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Workshop: Selling to the Energy Industry (2 Day)

So You Want to Sell Your Products/Services to the Energy Industry

Two Powerful Days that will Transform your Organization’s ability to market into an energy company. Available as:

  • Instructor Facilitated
  • Online or e-Learning

The Opportunity

The oil and gas industry is undergoing a major transformation. The sector faces a number of challenges including but not limited to weak commodity trading ranges, global warming, geopolitical uncertainty, safety culture and access to the capital markets. Moreover, technological change is rapid across most disciplines. The sector needs your help and if you can convince them that you offer a high Economic Value your chances of success are very good.

While this workshop is rooted in the energy sector it is applicable to all firms in Homeland Security’s Critical Infrastructure Sectors.

In this high impact, two-day executive seminar executives and others responsible generating and sustaining revenue streams with high margins can take their sales to the next level. Led by Dr. Scott Shemwell, an acknowledged leader in global sales and field operations you will learn more in two days than you thought possible.

Has your organization gone to a major trade show and left feeling it was a waste of time and money? It need not be. The industry wants your solution but you need to get your message out in a way buyers can understand. We will show you how!

Typical Workshop

Please note that RRI can tailor this workshop to meet specific client requirements.

Details

Following the Introduction and Overview of the day, we will jump right into this high impact program.

Define the Industry and Its Key Drivers

During this hour, we will define the following terms as well as provide background on the transformation underway, other industry and economic drivers as well as case studies of industry response and expectations.

    

  • Operational Excellence
  • Digitalizatinon
  • Safety and Environmental Management Systems (SEMS)
  • High Reliability Management
  • Culture of Safety
  • Operations Management System (OMS)
  • Asset Management
  • Other (as appropriate)

Closing the Complex Sale

A proven methodology that will guide you from prospect to long-term customer. Participants will also learn how to use the RRI Economic Value Proposition Matrix(RM) model.

Role of Culture in Sales

Learn how to discover the Learn how to discover the nuances of organizational cultural interactions. Included is the opportunity to use the RRI Cross Cultural Selling online Serious Game. This is a proven training tool.

Team Exercises/Presentations

These hands-on sessions are designed to immerse the participants in real world driven processes. For both sessions, small teams are formed to

address scenarios designed to raise real issues and develop material solutions. Depending on the number of participants, it is expected that each team will address a different issue

At the end of the exercise, each team will present its findings and recommendations. Input, feedback and discussion will be provided by the class. This will enhance the learning for the all attendees.

Building Your Economic Value Proposition

During this exercise, the team will design a Culture of Safety Framework for their organization. Using provided workbook materials and a

framework model, the team will develop a frame and implementation criteria that can be used as the basis of your company operations.

Developing Your Sales Strategy

Take what you have learned and leave the workshop ready o engage with you clients in a meaningful way and close the deal!

Cross Cultural Serious Game

This game is a training tool designed to increase cultural and diversity awareness in the work place environment. It is the result of over two decades of development and testing. One scenario provides students the opportunity to sell a portfoko of products to customers with a different culture

For additional information, check out the following:

Who Should Attend

The requirements to generate profitable revenue affects all levels of the organization. Senior executives as well as those specifically charged with sa;e and customer services should attend. These include the following positions as well as your key ecosystem partners.

Operators & Service Companies

  • C-Level Individuals
  • Line of Business Executives
  • Engineering
  • Sales Management
  • Field Operations
  • Customer Services

Others

  • Legal
  • HR/Consultants
  • Training
  • Regulatory Agencies
  • Ecosystem Members
  • Interested Parties

What You Will Learn

This session will provide participants with a comprehensive overview of how your organizations can add value to energy clients during this critical period, as well as hands on experience developing solutions to address this matter. Upon completion, you will be able to:

  • Explain and train your organization to generate profitable revenue in this sector
  • Design, develop, implement and sustain an effective Selling Strategy    
  • Develop a Demonstrable, Believable, Defendable Economic Value Proposition

Ready, Set, Go

Can’t get everyone at the same place and time?

Ask about our Online or e-Learning Versions.

In addition to the Workshop materials including links to relevant web based references, each participant will receive the e–version of Dr. Shemwell’s book,

A Safety Culture is critical for all organizations in the energy ecosystem. This timely book tells you everything you need to know to assist your customers meet their individual KPIs.

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