Shows
Myths of Selling to GovernmentWhere 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 people to figure out and navigate their options; prospects have likely done much of their research into their potential solutions...2024-07-2306 min
5 1/2 Minutes to Sales SuperiorityBeyond the CRM: 7 Essential Tools for Sales Leadership to Support Sales TeamsFeeling 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. From crafting a formal sales discovery process to equipping your team with powerful questioning techniques, you'll learn how to:Uncover hidden needs and pain points to close more deals.Build value propositions that resonate...2024-06-1205 minMyths of Selling to GovernmentSave the Deal by Actually Knowing Your Government Prospect’s ProcessThis 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 highlights the importance of asking the right questions upfront through a discovery process to avoid surprises like:...2024-05-2307 min5 1/2 Minutes to Sales SuperiorityImprove Your Sales Skills: Tailor Your Sales Pitch Through Sales DiscoveryWelcome 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 unique needs and pain points of your clients.Discover how to avoid the common mistake of falling into "auto-pilot" mode during your sales demonstrations, missing critical opportunities to connect with your prospects. Rick and Lorin dive into effective sales discovery skills, highlighting how deep...2024-05-0805 min5 1/2 Minutes to Sales SuperiorityDon't understand your prospect's buying process? It could cost you!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 process early in the discovery phase.Lorin and Rick highlight the potential consequences of inadequate awareness, citing instances where poor understanding has led to deal-breaking surprises or significant delays. Through anecdotes and insights, they explore common gaps in understanding, such as budget knowledge and timing, and...2024-05-0805 min5 1/2 Minutes to Sales SuperiorityAnother Secret to Sales Success: Those Executive Summaries We Often SkipIn 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 brainstorming solutions for them.They share insights on the difference a well-crafted summary can make, versus the automated ones spit out by AI these days. Well-written sales discovery summaries are not just about regurgitating what was discussed; they're about reflecting on the conversation, understanding the...2024-04-2305 min5 1/2 Minutes to Sales SuperiorityThe Ultimate Guide to Transformative Sales: Expert Pain Discovery TacticsIn 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 instead of insights and solutions. From discussing the difference between apparent and latent pains to unveiling the intricacies of building trust and uncovering the real issues beneath surface-level symptoms, Lorin and Rick offer a quick masterclass on transforming your sales strategy.This episode...2024-04-1005 minMyths of Selling to GovernmentListening to Win: The Key to Effective Government Sales PresentationsIn 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 feedback from colleagues, tweak things here and there based o...2024-04-0305 min5 1/2 Minutes to Sales SuperiorityUnlocking Sales Success: The Power of a Coach in Sales DiscoveryDiscover 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 complexity head-on can be your biggest advantage and how a Coach can guide you through the maze of organizational challenges. Rick and Lorin break down the five key strategies for identifying and working with a Coach to gain a comprehensive understanding of your prospects’ needs, al...2024-03-2705 minMyths of Selling to GovernmentThe Discovery Advantage: Leveraging Key Players for Government Sales SuccessIn 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 success and how to foster a trusting relationship that unlocks valuable insights. We tackle common concerns about engaging with these key players and offer p...2024-03-0503 min5 1/2 Minutes to Sales SuperiorityFour Secrets to Discovery Preparation: Unlocking Sales SuccessIn 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 off with a candid discussion on the common pitfall of inadequate preparation, highlighting the difference between hastily skimming a prospect's website minutes before a call and the strategic advantage of setting aside dedicated time for research. The co-hosts stress that even a small...2024-02-2805 min5 1/2 Minutes to Sales SuperiorityOne of the Most Important Things You Can Do To Reach Sales SuperiorityHosts 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 to 200% more likely to hit quota. Face it, sales quotas don't go down; close rates are carefully scrutinized; and there's not a lot of tolerance from higher-ups when sales forecasts are missed.In this e...2024-02-1605 minMyths of Selling to GovernmentDigging for Treasure, Uncovering Landmines in Sales Discovery for Selling to GovernmentEmbark 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 a...2024-02-0311 minMyths of Selling to GovernmentCracking the Code to Selling Local GovernmentIn 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 goal...2024-01-1005 minMyths of Selling to GovernmentMy Mom’s Wisdom: Mastering Government Sales, One Question at a TimeJoin 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 m...2023-11-0104 min
