Best Rick Wimberly Podcasts (2024)

1
Beyond the CRM: 7 Essential Tools for Sales Leadership to Support Sales Teams 5:26

1M ago5:26

5:26

Feeling the pressure to boost your sales team's performance? This episode of 5 and a Half Minutes to Sales Superiority is packed with actionable tips for sales leaders, regardless of their team's experience level. In this episode, Rick Wimberly and Lorin Bristow discuss 7 key strategies you can implement to empower your sales reps and drive success…

1
Save the Deal by Actually Knowing Your Government Prospect’s Process 7:27

2M ago7:27

7:27

This episode of Myths of Selling to Government tackles a critical, yet often overlooked, aspect of government sales success: understanding your prospect's buying process. Mastering government procurement isn't just about having strong sales skills. Knowing the specific steps involved in a government purchase can dramatically improve your chances of…

1
Improve Your Sales Skills: Tailor Your Sales Pitch Through Sales Discovery 5:36

3M ago5:36

5:36

Welcome to "5.5 Minutes to Sales Superiority," where Rick Wimberly and Lorin Bristow guide you through essential sales tactics to enhance your sales skills. In this episode, "Improve Your Sales Skills: Tailor Your Sales Pitch Through Sales Discovery," we focus on the importance of customizing your sales presentations and sales demos to address the …

1
Don't understand your prospect's buying process? It could cost you! 5:15

3M ago5:15

5:15

In this episode of "5.5 Minutes to Sales Superiority," hosts Lorin Bristow and Rick Wimberly delve into the critical importance of understanding your prospect's buying process. They emphasize that while many sales professionals may eventually learn the logistics of a prospect's purchase, the real focus should be on grasping the entire buying proces…

1
Another Secret to Sales Success: Those Executive Summaries We Often Skip 5:24

3M ago5:24

5:24

In this episode of "5 ½ Minutes to Sales Superiority”, Rick Wimberly and Lorin Bristow tackle the often-dreaded but crucial part of sales: the post-discovery Executive Summary. Despite being a bit of a drag to create, they highlight how these summaries are key to showing your prospect you've actually been paying attention and are already brainstorm…

1
The Ultimate Guide to Transformative Sales: Expert Pain Discovery Tactics 5:21

3M ago5:21

5:21

In this episode of "5.5 Minutes to Sales Superiority," hosts Lorin Bristow and Rick Wimberly dive into the nuanced art of prospect pain discovery - a critical yet often misunderstood facet of sales. Shedding light on common misconceptions, they unravel why traditional approaches to identifying customer pain points may lead to dead ends and silence …

1
Listening to Win: The Key to Effective Government Sales Presentations 5:41

4M ago5:41

5:41

In this episode of "Myths of Selling to Government," we're diving into what it takes to nail a demo or presentation when you're pitching to government folks. Let's face it, selling to the government means you'll definitely need to show them what you've got, because they're not just going to take your word for it. So, what's the deal with making the…

1
Unlocking Sales Success: The Power of a Coach in Sales Discovery 5:03

4M ago5:03

5:03

Discover the transformative power of a Coach in the sales discovery process with "5 1/2 Minutes to Sales Superiority" hosted by seasoned sales experts Rick Wimberly and Lorin Bristow. In this episode, they share insights from their extensive careers and a pivotal study on the traits of top performers in complex sales settings. Learn why facing comp…

1
The Discovery Advantage: Leveraging Key Players for Government Sales Success 3:37

5M ago3:37

3:37

In this milestone episode, we celebrate reaching 12,000 downloads and maintaining a stellar five-star rating, but our focus remains on the critical role of effective discovery in navigating the complex terrain of government sales. We delve into the strategies of top performers in winning government contracts, emphasizing the importance of identifyi…

1
Four Secrets to Discovery Preparation: Unlocking Sales Success 5:29

5M ago5:29

5:29

In this insightful episode of "Five and a Half Minutes to Sales Superiority," co-hosts Lorin Bristow and Rick Wimberly dive into the foundational phase of the discovery process: preparation. Lorin and Rick unveil four secrets that can significantly enhance your sales approach and set the stage for a successful discovery session. The episode kicks o…

1
One of the Most Important Things You Can Do To Reach Sales Superiority 5:08

5M ago5:08

5:08

Hosts Lorin Bristow and Rick Wimberly have been selling and marketing together for years, with lots of successes and tens of millions of dollars sold. They've learned that one of the most important things a sales team can do is get real good at discovery at a sales discovery process. Studies show sales teams that focus on improving discovery are up…

