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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.…
Sunday Sales Spark: 7 KPIs to Measure Success in Government Sales
June 29, 2025 | Government
One of the easiest traps in government sales is to confuse activity with progress. We send emails, attend conferences, watch bid boards, and tell ourselves we’re busy. But are we actually moving toward our revenue goals? That question only gets answered if you track the right numbers. The best government sales professionals don’t just work hard, they measure what matters. They know their numbers, adjust their strategy when needed, and avoid wasting time on the wrong opportunities. If you want to manage your sales plan proactively, here are seven KPIs worth tracking. 1. Qualified Leads Generated It’s not about collecting…
Selling to Sam #018 – Government buyers aren’t buying adjectives, they’re buying proof.
June 27, 2025 | Comic Strip
Selling to Sam #018 - Government buyers aren’t buying adjectives, they’re buying proof.
Midweek Summit: Five Places to Find the Metrics that Matter
June 25, 2025 | Government
On Sunday, we talked about what not to lead with in government sales and what to say instead. But if you’re like a lot of companies, you might’ve read that and thought, “That sounds great… but where do I get those numbers?” This week’s Midweek Summit is all about finding those metrics. Because if you want to communicate value in a way that’s credible, relevant, and clear, you need real data behind your message. You have more metrics than you think. You just need to go looking for them. Here are five places to start: Your Customer List Start simple.…
Sunday Sales Spark: Lead with What Matters
June 22, 2025 | Government, Sunday Sales Spark
In government sales, first impressions aren’t just important, they’re everything. Whether you're cold emailing, pitching in a capabilities briefing, or introducing your firm at a matchmaking event, how you position yourself in those first few seconds sets the tone. Unfortunately, many contractors make the same mistake: they lead with things that don’t move the needle. They lead with what they are, not what they do. They talk about certifications, registrations, and labels. They assume that saying “We’re SDVOSB-certified and on the GSA Schedule” is enough to stand out. It’s not. That’s why this week’s focus is on helping you shift…
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