Myths of Selling to Government
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.
Myths of Selling to Government
Should You Be Cold Calling to Make Government Sales? The Debate Continues.
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Rick Wimberly
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Season 2
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Episode 18
In our Myths of Selling to Government podcast and in our book, Seven Myths of Selling to Government, we've made it clear that we're not a fan of cold calling during the quest to win a government contract. We've reasoned that there are so many more things that must be done to get potential buyers' attention.
But, we found a worthy opponent to debate whether cold calling can work in government sales. Mike Dombo of Kensington Sales Group does nothing but cold calls to government for his clients. He approaches cold calling in a different way than most people do. He's very unassuming and uses a key phrase in every call. The approach and phrase are unveiled in this episode of Myths of Selling to Government podcast episode.