In this episode of Myths of Selling to Government, host and government contracts consultant Rick Wimberly calls on his friend and sales expert Tony Lannom. Tony works for Axiom Sales Kinetics which provides sales coaching and services that reinforce the benefits of a process for strong qualification and sales pipeline acceleration.
In this episode, Tony and Rick go through 9 Information Objectives that they agree must be met to properly qualify and advance a government contract sales opportunity. Knowing the 9 Information Objectives is not enough; you need to know how to reach them. Tony and Rick discuss how.
These Information Objectives will help for all types of government contracts (local, state and federal) and in all sales pipeline stages. You'll need them for government bids and government rfps, too.