Show cover of Myths of Selling to Government

Myths of Selling to Government

Winning government contracts is, well, different from selling other markets. But, many of the myths about government selling are simply not true. In the Myths of Selling to Government podcast, we reveal the secrets about winning government contracts that only top performers know. Myths of Selling to Government is designed for busy sales professionals of all levels who seek success building their government sales pipeline and closing deals with local, state, and federal government. That, despite long sales cycles.Episodes are released every other week and are no more than eleven minutes. Each episode provides clear guidance and stimulates thought. The podcast is hosted by government contracting consultant Rick Wimberly, co-author of Seven Myths of Selling to Government (www.govselling.com).For example, we’ve learned over the years that, despite what a lot of people think, government business isn’t driven by government bids. It’s driven by relationships! And, there are special techniques for building relationships in government business development. We talk about those relationship-building techniques and much more in Myths of Selling to Government.

Tracks

Should You Be Cold Calling to Make Government Sales? The Debate Continues.
In our Myths of Selling to Government podcast and in our book, Seven Myths of Selling to Government, we've made it clear that we're not a fan of cold calling during the quest to win a government contract. We've reasoned that there are so many more things that must be done to get potential buyers' attention. But, we found a worthy opponent to debate whether cold calling can work in government sales. Mike Dombo of Kensington Sales Group does nothing but cold calls to government for his clients. He approaches cold calling in a different way than most people do. He's very unassuming and uses a key phrase in every call. The approach and phrase are unveiled in this episode of  Myths of Selling to Government podcast episode. 
06:49 11/29/2022
The Most Valuable Help You Can Get to Win a Government Contract
You can't go it alone when trying to win a government contract. The maze to win is complex, tricky and sometimes treacherous. In this episode of Myths of Selling to Government, host Rick Wimberly reveals the best help you can get to win. The help may not come from where you might think, and it's difficult to find. There are important rules and best practices to follow, but finding this help is critical.  No, we're not talking about hiring Government Selling Solutions as your help (but, we're available if you want to talk).
05:54 11/09/2022
Ways Grants Can Build Your Government Sales, a How To
The federal government spends over 500-Billion-dollars each year on grants for state and local government. That's a lot of money! And, grant awardees will buy a lot from vendors to spend the money. To say government sales is often driven by grant dollars is an understatement. In this episode of Myths of Selling to Government, host Rick Wimberly talks about making a nice living selling products and services to government agencies that used grant funds to buy. He shares a strategy for getting proactive in early stages to provide an advantage over others who are chasing the same grant dollars.
07:06 10/26/2022
Getting the Best Out of Your Government Sales Channel Partners
You know what's more frustrating than not having enough channel partners for your government sales efforts? Having partners that aren't helping you generate government sales revenue. In the Getting the Best Out of Your Government Sales Channel Partners episode of Myths of Selling to Government, host Rick Wimberly of Government Selling Solutions tells a story of how a company won partnerships with much, much larger government vendors. Then, the smaller company convinced the much larger companies to become aggressive in producing government sales revenue for the smaller company.   In this true story, Rick was skeptical  that the new larger partners would really give the smaller company a seat at the grown-up table until he saw it really work. What motivated these big companies? The question is answered in this episode of Myths of Selling to Government.
08:23 10/12/2022
When Your Boss Really Doesn't Understand Selling to the Government
It's bound to happen. A new boss or owner joins your company and doesn't really understand selling into local, state and federal government markets. They've been told the sales cycles are long, but when it comes down to it, they have a hard time grasping just how long and unpredictable they are. What do you do?In this episode of Myths of Selling to Government,  Rick Wimberly of Government Selling Solutions tells the story of a change at the top of one of his clients from someone who was patient and understood that government sales is different to one who didn't. In this episode, you'll get specific advice about what to do when you find yourself in this situation. 
06:28 09/02/2022
How to Make it Easy for the Government to Buy from You
It's easy to get wrapped up in the complexities of government procurement and selling to government. Yes, it can be complex. But, there are tricks of the trade that will make it easier for the government to do business with you, thus easier for you to win government contracts.Rick Wimberly and his guest discuss some of these tricks on this episode of Myths of Selling to Government. OK, they're not really tricks; they are things that you should be doing anyway.
08:44 08/23/2022
5 Tips to Follow When You’re Not First to the Race for Winning a Government Contract
What do you do when you're coming from behind in a government sales opportunity? Face it, all of your efforts to identify and pursue a government contract early in the sales cycle are not going to be successful every time. In this episode, host Rick Wimberly of Government Selling Solutions offers five come-from-behind tips after making the point that you can still win, even if your competition has a head start.
07:33 08/09/2022
Want to Hit Your Government Sales Forecast Every Time?