AudienceCreating Moments with Rick WimberlyToday, Stuart chats with Rick Wimberly about how to create great moments during a podcast. He is a great storyteller and, boy, does he have some interesting stories to tell. Between the behind the scenes stories from his career in radio, to his stories about being a government sales consultant, he is a natural storyteller. In this episode of the Audience podcast, Rick talks about the skills he transfers over to podcasting, what it means to be a good storyteller, and how to find those good moments in podcasts. Rick’s podcast, “Myths of Selling to the Government,” is a grea...2023-10-1224 minMyths of Selling to GovernmentUnlocking Success for Winning Government Contracts: The Drive to Play the GameIn 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...2023-10-0404 minMyths of Selling to Government"Bid or No Bid: The Controversial Crossroads of Winning Government ContractsWelcome 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 th...2023-09-0605 minMyths of Selling to GovernmentWant 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.2023-08-0206 min
Please LeaveThe Overview EffectBe sure not to stare too deep into the Abyss. We all knowwhat happens when it stares back.*Written by James Strayer**Narrated by Nicholas Richardson and Rick Wimberly**Edit and Sound Design by Ben Chandler**Produced by Courtney Eck**Intro Narration by Graham Hayward**Music: From the Underworld by KonolalovMusic2023-07-181h 12Myths of Selling to GovernmentYou Need Patience and Persistence to Build Your Government Contracts PipelineIt 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 could do better, and was surprised with the answer; she needed to be patient.However...2023-06-1405 minMyths of Selling to Government7 Pricing Rules You Won’t Read in Government-Issued Procurement GuidancePricing 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 government contracts, regardless of federal, state or local government procurement rules. Some of these rules may surprise you. For example, the government is not always looking f...2023-05-1007 minMyths of Selling to Government3 Key Questions Answered about Presenting to Win Government ContractsFew 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 contracting wannabes spend a lot of time brainstorming, even arguing, over WHAT to...2023-04-1807 minMyths of Selling to GovernmentA Problem Can be Your Friend When Trying to Win Government ContractsTo 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 story of how a client thought an opportunity was dead, only to see it come back a...2023-03-1505 minMyths of Selling to GovernmentYou’re Welcome Here, but this Podcast is Actually for Government Sales Pros OnlyIn 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.2023-03-0103 minMyths of Selling to GovernmentTo 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 in charge of the organization's contracting. Kevin says their i...2023-02-1509 minMyths of Selling to GovernmentGetting Better at Communications with Government ProspectsWith 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 Myths of Selling to Government, host Rick Wimberly talks about the three...2023-01-1805 minMyths of Selling to GovernmentYou Need Emotional Intelligence if You’re Going to Sell to the GovernmentEmotional 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 hosts a podcast called The Wright Mind, which focuses on mental health issues.Chris (https://www.wrightsmind.com)and...2023-01-1009 minMyths of Selling to GovernmentYou Need to Coach the Coach, Sell what THEY need, How to Win When You’re Late to the GameThis 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. Accept you're coming from behind, and be confident. We elaborate in the episode.The second most popular was "One of the...2022-12-1310 minMyths of Selling to GovernmentShould 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 clients. He approaches cold calling in a different way than m...2022-11-2906 minMyths of Selling to GovernmentThe Most Valuable Help You Can Get to Win a Government ContractYou 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 practices to follow, but finding this help is critical. No, we're not talking about hiring Government Selling Solutions as your help (but, we're available if you want to talk).2022-11-0905 min
In The Wright MindThe Power of Emotional IntelligenceToday, Chris and Rick Wimberly explore the nuance of government sales and the key to finding success and, just as importantly, fulfillment in the industry. And it’s not clever mind games or overbearing coercion.In this episode, we discuss the importance of forming personal relationships with clients, maintaining transparency, and developing emotional intelligence to break barriers. Companies that value people over profits are the best place for such transformation to take place, allowing good (sales)people to thrive.Connect with me on my socialsLinkedInYouTubeInstagram...2022-11-0142 minMyths of Selling to GovernmentWays Grants Can Build Your Government Sales, a How ToThe 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 talks about making a nice living selling products and services to government agencies that used grant funds to buy. He shares a strategy for getting proactive in early stages to provide an advantage over others who are chasing the s...2022-10-2607 minMyths of Selling to GovernmentGetting the Best Out of Your Government Sales Channel PartnersYou 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 tells a story of how a company won partnerships with much, much larger