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From Oil Rigs to Boardrooms: Sales, Strategy & Self-Leadership in Energy

From Oil Rigs to Boardrooms: Sales, Strategy & Self-Leadership in Energy

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 In this episode of Executive Connect, host Melissa Aarskaug talks with Justin Vandenbrink, President
of Mercenary Sales, about his journey from the rugged oil rigs of Canada to the polished boardrooms of
Houston. Justin shares how a foundation in geology and a passion for building authentic relationships
helped him shift from technical roles to high-level business development.
Key insights include:
● How to pivot from field operations to executive sales.
● Why building trust beats “closing the deal.”
● The shift from transactional selling to consultative partnerships in upstream oil & gas.
● How Justin balances high-performance selling with mental wellness.
● The future of work in the energy sector: project-based roles over permanent hires.
Whether you're in the trenches of oil & gas or leading a team through change, Justin offers real-world
strategies on building credibility, leading yourself, and creating long-term client value.

Chapters:
1. [00:00] From Geologist to CEO Whisperer
Justin’s origin story from field geology to business development.
2. [05:00] Taking the Leap: Canada to Houston
How a candid moment with leadership changed his career path.
3. [07:00] Sales Isn’t Selling—It’s Strategy
Redefining sales as relationship-building in complex industries.
4. [11:00] Navigating Tech Shifts & Client Needs
Adapting to software’s growing role in upstream oil & gas.
5. [15:00] High-Trust Selling for High-Stakes Clients
Earning credibility by telling hard truths.
6. [18:00] Wellness in the Hustle
How to avoid burnout while chasing sales goals.
7. [22:00] Lead Yourself First
The art of time blocking, focus, and managing your own performance.
8. [28:00] When Selling Looks Effortless
Why good salespeople make it look too easy—and what’s behind it.
9. [32:00] Rethinking the Sales Process
Justin’s idea for a vendor “casting call” to streamline upstream sales.
10. [36:00] Future of Work in Oil & Gas
Why project-based roles might be the future—and how to thrive in them.
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