show episodes
 
Selling to government 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 selling to the government that only top performers know. Myths of Selling to Government is designed for busy sales professionals of all levels who seek success selling to local, state, and federal government. Episodes are released every other week and are no more than eleven minute ...
 
Loading …
show series
 
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 ho…
 
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 governmen…
 
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 s…
 
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 …
 
Consultative selling may not work when trying to win government contracts at federal, state, and local levels. But, there's a nice alternative that will work. At Government Selling Solutions, we like the term Value Portfolio Selling, the topic of this episode. Just as you look at your savings like an investment portfolio, government buyers are look…
 
Ask pretty much any salesperson if they are consultative, they're likely going to tell you, "of course". I guess that's better than, "I'm really a manipulative jerk". But, when trying to win government contracts, being a true consultative sales or business development person is tough. In fact, there are systems in place that, whether intentional or…
 
To win government contracts, you're going to need to learn patience. But, you can't sit idly by and wait for contracting decisions to be made and the procurement process to run its course. Most of www,.govselling.com content is centered around things that can be done to either speed the government purchasing process or to continue to advance it whi…
 
Almost anyone who's done any type of sales has been taught closing and objection-handling techniques. That might be fine...but, you're in the big leagues now - government contracting. Whether local, state, or federal government, business development for government contracts requires a heck of a lot more than learning those closing and objection-han…
 
You might think that getting to the most senior leadership will make your government selling more successful. That's not necessarily the case. In this episode of Myths of Selling to Government, Rick Wimberly tells a couple of stories about getting to the top of a government organization...the very top. It just didn't work. We had missed an importan…
 
In this episode of Myths of Selling to Government, we take on the myth that cold-calling is king. It's not. But, content is, particularly when spread under your personal brand. If you do it right, you can be a rock star in government sales. We provide four steps for building your personal brand, then specific actions for spreading the word. If you …
 
Rick Wimberly reviews the busting of the myth that government sales is about relationships. Wrong. Top performers know that relationships really drive government sales. It's those relationships that open the door so you can identify problems that you can really solve. If you're not by nature a problem-solver, you probably aren't going to make it in…
 
Most people structure their presentations all wrong. They bury the good stuff and save pricing as the finale'. Good presentation lessons can be learned by going to concerts. Yep, concerts. (Remember those?) In the Freebird episode, we poke holes in the typical structure and provide an alternative that gets the audience engaged quickly and ends on a…
 
One of the strategies for building those, oh so important, relationships in government sales is minimizing perceived selfish behavior. Government prospects aren't really looking for a new best friend; they know you're paid to be nice to them. However, a line can be crossed where the prospect believes the salesperson's only real interest is himself.…
 
What possibly could tuna have to do with selling to government? In this episode, we talk about the most wonderful time of the year in government markets...the time of the year when government buyers go into a frenzy to spend what's left of their money. We tell the story of a government sales colleague who mastered Tuna Time, and always came through…
 
When you finally win a cherished government contract, you don't want to lose it. And, frankly, your government customers also prefer that you don't lose it. They work hard to build relationships with vendors, and don't like it when the relationships go sour. In this episode, we provide steps for keeping those termination costs high, and relationshi…
 
When selling to government, you're probably going to be dealing with three types of people in the buying process: procurers, influencers, and end-users. Each has their own needs, and even quirks. Failing to understand them all will leave you wondering why the federal, state, or local government sales opportunity never closes. In this episode, we ta…
 
With the need for trust and relationships in selling to government established in earlier episodes, we share the key steps for building those relationships. There are certain best practices, even some rules, at play. There are also definitive steps you can take to help your prospects see the benefits of having a relationship with you. It's work, bu…
 
One of the key steps to establishing relationships that can result in government sales orders is to build trust. Easier said than done. In this episode, we talk about the benefits of establishing trust in government markets and lay the groundwork for strategies for building trust and, yes, commitment. Top government sales and business development p…
 
Some people believe the key to success in government selling is responding to lots of bids, RFPs, solicitations, etc. In this episode of Myths of Selling to Government, we debunk that idea. We tell the story of one client with an 80% record of winning RFPs and another with an 80% record of losing them. The 80% winner has figured out that, in order …
 
Selling to local, state, and federal government can be lucrative, but it can also be mysterious. In this episode, we summarize the myths of selling to government to be covered in our Myths of Selling to Government podcast series. We’ll set the stage for exploring them all by covering a few biases and four underlying beliefs developed over years of …
 
Galain Solutions, Inc. is the nation's leading expert on emergency notification technologies and programs.In this third podcast, Lorin Bristow discusses the upcoming Commercial Mobile Alert System (CMAS) through the FEMA Integrated Public Alert & Warning System (IPAWS) program. CMAS provides geo-targeted alerts to citizens through mobile devices wi…
 
Galain Solutions, Inc. is the nation's leading expert on emergency notification technologies and programs.In this second podcast, Rick Wimberly will discuss emergency notification considerations for people with functional needs.www.galainsolutions.com Also follow Galain Solution's blog in Emergency Management magazine at: www.emergencymgmt.com/emer…
 
Galain Solutions, Inc. is the nation's leading expert on emergency notification technologies and programs.In this first podcast, learn about various ways emergency notification technology can be deployed including hosted, on-premise and hybrid approaches.www.galainsolutions.comAlso follow Galain Solution's blog in Emergency Management magazine at:w…
 
Loading …

Quick Reference Guide

Copyright 2021 | Sitemap | Privacy Policy | Terms of Service
Google login Twitter login Classic login