you should own and control the sales process, making it easy for your customer to…

  14. The Pendulum has Swung Back with Guest Fifth Ring | Ep 41

    · 25 min

    Mark and Matt sit down with Todd and Ian with Fifth Ring and discuss how the views and perception around oil and gas is changing both in the EU and the US, the importance of staying true to who you are, and how…

  15. Trade Show Demos. How to Do It Right! | Ep 40

    · 30 min

    Best practices on running demos at your trade show booth. What to do, what not to do and how to follow up. Plus, how to attract engineers to your booth AND we are now looking for a new sponsor for this podcast!…

  16. Hitting the Ground Running for 2024 | Ep 39

    · 27 min

    A bunch of actionable tips and techniques to make sure you achieve your goals in sales and marketing for 2024. Plus learn who Marks dream client is, which OGGN podcast is selling the most merch and how to make sure…

  17. Story Telling | Ep 38

    · 33 min

    Learn the power of storytelling for both sales and marketing, the difference between storytelling and content marketing, the hero’s journey and why Mark waters up sometimes when watching TV. Matt’s books mentioned:…

  18. You Have the Meeting, So Now What? With Guest Warren Spiwak | Ep 37

    · 53 min

    Mark and Matt are joined by Warren, host of the Oil and Gas Pitch Podcast and they discuss what to do (and what not to do) when you secure that first important prospect meeting. Plus learn what Gelotophobia is and how…

  19. The OGGN Holiday Special | Ep 36

    · 6:48

    Warm thoughts and good cheer from your favorite bunch of oil and energy podcast hosts. *** Watch the VIDEO here *** Brought to you on OGGN, the largest and most listened-to podcast network for the oil and energy…

  20. Using Data for Sales Teams Success | Ep 35

    · 30 min

    Mark and Matt are joined by Sarah Downs from Doqaru and discuss improving sales processes, how to recruit salespeople effectively and using data and insight to close more sales. Plus, why was Mark on the big screen in…

  21. Lessons learned from Victoria’s Secret

    Mark and Matt are joined by Bella from Midnight Marketing and discuss the connection between DE&I and Victoria’s Secret losing its core buyers, how that relates to the Oil and Gas industry and why Bella brought an…

  22. A Triple Win with Guest Cohen McHale-Fleming | Ep 33

    · 26 min

    Mark and Matt fight some bandwidth issues, but the conversation with Cohen is pure gold around using marketing’s triple win to benefit yourself, your clients, and another company who shares your same audience. Cohen’s…

  23. Email Automation. Not Just for Marketers. | Ep 032

    · 27 min

    Matt and Mark discuss email automation and how it can help generate sales, best practices, common tools and most importantly, what not to do! Brought to you on OGGN, the largest and most listened-to podcast network…

  24. Competitive research | Ep 31

    · 28 min

    Matt teaches Mark how to do research on your competitors – their pricing, tactics and customers. Plus, Mark drops a gold mine of a tip on what you should do when you lose an RFP. This episode is made possible by RigER…

  25. Is Cold Calling Dead and if Not, How Do You Go About It Effectively? With Guest Michael Pedone | Ep 30

    · 31 min

    Mark and Matt learn a ton about cold calling to generate business, from the master himself Michael Pedone. Learn the process, tactics, and metrics that work in today’s social selling world. Plus, what to look for when…

  26. Keyword Research and How to Rank in Google | Ep 29

    · 32 min

    Mark and Matt discuss driving sales by ranking organically for searches in Google, websites, long tail key phrases and how you can take business away from your competitors! This episode is made possible by RigER Sign…

  27. Analytics and Listing tools | Ep 28

    · 35 min

    Matt teaches Mark the difference between analytics and listening tools, learn which prospects are coming to your website, understand what your competitors are doing better than you, generate very warm leads, and Mark…

  28. Local Sales and Marketing, Plus Saving Marriages | Ep 27

    · 38 min

    Mark and Matt discuss how to promote your local brick-and-mortar business, what you can do to generate more sales and how to use marketing to drive people into your store. Plus, for the first time ever we saved a…

  29. CRM. The Good, the Bad and the Ugly | Ep 26

    · 32 min

    Mark and Matt expose the truth about CRM systems and how most are not valuable to the frontline sales people. They also discuss best practices, processes and techniques to make your CRM your second-best friend. This…

  30. Sales compensation plans, not just for sales people | Ep 25

    · 31 min

    Join Mark and Matt as they learn from Greg Crabtree the proper way to set up sales compensation plans, that revenue is not important, but margins are and what happens to sales people when their bellies are full. This…

  31. Account Based Selling: A deep dive into strategies and success stories | Ep 24

    · 30 min

    Mark and Matt discuss what account based selling (ABS) is, and what are the benefits? Plus, how to properly implement this technique and why Matt is sad that he no longer will get free gadgets. This episode is made…

  32. Becoming a Thought Leader | Ep 23

    · 32 min

    Mark and Matt discuss the benefits of becoming a thought leader, how to get there, and giving away valuable stuff for free. This episode is made possible by RigER Mark LaCour | Matt Bertram OGGN LinkedIn | Facebook…

