Myths of Selling to Government

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Myths of Selling to Government

Rick Wimberly

66 episodes

5 months ago

Just like selling into other markets, winning government contracts has changed. Government buyers aren't found where they used to be, the topic of this episode of Myths of Selling to Government hosted by Rick Wimberly. He's joined by Amir Capriles, Chief Revenue Officer for Grancius and former senior government sales executive of companies like Microsoft and Salesforce. Amir says, these days, government buyers don't rely as much as they once did on government sales and business development p...

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Just like selling into other markets, winning government contracts has changed. Government buyers aren't found where they used to be, the topic of this episode of Myths of Selling to Government hosted by Rick Wimberly. He's joined by Amir Capriles, Chief Revenue Officer for Grancius and former senior government sales executive of companies like Microsoft and Salesforce. Amir says, these days, government buyers don't rely as much as they once did on government sales and business development p...

Show more...

Episodes (20/66)

Myths of Selling to Government

Where Are Government Customers Actually Hiding These Days?

Just like selling into other markets, winning government contracts has changed. Government buyers aren't found where they used to be, the topic of this episode of Myths of Selling to Government hosted by Rick Wimberly. He's joined by Amir Capriles, Chief Revenue Officer for Grancius and former senior government sales executive of companies like Microsoft and Salesforce. Amir says, these days, government buyers don't rely as much as they once did on government sales and business development p...

1 year ago

6 minutes

Myths of Selling to Government

Save the Deal by Actually Knowing Your Government Prospect’s Process

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 closing the deal and achieving accurate sales forecasts. The episode explores common pitfalls for salespeople who lack this crucial knowledge. It ...

1 year ago

7 minutes

Myths of Selling to Government

Listening to Win: The Key to Effective Government Sales Presentations

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 these demos work? Well, here's the thing: salespeople put a ton of effort into perfecting their demos. They rehearse in front of mirrors, get fe...

1 year ago

5 minutes

Myths of Selling to Government

The Discovery Advantage: Leveraging Key Players for Government Sales Success

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 identifying and understanding key players in the decision-making process. Discover why designating a "coach" within the organization is crucial for your suc...

1 year ago

3 minutes

Myths of Selling to Government

Digging for Treasure, Uncovering Landmines in Sales Discovery for Selling to Government

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 downloads, Rick emphasizes the importance of questions and active listening in the quest to secure government contracts. Discover why effective sale...

1 year ago

11 minutes

Myths of Selling to Government

Cracking the Code to Selling Local Government

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 book about cracking city sales. He emphasizes the critical importance of comprehending the distinct "language" of government entities—a...

1 year ago

5 minutes

Myths of Selling to Government

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

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 the Air Force, Nita's accomplishments were awe-inspiring. However, to Rick and his siblings, she was simply "Mom." It was only when a friend from hi...

2 years ago

4 minutes

Myths of Selling to Government

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

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 successful salespeople apart. Several years ago, Government Selling Solutions conducted a study to learn more about the traits of top government sales...

2 years ago

4 minutes

Myths of Selling to Government

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

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 decision itself is unveiled as a heckuva dilemma, capable of sparking contentious debates. Rick compares contrasting camps: those who adopt a ...

2 years ago

5 minutes

Myths of Selling to Government

Want Your Salespeople to be Successful Winning Government Contracts? Train them!

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.

2 years ago

6 minutes

Myths of Selling to Government

You Need Patience and Persistence to Build Your Government Contracts Pipeline

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 expressed frustration about how long it was taking her to close government sales, compared to the B-to-B work she had done earlier. She asked what she ...

2 years ago

5 minutes

Myths of Selling to Government

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

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 Selling to Government, host Rick Wimberly of Government Selling Solutions presents seven rules that always apply when working to win governme...

2 years ago

7 minutes

Myths of Selling to Government

3 Key Questions Answered about Presenting to Win Government Contracts

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 you present? Sometimes, you won't have a choice, but other times you might. And, there's a good time to present and a bad time. Often, government co...

2 years ago

7 minutes

Myths of Selling to Government

A Problem Can be Your Friend When Trying to Win Government Contracts

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 problem, isn't really interested in solving the problem...at the moment. Be patient and keep the relationship alive, Rick says, as he tells a s...

2 years ago

5 minutes

Myths of Selling to Government

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

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 committed to the craft of winning government contracts. They realize the timeframe is long, and the work is tough...before it becomes rewarding.

2 years ago

3 minutes

Myths of Selling to Government

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

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 and the "business" sale. The technical sale is to the people who are trying to solve a problem. The business sale is to the people who are i...

2 years ago

9 minutes

Myths of Selling to Government

Getting Better at Communications with Government Prospects

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 conservative with the volume of information we produce and consume. However, just the opposite is happening. We just can't help it. In this episode of M...

2 years ago

5 minutes

Myths of Selling to Government

You Need Emotional Intelligence if You’re Going to Sell to the Government

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 emotional intelligence and government selling with help from Christopher Wright. Chris is an accomplished government salesperson himself, plus host...

2 years ago

9 minutes

Myths of Selling to Government

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

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. Go in asking, not pitching. Remember information objectives. Acknowledge competition. Be genuine and upfront, even candid. Acc...

2 years ago

10 minutes

Myths of Selling to Government

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 c...

2 years ago

6 minutes