765.293.4980
Conferences go beyond the agenda.
February 10, 2026 | Business Development
Conferences go beyond the schedule. In government sales, they start weeks before registration opens. They end long after the last booth comes down. Winning in government sales starts with research. -Speakers. -Exhibitors. -Agencies. -Prime contractors. -Social media conversations. It starts with posting that you are attending, exhibiting, or speaking.. It starts with at least three meetings scheduled before you arrive. It starts with a prioritized list of booths to visit. It starts with a plan to collect business cards and enter every contact into your CRM. Then the conference ends and the work begins. -Follow up calls. -Follow up emails. -LinkedIn…
If Suffering is Part of Your Strategy, Something’s Broken
February 9, 2026 | Business Development, Leadership, Time Management
If Suffering is Part of Your Strategy, Something's Broken Don’t confuse this with discomfort. Discomfort is normal in government sales. Cold outreach. Learning a new agency. Walking into your first conference solo. Presenting to a contracting officer who has zero patience. That’s growth. Suffering is different. Suffering looks like this: 60 to 80 hour weeks Proposal after proposal with no lift. Back-to-back conferences. Constant travel. Client meetings stacked on top of each other. Contract startups that never seem to stabilize. And after months of it… nothing changes. Same pipeline stress. Same revenue pressure. Same fire drills. That’s not grinding. That’s…
What is the most valuable asset in government sales?
February 6, 2026 | Business Development
Here are the top five most valuable assets in government sales: 5. Process 4. Proposal Team 3. Past Performance 2. Perceived Value 1. Competitive Intelligence Five through two can shift based on a company's situation. Number one remains. Where are relationships? It's implied. The best competitive intelligence requires relationships. The best competitive intelligence comes from 80% human sources. Less than 20% publicly available. How are you cultivating your most valuable asset? Which one do you think is missing? …… Think someone would benefit from this content? Forward this message to them and have them sign up below! https://mailchi.mp/betteryourcompany.com/sign-up-for-newsletter
Most people think government sales is all about knowing the rules……
February 4, 2026 | Focus
Most people think government sales is all about knowing the rules. It’s not. It’s about knowing where you fit. Right agency. Right timing. Right message. Everything else is noise. If you had to pick one agency to focus on this year, which would it be?