government vendors. Then, the smaller company convinced the much larger companies to become aggressive in producing government sales revenue for the smaller company. In this true story, Rick was skeptical that...2022-10-1208 minMyths of Selling to GovernmentWhen Your Boss Really Doesn't Understand Selling to the GovernmentIt'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 to Government, Rick Wimberly of Government Selling Solutions tells the story of a change at the top of one of his clients from someone who was patient and understood that government sales is different t...2022-09-0206 minMyths of Selling to GovernmentHow to Make it Easy for the Government to Buy from YouIt'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 of Myths of Selling to Government. OK, they're not really tricks; they are things that you should be doing anyway.2022-08-2308 minMyths of Selling to Government5 Tips to Follow When You’re Not First to the Race for Winning a Government ContractWhat 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 that you can still win, even if your competition has a head start.2022-08-0907 minMyths of Selling to GovernmentWant to Hit Your Government Sales Forecast Every Time?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 only solution we've found in our many years of selling to government that counters the unpredictability of government sales. Join host Rick Wimberly of Government Selling Solutions as he unveils the secret... (which, as it turns out, is not really a secret after...2022-07-1307 min
Myths of Selling to GovernmentUse Artificial Intelligence to Help You Get in Front of Government RFPsWe 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 w...2022-06-2809 min
How's That Working For You?PURPOSE DRIVEN RECOVERY: The Fast Life and Not-So-Good Times of an Enneagram Three“The Purpose Driven Life” , written by Rick Warren in 2002, quickly became and remains one of the best-selling non-fiction books of all time. Its’ exploration of the triple interweaving themes of ‘Who am I?’ ‘Do I matter?’ And ‘Why am I here?’ clearly struck a timely and universal nerve regarding the human search for significance.While finding and living out our purpose - our uniquely designed blessing for the world - is indeed a struggle we must each undergo, it seems that some of us might have personalities that are driven more early and often by that dynamic. For instance, enneagram archetype T...2022-06-101h 10Myths of Selling to GovernmentThe Best Government Sales Prospect is the One Who Comes to YouHow 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 g...2022-06-0707 minMyths of Selling to GovernmentOne of the Biggest Mistakes in Winning Government ContractsThere 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 t...2022-05-2306 minMyths of Selling to GovernmentWhat 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 g...2022-05-0208 minMyths of Selling to GovernmentSometimes You Need to Say No in Government SalesNo 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".2022-04-2008 minMyths of Selling to GovernmentPower of Almighty Referrals to Boost Your Government SalesWhile 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.2022-04-0608 minMyths of Selling to Government3 Favorite Secrets for Winning Government ContractsIn 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.2022-03-2306 minMyths of Selling to GovernmentYou Need to Really Listen if You Want to Win Government ContractsWinning 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 from really listening to identify problems and figure out whether they can solve the problems.2022-03-0904 minMyths of Selling to GovernmentSuccessful Pipeline Management and Difficult Government Sales ForecastsPipeline 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 establishing the rules of engagement surrounding pipelines, then a solution for making more accurate forecasts - even when government sales cycles are so blasted long.In this episode, Government Selling Solutions also announces the availability of customized individual government sales coaching sessions.2022-02-2309 minMyths of Selling to Government9 Mistakes to Easily Avoid When Building a Government Sales TeamPutting 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 contracts. Mistakes include: hiring salespeople with your gut, under-utilizing the sales comp plan, mis-aligning sales and marketing and making forecasting rather than coaching a sales manager's priority. Rick says he's seen all of these mistakes, as well as others from Roberge list, as...2022-02-0911 minMyths of Selling to Government3 Steps that Will Actually Help You Win Federal ContractsIn 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 steps when pursuing federal contracting business. The steps are pretty simple, but they require work and no shortcuts are allowed. Even if you're a pro at building federal government pipelines and winning federal contracts, there's always more to...2022-01-2611 minMyths of Selling to GovernmentThe Actual Reality about the Myths of Winning Federal ContractsOf 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 getting into the federal space. We call on an expert in winning federal government contracts. In fact, she's the Federal Sales Sherpa. Eileen Kent has trained over 10,000 people on how to to sell to the federal government. She h...2022-01-1207 minMyths of Selling to GovernmentPractices Reviewed that Actually Help