Earnest Consulting Group

The Sunday Reset: 7 Ways to Prep for a High-Impact Sales Week

March 10, 2025 | Sunday Sales Spark

Sunday isn’t just the day before Monday—it’s the strategic reset that separates top government sales professionals from those constantly playing catch-up. If you want to start your week with momentum, clarity, and a plan of action, Sunday is your best opportunity to set the stage for success. Government sales isn’t a waiting game. If you’re reactive, you’re already behind. The best players in this space have a game plan before the week even starts. Here’s how to make Sunday your power play. 1. Review Your Pipeline and Prioritize Your sales pipeline is your playbook. Every Sunday, take 30 minutes…

Selling to Sam #009 – Want them to listen? Show them you’re listening first.

March 6, 2025 | Comic Strip

ECG Celebrates 10 Years: A Letter from Me to Me of 2015

March 4, 2025 | Government

March 1, 2025, marked the tenth anniversary of Earnest Consulting Group. Having been a successful business owner and government contractor who sold their business to a Fortune 100 company, I thought it would be easy. Boy was I wrong! One big difference is that this gig was my first as a solopreneur. To say I’ve learned a lot in the past years would be an understatement. To help others avoid some of my mistakes, I’ve written a letter to my 2015 version, sharing everything I wish I had known when I started. I hope this helps people start a new…

Sales Never Stops: The Mindset That Separates Winners

March 2, 2025 | Sunday Sales Spark

Sunday Sales Spark Fueling Your Sales Strategy Before Monday Begins Welcome to the first edition of Sunday Sales Spark. If you’ve been following our Government Sales Game Plan newsletter, you know we focus on strategy, execution, and real-world tactics to win government business. But winning isn’t just about what you do Monday through Friday—it’s about mindset, momentum, and making the right moves before the week even begins. This Sunday edition is here to set the tone for your week. Short, sharp, and actionable, Sunday Sales Spark is designed to give you an edge before the rest of the market even…

Selling to Sam #008 – If someone charges you for SAM registration, just remember: Grizz warned you

February 27, 2025 | Comic Strip

Top 10 Areas Where The Government’s Buying in 2025

February 26, 2025 | Government

A lot has changed in government contracting this year. Since January 20th, many contracts have been canceled, some government agencies have shut down, and some things the government used to buy are no longer needed. It might feel like everything is falling apart—but that’s not true! The good news? The government still awarded over 138,000 contracts and spent more than $7.8 billion. Businesses that sell to the government still have plenty of opportunities. The key is knowing where the money is going and making sure your business is ready to take action. Here are the top 10 things the government…

Selling to Sam #007 – Dash hits the panic button. Grizz hits the strategy button. Which one works?

February 20, 2025 | Comic Strip

From Event Excitement to Everyday Focus: 7 Strategies to Combat Post-Conference Burnout

February 18, 2025 | Government

Conferences are a whirlwind—especially when they take place in a city like New Orleans, where the National Small Business Conference (SBC) just wrapped up. With thousands of attendees, it’s a non-stop mix of insightful sessions, valuable networking, and, let’s be honest, some incredible food. You leave feeling energized, inspired, and full of new ideas. Then reality hits. Your inbox is overflowing, your to-do list has doubled, and that initial conference excitement starts to fade into post-conference exhaustion. Add in the uncertainty with the new administration, and it’s easy to feel like you’re falling behind instead of capitalizing on the momentum.…

Selling to Sam #006 – A conference without follow-up is just an expensive social event

February 13, 2025 | Comic Strip

6 Post-Conference Follow-Ups That Lead to Real Opportunities

February 11, 2025 | Government, Opportunity

Attending a conference is just the first step. What you do afterward determines whether those new connections turn into opportunities—or disappear into the abyss of forgotten business cards. Here’s how to follow up effectively and turn momentum into meaningful conversations. 1. Follow the 24-Hour Rule Don’t wait days to follow up. Within 24 hours of the conference wrapping up, send a quick message to everyone you connected with. A simple acknowledgment—like “Great meeting you at [conference name]! I enjoyed our chat about [topic]”—keeps the conversation warm and increases your chances of a response. 2. Personalize Your Outreach Avoid generic follow-ups.…

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