62 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 • 7 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.

    Digging for Treasure, Uncovering Landmines in Sales Discovery for 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 sales discovery is the linchpin of winning government contracts, as Rick and Lorin explore its critical role in understanding customer needs and aligning solutions. Learn how top-performing salespeople excel in discovery and follow-up, distinguishing themselves in the competitive landscape of government procurement.

    But the discussion doesn't end there. Lorin introduces Excavase, an innovative online platform tailored to revolutionize the sales discovery process. Dive into the advanced features of Excavase, including standardized questions and AI assessment tools, designed to empower sales teams and maximize their potential for winning government contracts.

    As a special incentive for listeners, Rick and Lorin unveil an exclusive offer for podcast listeners,  providing a unique opportunity to enhance your government sales strategy (or any sales strategies, for that matter) and increase your chances of success in securing lucrative contracts.

    Don't miss out on this invaluable insight into mastering sales discovery for winning government contracts. Tune in now to "The Myths of Selling to the Government" podcast and take the first step toward government contract success.

    • 11 min
    Cracking the Code to Selling Local 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 language that's shaped by constantly evolving needs and priorities. Unlike private enterprises primarily focused on profitability, local governments operate within a dynamic framework where needs and goals frequently shift.
    Tune in as our expert shares invaluable insights into deciphering this complex landscape. This episode offers actionable advice for businesses aiming to sell their products or services to local governments.
    Join us as we uncover the truths, dispel the myths, and provide a roadmap for cracking the code to successful selling in the realm of local government.

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

    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 small Georgia town revealed the legend surrounding his Mom  that Rick began to grasp the magnitude of his mother's influence on the world of government sales.
    In the 1980s, as Rick embarked on his career in government sales, he often sought advice from his mother. She had a knack for cutting through the noise and getting to the heart of the matter. When Rick excitedly told her about his first meeting with a General at the Pentagon, she asked the questions that changed his perspective. "What does he do? What's his job? What problem can you solve for him? How's the decision going to be made?" Her advice was simple yet profound: "Just ask, son."
    Tune in to this special episode as Rick Wimberly pays tribute to his extraordinary mother, and explores the invaluable lessons she imparted on mastering government sales—one question at a time.
    If you're in government sales or simply interested in inspirational stories of remarkable individuals, this episode is a must-listen.

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

    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 salespeople. The findings were both surprising and enlightening. One standout trait that emerged from the research was what our analysts termed the "playing the game factor." These adept salespeople relish working with prospects, navigating competitors, and collaborating with partners to achieve their goals.
    But what truly sets them apart is their perspective on complexity. Contrary to common belief, successful government salespeople don't view government contracts as mired in red tape; they see them as opportunities. They find fulfillment in solving the intricate puzzle that government sales often presents, showcasing their expertise, trustworthiness, and innovative solutions.
    Competitiveness is at the heart of their success. Beating the competition is as rewarding as the financial gains from closing deals. However, it's not a solo endeavor. These sales champions thrive on teamwork. 
    So, what can we learn from these sales champions who revel in "playing the game"? It's about adopting a mindset that transforms challenges into stepping stones, competitors into motivators, and complexity into a chance to shine.
    If you're eager to discover more traits of successful government salespeople, we invite you to visit the govselling.com website, where you can access the study. Embrace the competition, foster collaboration, and dare to tackle the most complex challenges - keys to winning more government contracts.

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

    "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 scattergun approach, submitting bids en masse, and those who embrace a strategic, insightful methodology. Rick, having worked closely with both, unravels the tale of companies that rely solely on written requirements and pricing competitiveness, only to face disappointment when their well-crafted responses fall short.
    Diving deeper, Rick introduces you to the insightful approach, where companies seek to uncover the story behind each government procurement. These are the firms that transform meetings into investigative interviews, tirelessly seeking the truth about prospect pain points, organizational dynamics, and true customer desires. They refuse to be content with superficial RFP specifications; they demand insight. And their win rates soar as a result.
    Have your thoughts and disagreements at the ready, for Rick welcomes your input and perspectives. Reach out via email at rick@govselling.com or engage with him on social media. And, for a limited time, take advantage of his offer of free coaching sessions to propel your government sales journey.

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

    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.

    • 6 min

Customer Reviews

5.0 out of 5
7 Ratings

7 Ratings

2G mom ,

Short and sweet

As a new manager in the federal government, I am loving these podcast! As others have noted, they are short and to the point with easy to understand info. No manager has an hour to sit and listen to a podcast to make a few points, the brevity is really appreciated!

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