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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.
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.
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). 
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.
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.
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.
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.
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".
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.
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.
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.
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.
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. 
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.
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.
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.
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.
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.
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).
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.
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