We 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.