1
Digging for Treasure, Uncovering Landmines in Sales Discovery for Selling to Government 11:44

6M ago11:44

11:44

Embark on a journey to unlock the secrets of winning government contracts with Rick Wimberly on "The Myths of Selling to the Government" podcast. In this episode, Rick sits down with Lorin Bristow, co-author of "Seven Myths of Selling to Government," to delve deep into the pivotal skill of sales discovery. Celebrating a milestone of 12,000 download…

1
Cracking the Code to Selling Local Government 5:27

6M ago5:27

5:27

In this episode of "Myths of Selling to Government," we delve into the intricate world of selling to local governments. Our guest is an industry veteran with a unique blend of experience working within city administrations, consulting for municipalities and various organizations, and providing solutions tailored to urban landscapes. He's writing a …

1
My Mom’s Wisdom: Mastering Government Sales, One Question at a Time 4:37

9M ago4:37

4:37

Join us for an extraordinary episode of "Myths of Selling to Government," hosted by Rick Wimberly. In this heartfelt and insightful episode, Rick shares a deeply personal story about the invaluable lessons he learned from his remarkable mother, Nita Wimberly. Nita Wimberly was not just a mother; she was a trailblazer in her own right. Working for t…

1
Unlocking Success for Winning Government Contracts: The Drive to Play the Game 4:10

10M ago4:10

4:10

In the world of selling, it's not just about hitting quotas and closing deals; it's a thrilling game that salespeople play with passion. Nowhere is this truer than in the realm of government contracts. Join us in this enlightening episode of "Myths of Selling to Government," hosted by Rick Wimberly, as we delve into the unique mindset that sets suc…

1
"Bid or No Bid: The Controversial Crossroads of Winning Government Contracts 5:11

11M ago5:11

5:11

Welcome to "Myths of Selling to Government," a podcast that takes you deep into the often misunderstood world of selling to the government. In this episode, host Rick Wimberly dives into the bid/no-bid decision-making process. From dedicated bid response teams to minimal resources, companies navigate a spectrum of approaches. The bid/no-bid decisio…

1
Want Your Salespeople to be Successful Winning Government Contracts? Train them! 6:11

12M ago6:11

6:11

We all know that selling to government can be different from selling to other markets, right? In this episode, we visit with a company that figured out they can hire good salespeople without government experience, as long as they go through a government sales training academy.By Rick Wimberly

1
You Need Patience and Persistence to Build Your Government Contracts Pipeline 5:01

1y ago5:01

5:01

It seems contradictory, but both patience and persistence are needed when trying to win government contracts. In this episode of Myths of Selling to Government, host Rick Wimberly tells the story of a seminar he conducted for a government sales team that evolved into a discussion of long government sales cycles. One of the seminar participants expr…

1
7 Pricing Rules You Won’t Read in Government-Issued Procurement Guidance 7:33

1y ago7:33

7:33

Pricing can be a complicated subject when trying to win government contracts. Government pricing rules can be different, dependent on whether you're dealing with federal, state or local government. Then, organizations within federal, state or local government can have different rules for procurement, including pricing. In this episode of Myths of S…

1
3 Key Questions Answered about Presenting to Win Government Contracts 7:58

1+ y ago7:58

7:58

Few government contracts are won without some type of presentation. You've either got someone interested in what you offer, and they want their colleagues and bosses to know about it, or you've been asked to present as part of a government procurement. In this episode, we answer three key questions about presenting to the government. When should yo…

1
A Problem Can be Your Friend When Trying to Win Government Contracts 5:59

1+ y ago5:59

5:59

To win government contracts, you need to hunt like a hawk to find problems in government that you can solve with your product or service. Host Rick Wimberly of Government Selling Solutions says that's only the beginning. Even with a problem identified, you may find that your local, state or federal prospect, despite their acknowledgement of the pro…

1
You’re Welcome Here, but this Podcast is Actually for Government Sales Pros Only 3:42

1+ y ago3:42

3:42

In a departure from the norm, podcast host Rick Wimberly discloses the type of listener he envisions as he prepares Myths of Selling to Government podcast episodes. He says he doesn't consider his audience to be people who believe the get-rich-quick-selling-to-the-government ads. Instead, Myths of Selling to Government targets those who are committ…

