Over the past 20 years, TLE has covered pioneers, wildcatters, innovators, etc. who played key roles in transforming the energy business through the development and employment of advanced geophysical technologies. However, one group of professionals that gets little respect are the salespeople. They provide an important link between the developers and end-users. Service companies have always had to stay ahead of the technology curve to remain in business. Thus, these companies relied on their sales staff to be on the front line to sell technical services to the independents and major oil companies.

Today, a growing percentage of the sales...

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