Pipeline management and sales forecasting are challenges in all environments. But, none is more challenging than selling to win government contracts. In this episode, government sales consultant Rick Wimberly identifies some of the biggest pipeline and forecast challenges in government procurement markets. He offers definitive advice on establishing the rules of engagement surrounding pipelines, then a solution for making more accurate forecasts - even when government sales cycles are so blasted long.
In this episode, Government Selling Solutions also announces the availability of customized individual government sales coaching sessions.