1
To Win a Government Contract, You Have to Sell It 2 Times...At Least. 9:41

1+ y ago9:41

9:41

There's a reason it takes so long to close a government contract. You've got to sell it twice! In this episode of Myths of Selling to Government, host Rick Wimberly talks with a government contracting expert about why this is true. Kevin Jans of Skyway Acquisition calls the two sales you must make to win a government contract: the "technical" sale …

1
Getting Better at Communications with Government Prospects 5:59

1+ y ago5:59

5:59

With greater access to communications channels, we often communicate is reactive mode - that is, in response to someone else's urgency. This isn't always bad, but when it becomes the practice, rather than the exception, it interferes with your ability to plan your work and work your plan. You would think this would make us more cautious and conserv…

1
You Need Emotional Intelligence if You’re Going to Sell to the Government 9:59

1+ y ago9:59

9:59

Emotional Intelligence is the ability, capacity, or skill to perceive, assess and manage the emotions of oneself, and of other individuals or groups. What does that have to do with selling to local, state and federal government? A lot, it turns out. In this episode of Myths of Selling to Government, host Rick Wimberly makes the connection between e…

1
You Need to Coach the Coach, Sell what THEY need, How to Win When You’re Late to the Game 10:03

1+ y ago10:03

10:03

This episode of Myths of Selling to Government reviews the most popular episodes of the last twelve months. Interestingly enough, they represent a good cross section of the government selling lessons we teach. The most popular episode was a lesson on catching up when you're late to entering a quest to win a government contract. We offered five tips…

1
Should You Be Cold Calling to Make Government Sales? The Debate Continues. 6:49

1+ y ago6:49

6:49

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…

1
The Most Valuable Help You Can Get to Win a Government Contract 5:54

1+ y ago5:54

5:54

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…

1
Ways Grants Can Build Your Government Sales, a How To 7:06

1+ y ago7:06

7:06

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 tal…

1
Getting the Best Out of Your Government Sales Channel Partners 8:23

2y ago8:23

8:23

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 tel…

1
When Your Boss Really Doesn't Understand Selling to the Government 6:28

2y ago6:28

6:28

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 t…

1
How to Make it Easy for the Government to Buy from You 8:44

2y ago8:44

8:44

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…

1
5 Tips to Follow When You’re Not First to the Race for Winning a Government Contract 7:33

2y ago7:33

7:33

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 th…

1
Want to Hit Your Government Sales Forecast Every Time? 7:28

2y ago7:28

7:28

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 …

1
Use Artificial Intelligence to Help You Get in Front of Government RFPs 9:52

2y ago9:52

9:52

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 s…

1
The Best Government Sales Prospect is the One Who Comes to You 7:45

2y ago7:45

7:45

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 see…

1
One of the Biggest Mistakes in Winning Government Contracts 6:11

2y ago6:11

6:11

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 m…

1
What Really Makes Salespeople Tick When Selling to Government? 8:52

2y ago8:52

8:52

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 communica…

1
Sometimes You Need to Say No in Government Sales 8:08

2y ago8:08

8:08

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 e…

1
Power of Almighty Referrals to Boost Your Government Sales 8:16

2+ y ago8:16

8:16

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 …

1
3 Favorite Secrets for Winning Government Contracts 6:35

2+ y ago6:35

6:35

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.…

1
You Need to Really Listen if You Want to Win Government Contracts 4:24

2+ y ago4:24

4:24

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…

1
Successful Pipeline Management and Difficult Government Sales Forecasts 9:32

2+ y ago9:32

9:32

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 establishin…

1
9 Mistakes to Easily Avoid When Building a Government Sales Team 11:34

2+ y ago11:34

11:34

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 c…

1
3 Steps that Will Actually Help You Win Federal Contracts 11:01

2+ y ago11:01

11:01

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 …

1
The Actual Reality about the Myths of Winning Federal Contracts 7:41

2+ y ago7:41

7:41

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 g…

1
Practices Reviewed that Actually Help You Win More Government Contracts 6:50

2+ y ago6:50

6:50

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 pipeline…

1
3 More Key Qualities that Make Star Government Selling Performers 8:48

2+ y ago8:48

8:48

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 E…

1
4 of the 7 Key Qualities That Make Star Government Selling Performers 9:15

2+ y ago9:15

9:15

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 r…

1
Agony of Too Many Words in Government Sales Presentations 6:55

2+ y ago6:55

6:55

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 emphas…

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