You Win More Government ContractsGovernment 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 pipelines and winning government contracts. For regular listeners, it's a great review. For new listeners, it's a great sample of what you'll learn from Myths of Selling to Government.It summarizes the patterns and themes of the year which relate back to fundamental b...2021-12-1406 minMyths of Selling to Government3 More Key Qualities that Make Star Government Selling PerformersGovernment 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 Episode 25 of Myths of Selling to Government. Our final 3 traits that top performers seem to have in common included a true consultative nature, empathy and affinity for the sales game. They enjoy the complex process for winning government contracts. We call th...2021-11-1708 minMyths of Selling to Government4 of the 7 Key Qualities That Make Star Government Selling PerformersJust 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 regularly among top performers. In this episode of Myths of Selling to Government, we present 4 of the 7 traits. 3 others will be presented in a later episode. We call these 7 traits sales accelerators and predictors of success; they help make up a sales acceleration formula. With...2021-11-0309 min
Myths of Selling to GovernmentAgony of Too Many Words in Government Sales PresentationsToo 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 emphasize a simple point made by the presenter. But, we're often sucked into writing tomes. That's not good, but let me get to the point: In this episode of Myths of Selling to Government, we talk about the landmines of bu...2021-10-2006 minMyths of Selling to Government9 Pieces of Info You Need to Win Government ContractsIn this episode of Myths of Selling to Government, host and government contracts consultant Rick Wimberly calls on his friend and sales expert Tony Lannom. Tony works for Axiom Sales Kinetics which provides sales coaching and services that reinforce the benefits of a process for strong qualification and sales pipeline acceleration. In this episode, Tony and Rick go through 9 Information Objectives that they agree must be met to properly qualify and advance a government contract sales opportunity. Knowing the 9 Information Objectives is not enough; you need to know how to reach them. Tony and Rick discuss how. ...2021-10-0610 minMyths of Selling to GovernmentGSA Contract or Not?Being part of the massive General Services Administration can be a good way to help win government contracts, but it's not the only way. The GSA contract can be expensive, time-consuming and could have an impact on the way you sell to commercial customers. Alternatives for accelerating government sales and servicing your government sales pipeline are discussed in this episode of Myths of Selling to Government, hosted by Rick Wimberly and brought to you by Government Selling Solutions. For example, there are other types of government contracts that can be accessed...and more. (You may need a go...2021-09-2205 minMyths of Selling to GovernmentAccelerate Winning Government Contracts by Building Your Own TeamIf it is to be, it's up to me. That's what people have been telling you. But, if you want to build a sales pipeline for government contracts, you'd better become a team builder. In the Accelerating Winning Government Contracts by Building Your Team episode of Myths of Selling to Government, we talk about who you need to recruit for your team and how. It's kind of like your Fantasy Football team or a sales acceleration formula.We believe this strongly at Government Sales Solutions (www.govselling.com). In fact, the company resulted from a sales person a...2021-09-0808 minMyths of Selling to GovernmentPushing the Government Sales Purchasing ProcessWe all know that winning government contracts takes a long time. It seems that government sales are never closed when we expect. The best way to counter the uncertainty is to have enough in the sales pipeline that when one government sales opportunity stalls, another one is there to take its place.That said, there are still ways to nudge government contracts along. We talk about some of them in this episode of the Myths of Selling to Government podcast hosted by Rick Wimberly of Government Selling Solutions.2021-08-2506 minMyths of Selling to GovernmentInside Scoop on Government Sales Presentation Shoot-outsIn your quest to win government contracts, you may find yourself in a presentation "shoot out" with your competitors. One after another, vendors are paraded into a conference room to show their stuff. In this episode of Myths of Selling to Government, we tell the story of a shoot out where we participated on the government vendor side, hired by a state agency to help them make their selection. We summarize each presentation, then tell what the selection committee really thought of them and why. There's a moral to the story.2021-08-1110 min