Of course, everyone wants to hit their government contracting forecast every time. It's not easy, perhaps impossible. Government procurement activity has strong potential to develop twists and turns that produce surprises. In fact, the biggest surprise is when there is no surprise. In this episode of Myths of Selling to Government, we disclose the only solution we've found in our many years of selling to government that counters the unpredictability of government sales. Join host Rick Wimberly of Government Selling Solutions as he unveils the secret... (which, as it turns out, is not really a secret after all). 
07:28 07/13/2022
Use Artificial Intelligence to Help You Get in Front of Government RFPs
We talk about it a lot. When trying to win government contracts, it's always better to get ahead of the procurement process, including Requests for Proposals.  By the time an RFP has been published, chances are good that procurement preferences have been established and a vendor, perhaps the incumbent contract holder, already has an advantage.New solutions are available that use artificial intelligence as a research tool to find out if an RFP is in the future for a particular product or service for the government. In this episode of Myths of Selling to Government, we talk with OnTopical, a Canadian company that uses artificial intelligence and spiders to find early stage discussion of a challenge government faces that could lead to a procurement of a particular product or service. The AI and spiders go beyond typical searches of government publications, meeting minutes and procurement announcements. In the episode, host Rick Wimberly of Government Selling Solutions, challenges his guest to explain how their tool supports some of the basic tenets GSS teaches in its podcasts and contract engagements.
09:52 06/28/2022
The Best Government Sales Prospect is the One Who Comes to You
How would you like government sales prospects to come to you? Wouldn't that be much better than you trying to cold call your way to a government contract? In this episode of Myths of Selling to Government with Government Selling Solution's Rick Wimberly, the successful government sales pro shares secrets to getting government sales prospects to seek you out as they look for a solution to a problem. Rick doesn't promise that a get-them-to-come to me strategy is less work than cold calling. It's not. But, the sales and marketing techniques surrounding the strategy help lead to government contracting success, produce well-qualified leads and shorten government sales cycles. For experienced and beginning government sales and marketing professionals.
07:45 06/07/2022
One of the Biggest Mistakes in Winning Government Contracts
There are many things that can go wrong when trying to close a sale to local, state or federal government. You can think you're well-positioned to close a particular deal you've been cultivating for months, only to find out right at the end of the sales cycle (or at least what you think is the end) that you're not as far along as you thought. You may have been seeing many buying signs, but still...We talk about these last-minute surprises, One of the Biggest Mistakes in Winning Government Contracts,  in this episode of Myths of Selling to Government hosted by Rick Wimberly. We also offer a solution. Hint: know more about the government client's purchasing process than your client coach does.
06:11 05/23/2022
What Really Makes Salespeople Tick When Selling to Government?
We often wonder what underlies the success of people trying to win government contracts. We posed the question (and others) to the best sales manager we've known. Dave Hanna figures he has managed over 300 salespeople in his years. Your host, Rick Wimberly, was one of them when Dave was General Manager of the Government Business Unit of a communications company and Rick was his Sales Manager. Rick and Dave have spent hours pondering the question of What Really Makes Salespeople Tick. So, we invited him to the studio to talk more about it. Dave is our honored guest on the Myths of Selling to Government.A common theme for Dave is reflected in this statement, "In my mind, the best salespeople I've been associated with are more interested in their customers than themselves."  Surprisingly enough, Dave says it's not really about beating the competition. He says, "That's easy." Listen to the episode to learn more whether you're an individual contributor, sales leader or founder trying to figure out why you're not selling more to the government.
08:52 05/02/2022
Sometimes You Need to Say No in Government Sales
No doubt, you want to impress your government sales prospects and customers with your company's abilities.  In fact, you want to dazzle them, right?  That may be fine, but sometimes you're better off telling them "No".  In this episode of Myths of Selling to Government with host Rick Wimberly, we give examples of what can happen to a company and its employees, including business development folks, when the answer is "yes" when it should be "no".
08:08 04/20/2022
Power of Almighty Referrals to Boost Your Government Sales
While the government seems huge and daunting (a very safe assumption), it's amazing how small the circles are of people doing similar work in the government for different organizations. That makes use of referrals particularly effective.  In this episode of Myths of Selling to Government sponsored by Government Selling Solutions, host Rick Wimberly tells the story of a young sales protege' who took a risk on a referral, found success and produced a darn fine example on referral selling when trying to win government contracts.
08:16 04/06/2022
3 Favorite Secrets for Winning Government Contracts
In this episode of Myths of Selling to Government, we share three of our favorite secrets for winning government contracts. They overarch every lesson we've taught in our year-plus of producing the podcast, hosted by Rick Wimberly of Government Selling Solutions, a government contracting consultancy.
06:35 03/23/2022
You Need to Really Listen if You Want to Win Government Contracts
Winning government contracts requires many things, but none is more important than listening. Yes, simply listening. In this episode of Myths of Selling to Government, government contracting consultant Rick Wimberly shares his thoughts about listening. He encourages listeners to avoid letting government procurement processes from getting in the way from really listening to identify problems and figure out whether they can solve the problems.
