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Selling to Sam #011 – Learn how to make past performance work for you.
April 11, 2025 | Comic Strip
You may have commercial wins—but in GovCon, they don’t count until you tell the right story. Learn how to make past performance work for you.
The GSA Advantage: Best Practices for IT and Medical Equipment Product Listings
April 10, 2025 | Government
If you sell IT products or medical equipment and have a GSA Schedule—or are thinking about getting one—this is for you. In this week’s article, we break down the best practices that actually move the needle on GSA. Because listing your products isn’t the same as selling them. And nothing drives sales faster than getting away from your computer and picking up the phone. If there’s one thing I hear all the time from product companies trying to break into the federal market, it’s this: “If we just had a GSA Schedule, we’d start winning contracts.” The data—and experience—say otherwise.…
Spring Cleaning for Your Pipeline: What to Keep, What to Cut
April 6, 2025 | Sunday Sales Spark
There’s something about spring that makes you want to roll up your sleeves, throw open the windows, and start tossing stuff that’s been collecting dust for way too long. Your pipeline deserves the same treatment. Because just like that box of cords in your garage, you’ve probably got a few things sitting in there that you “might use someday,” but deep down, you know they’re not going anywhere. Time to clean house—and make room for real movement. What to Track Active Engagement If you've had recent, two-way communication with a prospect—email replies, meetings, even a phone call that ended with…
Selling to Sam #011 – Dash is overwhelmed. Grizz is winning. Want to be more Grizz?
April 4, 2025 | Comic Strip
Don’t miss my April 10th Govology webinar on how to grow your B2G margins. Register here
Unlock More Product Sales with These 4 Tactics and Strategies
April 2, 2025 | Business Development, Government
It’s easy to fall into the trap. You’ve got your SDVOSB or HUBZone certification, your SAM registration is active, and a brand name RFQ hits your inbox. You scramble to get a quote from the manufacturer and submit a bid. You’re excited—maybe this is your first win. But here’s the truth: if you’re chasing bids without a strategy, you’re just guessing—and in most cases, you’re giving up your margin just to be in the game. Winning product sales in the government space takes more than luck. It takes preparation, positioning, and knowing how to use the rules to your…
The GSA Schedule Just Became Essential for Contractors, Especially IT Firms — Here’s Why
March 25, 2025 | Government
If you’ve been on the fence about getting a GSA Multiple Award Schedule (MAS), the latest Executive Order from the White House might be the reason to move forward—sooner rather than later. On March 20, 2025, President Trump signed an Executive Order that directs federal agencies to consolidate procurement of common goods and services under the General Services Administration (GSA). This directive is clear in Section 3(c): GSA is now the executive agent for all Government-wide acquisition contracts for IT, with a mandate to streamline procurement and eliminate duplicative contract vehicles across the federal enterprise. This isn’t just procurement policy.…
11 Steps to Creating a Winning Proposal for Medical Equipment Bids
March 19, 2025 | Government
It takes more than submitting bids to be successful in the medical equipment space, but if you don’t know how to respond correctly to a bid, your sales efforts could be in vain. Winning a government medical equipment bid is more than just submitting a quote and product information—it’s about demonstrating reliability, compliance, and value. With major buyers like the VA, DOD, and HHS procuring billions in medical equipment annually, positioning yourself correctly can set you apart from the competition. Here’s how to create a proposal that stands out and secures contracts. 1. Build a Relationship with Your Manufacturer BEFORE…
Momentum Matters: How to Build Consistency in Government Sales
March 16, 2025 | Government
These tactics and strategies we’re sharing this Sunday aren’t just for government sales—they’re industry agnostic. Whether you’re selling to the federal market, commercial sector, or even managing internal business development, momentum is the key to sustainable success. The businesses that thrive aren’t necessarily the most talented or the most innovative—they’re the ones that show up consistently, execute with discipline, and keep moving forward even when motivation isn’t there. Government sales isn’t about quick wins—it’s about sustained effort over time. Success comes to those who stay in motion, building relationships, refining their approach, and maintaining a steady cadence of activity. Yet,…
Selling to Sam #010 – Winning Contracts Takes More Than Just SAM Searches!
March 14, 2025 | Comic Strip
7 Leadership Skills Every Government Sales Manager Needs in 2025
March 12, 2025 | Government, Leadership
Government sales are evolving, and 2025 is set to bring new challenges and opportunities. Success in this space requires more than knowing how to navigate federal procurement—it demands strong leadership. Whether you're managing a small team as the owner/founder or leading a large company's entire government sales division, mastering these seven leadership skills will set you apart and help you drive results in the government market. 1. Strategic Decision-Making Government sales isn’t just about bidding on contracts—it’s about taking a strategic approach to winning business. The best sales managers don’t chase every opportunity; they focus on the right ones. This…
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