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Selling to Sam #021 -Deep work wins deals. Distractions drain them.
July 25, 2025 | Comic Strip
Selling to Sam #020 -Even a late start beats no start.
July 18, 2025 | Comic Strip
Executing Your Q4 Strategy: Five Practical Steps
July 17, 2025 | Government
If Sunday was about what to do, this is about how to get it done. Execution is where most companies fall short. Everyone wants to win in Q4, but few are willing to put in the work that gives them a shot. One email blast won’t do it. Neither will checking SAM once a day. Here are five tactical steps to get your Q4 sales strategy moving in the right direction: Run Targeted Research Don’t guess who your buyers are. Use tools like FPDS, USAspending, and SAM to figure out who buys what you sell. Take it a step further…
5 Ways to Be Successful in Selling to the Federal Government in Q4
July 13, 2025 | Government
Federal procurement has went through a lot of change this year. Some folks I know say that Q4 won't be like it normally is. Others say it will be bigger. Regardless, here's how we make the most of Q4. Here are five essential moves to be successful in Q4 federal sales: Target High-Probability Buyers Don’t waste time emailing 300 people hoping one replies. Figure out who buys what you sell. Use tools like SAM, FPDS, USAspending, or even a well-placed Google search for agency directories. The best Q4 wins come from knowing exactly who to talk to. Organize and Prioritize…
Selling to Sam #019 – Are You Tracking What Actually Matters?
July 3, 2025 | Comic Strip
How to Measure Your Government Sales KPIs
July 2, 2025 | Government
One of the biggest challenges in government sales isn’t finding work, it’s managing your pursuit of it. Too many teams rely on scattered notes, gut instincts, and last-minute scrambles. Tracking your 7 KPIs isn’t about making extra work. It’s about creating a system that gives you clarity, control, and better results. Here are seven ways to get tactical about measuring your KPIs: Define Your Sales Stages Clearly Your pipeline isn’t a single bucket, it’s a process with distinct stages. Define stages like Lead > Contacted > Meeting Held > Proposal > Awarded so you can track where opportunities really stand.…
