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

06/07/22 • 7 min

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.

Previous Episode

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.

Next Episode

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.

Myths of Selling to Government - The Best Government Sales Prospect is the One Who Comes to You

Transcript

0:00
The Myths of selling to the government, if you're using traditional sales techniques to sell to government, you're doing it wrong. The podcast is brought to you by government selling solutions, government selling solutions, selling and marketing to the government free years, quite successfully. Thank you. Now, here's Rick. This is another of those episodes that could create a stir. That concept flies directly in the face of a practice that some folks swear by one that comes from years