The Fabulous Learning NerdsEpisode 23 - Destination Imagination featuring Rick WimberlyVisit us at https://www.thelearningnerds.comGroup dynamics and creative problem solving are important things for everyone to understand because we all must navigate within them. But can those dynamics be taught in a creative way? And how about to our kids in a point in time when they're probably the most? Well, that's the question posed to us by destination imagination. In this episode the nerds are going to be talking with Rick Wimberly. He's a memb er of destination machination in Nashville, and he's going to tell us amazing stories about how...2021-08-0953 minMyths of Selling to GovernmentMapping Pain to Win Government ContractsYou're going to need a map to win government contracts...a pain map. First, you identify the key players. Then, find out where their pain is and how you can relieve it. We dig into pain maps for government contracts in this episode of Myths of Selling to Government. We also talk about a trick from marketing that you can use to turn those maps into an answer to the question of how to win government contracts. 2021-07-2812 minMyths of Selling to GovernmentWinning Government Contracts through Value Portfolio SellingConsultative selling may not work when trying to win government contracts at federal, state, and local levels. But, there's a nice alternative that will work. At Government Selling Solutions, we like the term Value Portfolio Selling, the topic of this episode. Just as you look at your savings like an investment portfolio, government buyers are looking at their purchases as a value portfolio - a set of individual pieces that add up to something of worth.In this episode of Myths of Selling to Government, we talk about how to build a value portfolio for a particular o...2021-07-1410 minMyths of Selling to GovernmentSo, You Think You Can Be Consultative When Trying to Win Government Contracts?Ask pretty much any salesperson if they are consultative, they're likely going to tell you, "of course". I guess that's better than, "I'm really a manipulative jerk". But, when trying to win government contracts, being a true consultative sales or business development person is tough. In fact, there are systems in place that, whether intentional or not, stand in the way of you being a consultant as you try to win government contracts. In this episode of Myths of Selling to Government, we talk about some of the things you've been taught about consultative selling, and why they...2021-06-3010 minMyths of Selling to GovernmentI Can't Wait to Learn to be PatientTo win government contracts, you're going to need to learn patience. But, you can't sit idly by and wait for contracting decisions to be made and the procurement process to run its course. Most of www,.govselling.com content is centered around things that can be done to either speed the government purchasing process or to continue to advance it while others are waiting. In this episode, we focus on a single single tip for what do do while you're learning to be patient. It will give you insight into what's really going on while you wait, and help ensu...2021-06-1607 minMyths of Selling to GovernmentHandling Closings and Objections in Gov Sales...notAlmost anyone who's done any type of sales has been taught closing and objection-handling techniques. That might be fine...but, you're in the big leagues now - government contracting. Whether local, state, or federal government, business development for government contracts requires a heck of a lot more than learning those closing and objection-handling techniques. In fact, they simply don't work in government sales and government contracting. In the Handling Closings and Objections in Gov Sales episode of Myths of Selling to Government, brought to you by www.govselling.com, we talk about why these techniques don't work and what yo...2021-06-0211 minMyths of Selling to GovernmentGovernment Selling Myth: Go to the Top!You might think that getting to the most senior leadership will make your government selling more successful. That's not necessarily the case. In this episode of Myths of Selling to Government, Rick Wimberly tells a couple of stories about getting to the top of a government organization...the very top. It just didn't work. We had missed an important lesson about getting buy-in up and down the ladder. www.govselling.com2021-05-1907 minMyths of Selling to GovernmentCold Calling Doesn't Work. Your Personal Brand Does.In this episode of Myths of Selling to Government, we take on the myth that cold-calling is king. It's not. But, content is, particularly when spread under your personal brand. If you do it right, you can be a rock star in government sales. We provide four steps for building your personal brand, then specific actions for spreading the word. If you follow the steps, you can have prospects come to you! 2021-05-0612 minMyths of Selling to GovernmentIn Government, it's all about the Relationships, not the RFPsRick Wimberly reviews the busting of the myth that government sales is about relationships. Wrong. Top performers know that relationships really drive government sales. It's those relationships that open the door so you can identify problems that you can really solve. If you're not by nature a problem-solver, you probably aren't going to make it in government sales.2021-04-2109 minMyths of Selling to GovernmentThe Freebird Way to PresentMost people structure their presentations all wrong. They bury the good stuff and save pricing as the finale'. Good presentation lessons can be learned by going to concerts. Yep, concerts. (Remember those?)In the Freebird episode, we poke holes in the typical structure and provide an alternative that gets the audience engaged quickly and ends on a high note. We focus on public sector, SLED and other government markets, but the lesson from the rock gods applies to any presentation.2021-04-0709 min