  33. How to Sell Engineered Products | Ep 22

    · 38 min

    Mark and Matt talk with Chris Kapp and discuss how selling engineered products to the Oil and Gas industry is different than other B2B sales, the relationship between the sales process and business strategy, and how…

  34. Virtual Assistants, Best Practices for Success – Ep 21

    · 35 min

    Mark and Matt talk through the process of finding, hiring and training a virtual assistant, to free up your time to do more impactful work. Learn what you should be paying and how to keep from being ripped off. Plus…

  35. Coaching or managing your sales and marketing team? One is much better than the other! – Ep 20

    · 38 min

    Mark and Matt interview Bill Morrison, one of the best sales coaches in the world according to Mark. But they do get a little sidetracked with personas, the definition of marketing in 2023 and driving revenue. Get in…

  36. Working from Home, The Ninja Edition – Ep 19

    · 31 min

    Mark and Matt talk through what it takes to level up your work from home game. Plus, a surprising but extremely good product review. Product Review Auxiwa Clip on Selfie Ring Light [Rechargeable Battery] with 36 LED…

  37. How to be an Effective One Person Marketing Team – Ep 18

    · 32 min

    While Matt is on vacation, Mark and Jordan talk through the steps necessary to make you a successful one-person marketing team. Plus, a team Apple endorsement and Jordan’s chatGPT blunder. Jordan Yates Her OGGN…

  38. Developing a Shared Vision for Your Sales and Marketing Team – Ep 17

    · 32 min

    Mark and Matt discuss how to develop and implement a shared vision to bring your marketing and sales teams together. Plus learn how Mark learned to sandbag deals after being placed on a PIP. Mark LaCour Matt Bertram…

  39. A Day in the CRO Life and Matt’s Grumbling Pays Off – Ep 16

    · 40 min

    This week Mark and Matt interview Jeremiah Woodford, the CRO of IFS and discuss strategy, managing a sales team, working with marketing and one good piece of advice. Plus, Matt gets his own ring presenter. Jeremiah…

  40. How to Sell and Win Against Bigger Competitors – Ep 15

    · 38 min

    This week Mark and Matt explain how to compete and win against with much bigger competitors, and how MMA strategy plays a crucial role in scoring those big contracts. Product Reviewed AMERTEER Bluetooth Wireless…

  41. The Sales Funnel and How it Relates to Marketing Strategy – Ep 14

    · 31 min

    Learn what a sales funnel is, how and where marketing can help you move from prospect to customer, and get a few thousand dollars’ worth of free consulting from Mark and Matt. Mark LaCour Matt Bertram OGGN LinkedIn…

  42. The Fundamentals. How to Add New Logo’s and Customers – Ep 13

    · 42 min

    In this episode, Mark and Matt talk through everything from dream clients to how to prospect when wanting to add new logos and customers to your book of business. Mark LaCour Matt Bertram OGGN LinkedIn OGGN…

  43. Live from OTC – Conferences and Business Development – Ep 12

    · 24 min

    This week Mark chats with Michael and Nikolai about their conference strategy, tips on being a professional salesperson and they somehow turn Rigers Marketing Director, Dasha into a drinking game. Guests Michael…

  44. The role of customer relationships in both marketing and sales – Ep 11

    · 32 min

    Mark and Matt go deep into the importance of customer relationships, what they are, why they are important and how to build them. Plus, Mark learns not to use the word affiliate with Matt! Connect with us on LinkedIn…

  45. Strategies for Lead Generation – Ep 10

    · 34 min

    Mark and Matt talk about how to generate leads for sales including trading leads at conferences, utilizing the speaking circuit and how to cold call (but not on the telephone). OGGN Industry Mixer Thur April 27:…

  46. Effective content marketing strategies and how they can support sales efforts – Ep 9

    · 27 min

    Matt and Mark start with how to use content marketing to sell podcasts and somehow finish by selling pipe in the oilfield. Plus, a really bad LinkedIn fail. This episode is made possible by RigER Enjoying the show?…

  47. Champions. How to find them and why you need them – Ep 8

    · 28 min

    Mark and Matt discuss why you need a champion in a deal, how to identify and educate them and make sure they prefer working with you over the competition. Connect with us on LinkedIn or your social channel of choice…

  48. Referrals. Why, How and When? – Ep 7

    · 29 min

    Mark and Matt discuss how to build a referral machine to drive easy sales, the Bahamas and double thumbs up for OneWorld 65. Product Reviewed OneWorld 65 Connect with us https://www.linkedin.com/company/oggn/…

  49. Oil and Gas Sales Basics. Not just for Newbies – Ep 6

    · 32 min

    Mark and Matt discuss sales 101 tips and how marketing can amplify their effectiveness. https://www.linkedin.com/company/oggn/ https://www.facebook.com/oilandgasglobalnetwork/ https://twitter.com/OfficialOGGN…

  50. API, SEO and Thought Leadership – Ep 5

    · 29 min

    Mark and Matt discuss the recent marketing panel on how to drive sales, that took place at the API luncheon in Houston. Plus, how being seen as a thought leader has your prospects paying for you to meet with them.…

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