04:24 03/09/2022
Successful Pipeline Management and Difficult Government Sales Forecasts
Pipeline management and sales forecasting are challenges in all environments. But, none is more challenging than selling to win government contracts.  In this episode, government sales consultant Rick Wimberly identifies some of the biggest pipeline and forecast challenges in government procurement markets. He offers definitive advice on establishing the rules of engagement surrounding pipelines, then a solution for making more accurate forecasts - even when government sales cycles are so blasted long.In this episode, Government Selling Solutions also announces the availability of customized individual government sales coaching sessions.
09:32 02/23/2022
9 Mistakes to Easily Avoid When Building a Government Sales Team
Putting together the right sales team is no easy task, especially in the government space. Rick Wimberly, a government sales consultant, takes 9 Mistakes of Building a Sales Team created by Mark Roberge, former Chief Revenue Officer of HubSpot and author of The Sales Acceleration Formula, and relates them to building sales teams to win government contracts. Mistakes include: hiring salespeople with your gut, under-utilizing the sales comp plan, mis-aligning sales and marketing and making forecasting rather than coaching a sales manager's priority.  Rick says he's seen all of these mistakes, as well as others from Roberge list, as he's consulted companies that sell to government. 
11:34 02/09/2022
3 Steps that Will Actually Help You Win Federal Contracts
In this episode of Myths of Selling to Government, we unveil three steps that will help you win federal government contracts. They're the work of Eileen Kent, a federal government contracting consultant know as the Federal Sales Sherpa. Eileen says you have to train, research and plan. Simple enough?In the episode, we get into detail of the three steps when pursuing federal contracting business. The steps are pretty simple, but they require work and no shortcuts are allowed. Even if you're a pro at building federal government pipelines and winning federal contracts, there's always more to learn.By the way, if you know of experts in selling to the government, whether it be federal (like the Federal Sales Sherpa's focus) or local, state and education markets, reach out to us at www.govselling.com and make a suggestion. While we've sold our share of products and services to all levels of government, we sure like learning more and interviewing the pros.
11:01 01/26/2022
The Actual Reality about the Myths of Winning Federal Contracts
Of all of the types of government contracts, people are often most naive about winning federal government contracts. They think they can build a government contracts sales pipeline by doing a bit of research and responding to government RFPs. Sorry, it's not so easy. In this episode of Myths of Selling to Government, we talk about that myth about getting into the federal space. We call on an expert in winning federal government contracts. In fact, she's the Federal Sales Sherpa. Eileen Kent has trained over 10,000 people on how to to sell to the federal government. She has a three-step process, revealed in this episode of Myths of Selling to Government after we talk about the realities of selling to the government and how to find government contracts.
07:41 01/12/2022
Practices Reviewed that Actually Help You Win More Government Contracts
Government contracts consultant Rick Wimberly reviews the podcast episodes of Myths of Selling to Government from 2021 in less than seven minutes. He summarizes the 7 myths of government selling described in the book "Seven Myths of Selling to Government" which inspired the podcast.The episode is full of tips for building government sales pipelines and winning government contracts.  For regular listeners, it's a great review. For new listeners, it's a great sample of what you'll learn from Myths of Selling to Government.It summarizes the patterns and themes of the year which relate back to fundamental beliefs of integrity and listening, both vital to accelerating government sales.
06:50 12/14/2021
3 More Key Qualities that Make Star Government Selling Performers
Government Selling Solutions (www.govselling.com) conducted an 18 month study and survey of top performers in the game of winning government contracts.  Our analysts found 7 traits that showed up regularly among top performers. In this episode of Myths of Selling to Government, we present the final 3 of the 7 traits. The 4 others were presented in Episode 25 of Myths of Selling to Government. Our final 3 traits that top performers seem to have in common included a true consultative nature, empathy and affinity for the sales game. They enjoy the complex process for winning government contracts. We call these 7 traits sales accelerators and predictors of success; they help make up a sales acceleration formula. With the 7 traits understood, government salespeople can ask themselves if they have these traits, and companies can make sure the 7 key qualities can be used when they make hiring and training decisions. In the very least, discussing the 7 traits can stimulate lively and helpful conversation. And, if you'd rather read about these 3 traits and the other 4,  go to  www.govselling,com and ask us to send you the white paper, "Seven Key Traits of Star Government Salespeople, Understanding What It Takes to Excel in a Difficult Government Selling Environment".  On the www.govselling.com website, you can also learn about our work as government contracts consultants.
