65 épisodes
Myths of Selling to Government Rick Wimberly
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- Business
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.
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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 hi...
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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 fee...
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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...
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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 sales ...
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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 ...
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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 his...
Palmarès des balados : Business