Myths of Selling to Government

Rick Wimberly

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. read less
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Episodes

Listening to Win: The Key to Effective Government Sales Presentations
Apr 3 2024
Listening to Win: The Key to Effective Government Sales Presentations
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 hit the high notes and really promote all of what they're offering.But here's a twist: I had a sales guy pitch to me a few weeks back. He was all prepped and ready, doing the usual "interrupt me anytime" spiel, and then dove into his rehearsed masterpiece, hitting all the expected buzzwords and shiny features. It was smooth; I'll give him that. But when the show was over and we got down to brass tacks, something was off. Despite a solid presentation, it just didn't click for me. No sale.Why? Because he missed the mark on what I actually needed. He had his demo down pat but didn't really get what my problem was or how his solution fit into that. I’ll give him an “A” for a smooth presentation, but a “C minus” on his discovery. It's like he was selling features when what I needed was a solution to my specific problem. It's a common mishap: not listening enough and just hoping your standard pitch will somehow land.The episode really digs into this idea that you've got to do more than just show up with a rehearsed demo. You’ve got to do discovery before you start pitching. You need to ask questions, listen like you mean it, and be ready to throw the script out the window to address what the buyer really needs. It's about making your demo a conversation, not a monologue. If you can do that, you're not just going through the motions; you're making a connection and solving a problem.Big shoutout to our sponsor, Excavase.com, a sales discovery platform, for backing this episode. And, here's to making those government sales pitches count by really tuning in to what your clients need and tailoring your approach to fit.
Digging for Treasure, Uncovering Landmines in Sales Discovery for Selling to Government
Feb 3 2024
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.
My Mom’s Wisdom: Mastering Government Sales, One Question at a Time
Nov 1 2023
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.
Unlocking Success for Winning Government Contracts: The Drive to Play the Game
Oct 4 2023
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.
"Bid or No Bid: The Controversial Crossroads of Winning Government Contracts
Sep 6 2023
"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.