08:48 11/17/2021
4 of the 7 Key Qualities That Make Star Government Selling Performers
Just as there are different types of government contracts, there are different traits that make selling stars out of salespeople working to win government contracts. Government Selling Solutions (www.govselling.com) conducted an 18 month study and survey of top performers in winning government contracts.  Our analysts found 7 traits that showed up regularly among top performers. In this episode of Myths of Selling to Government, we present 4 of the 7 traits. 3 others will be presented in a later episode.  We call these 7 traits sales accelerators and predictors of success; they help make up a sales acceleration formula. With the 7 traits understood, government salespeople can ask themselves if they have these traits, and companies can make sure the 7 key qualities can be used when they make hiring and training decisions. In the very least, discussing the 7 traits can stimulate lively and helpful conversation.  Here's a teaser: A couple of the traits show that top performers don't dislike the long sales cycle. In some cases, they liked them. Imagine that!  And, if you can't wait to hear the 4 traits disclosed in this episode, or the 3 to come later, go to  www.govselling,com and ask for a printed copy of the white paper, "Seven Key Traits of Star Government Salespeople, Understanding What It Takes to Excel in a Difficult Government Selling Environment".  You can also learn about our work as government contracts consultants.
09:15 11/03/2021
Agony of Too Many Words in Government Sales Presentations
Too often our presentations for winning government contracts have TOO MANY WORDS.  You may think you're making all the points you need  to get a government contract by packing tons of words your slides. But, you're probably just wasting words and everyone's time.Slides work best with very few words, maybe some high-level diagrams used to help emphasize a simple point made by the presenter. But, we're often sucked into writing tomes. That's not good, but let me get to the point: In this episode of Myths of Selling to Government, we talk about the landmines of busy slide presentations and where your focus should really be. It's a key to how to sell to the government, taught by Government Selling Solutions and your host Rick Wimberly (who would welcome your LinkedIn connection requests).
06:55 10/20/2021
9 Pieces of Info You Need to Win Government Contracts
In this episode of Myths of Selling to Government, host and government contracts consultant Rick Wimberly calls on his friend and sales expert Tony Lannom.  Tony works for Axiom Sales Kinetics which provides sales coaching and services that reinforce the benefits of a process for strong qualification and sales pipeline acceleration. In this episode, Tony and Rick go through 9 Information Objectives that they agree must be met to properly qualify and advance a government contract sales opportunity. Knowing the 9 Information Objectives is not enough; you need to know how to reach them.  Tony and Rick discuss how. These Information Objectives will help for all types of government contracts (local, state and federal) and in all sales pipeline stages. You'll need them for government bids and government rfps, too.
10:18 10/06/2021
GSA Contract or Not?
Being part of the massive General Services Administration can be a good way to help win government contracts, but it's not the only way.  The GSA contract can be expensive, time-consuming and could have an impact on the way you sell to commercial customers. Alternatives for accelerating government sales and servicing your government sales pipeline are discussed in this episode of Myths of Selling to Government, hosted by Rick Wimberly and brought to you by Government Selling Solutions.  For example, there are other types of government contracts that can be accessed...and more. (You may need a government contracts consultant.). 
05:56 09/22/2021
Accelerate Winning Government Contracts by Building Your Own Team
If it is to be, it's up to me. That's what people have been telling you. But, if you want to build a sales pipeline for government contracts, you'd better become a team builder. In the Accelerating Winning Government Contracts by Building Your Team episode of Myths of Selling to Government, we talk about who you need to recruit for your team and how.  It's kind of like your Fantasy Football team or a sales acceleration formula.We believe this strongly at Government Sales Solutions (www.govselling.com). In fact, the company resulted from a sales person and a marketing person building their teams for getting government contracts.  They recruited each other.
08:17 09/08/2021
Pushing the Government Sales Purchasing Process
We all know that winning government contracts takes a long time.  It seems that government sales are never closed when we expect. The best way to counter the uncertainty is to have enough in the sales pipeline that when one government sales opportunity stalls, another one is there to take its place.That said, there are still ways to nudge government contracts along. We talk about some of them in this episode of the Myths of Selling to Government podcast hosted by Rick Wimberly of  Government Selling Solutions.
06:12 08/25/2021
Inside Scoop on Government Sales Presentation Shoot-outs
In your quest to win government contracts, you may find yourself in a presentation "shoot out" with your competitors. One after another, vendors are paraded into a conference room to show their stuff.  In this episode of Myths of Selling to Government, we tell the story of a shoot out where we participated on the government vendor side, hired by a state agency to help them make their selection. We summarize each presentation, then tell what the selection committee really thought of them and why. There's a moral to the story.
10:43 08/11/2021
Mapping Pain to Win Government Contracts
You're going to need a map to win government contracts...a pain map. First, you identify the key players. Then, find out where their pain is and how you can relieve it. We dig into pain maps for government contracts in this episode of Myths of Selling to Government. We also talk about a trick from marketing that you can use to turn those maps into an answer to the question of how to win government contracts. 
12:13 07/28/2021