39 episodes

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.

Myths of Selling to Government Rick Wimberly

    • Business
    • 5.0 • 4 Ratings

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.

    Use Artificial Intelligence to Help You Get in Front of Government RFPs

    Use Artificial Intelligence to Help You Get in Front of Government RFPs

    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.

    • 9 min
    The Best Government Sales Prospect is the One Who Comes to You

    The Best Government Sales Prospect is the One Who Comes to You

    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.

    • 7 min
    One of the Biggest Mistakes in Winning Government Contracts

    One of the Biggest Mistakes in Winning Government Contracts

    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.

    • 6 min
    What Really Makes Salespeople Tick When Selling to Government?

    What Really Makes Salespeople Tick When Selling to Government?

    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.

    • 8 min
    Sometimes You Need to Say No in Government Sales

    Sometimes You Need to Say No in Government Sales

    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".

    • 8 min
    Power of Almighty Referrals to Boost Your Government Sales

    Power of Almighty Referrals to Boost Your Government Sales

    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.

    • 8 min

Customer Reviews

5.0 out of 5
4 Ratings

4 Ratings

Top Podcasts In Business

Ramsey Network
iHeartPodcasts
NPR
Jocko DEFCOR Network
Her First $100K
Pushkin Industries

You Might Also Like

RSM Federal
Nick Cegelski & Armand Farrokh
The New York Times
Federal News Network | Hubbard Radio