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 guest on the Myths of Selling to Government.
A common theme for Dave is reflected in this statement, "In my mind, the best salespeople I've been associated with are more interested in their customers than themselves." Surprisingly enough, Dave says it's not really about beating the competition. He says, "That's easy."
Listen to the episode to learn more whether you're an individual contributor, sales leader or founder trying to figure out why you're not selling more to the government.