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 ..read more

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 highlights the importance of asking the right questions upfront through a discovery process to avoid su ..read more

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 feedback from colleagues, tweak things here and there based on how people react, all to make sure they hi ..read more

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 success and how to foster a trusting relationship that unlocks valuable insights.  We tackle common c ..read more

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 rol ..read more

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 primari ..read more

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 magnitu ..read more

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 re ..read more

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 methodolog ..read more

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 ..read more