Earnest Consulting Group

Sales Never Stops, But Sometimes You Need to Strip It Down to the Essentials

May 25, 2025 | Sunday Sales Spark

Sales never truly stops. But after a big push, even the best of us hit a wall. I just returned from the #VETS25 conference the week before last. And when executed well, conferences are a full-contact sport. There’s the prep beforehand, getting decks ready to present, lining up meetings, and making sure everything back at the office is handled before you leave. Then there’s the conference itself, speaking engagements, 1:1 strategy sessions, walking the exhibit hall, and hitting the networking receptions. And after it’s over? You’re not done. You’ve got to follow up with new connections while catching up on…

7 Operational Tactics for Conference Success (That No One Talks About)

May 14, 2025 | Government

We’ve all read the lists about what to do and not do at conferences—have a plan, network smart, follow up. But here’s the thing: success at conferences isn’t just about being present and pleasant. It’s about building systems that work for you before, during, and after the event. So if you’ve already got the basics down, here’s a deeper operational playbook to help you turn conference attendance into repeatable ROI. 1. Start With a Campaign Mindset, Not a Calendar Entry Too many companies treat conferences as one-off events. They show up, shake hands, pack up—and go home without a measurable…

7 Activities NOT to Do at a Conference — And What to Do Instead

May 11, 2025 | Government

Conferences can be game changers—or complete duds. It all comes down to how you show up. Here’s your sales-focused playbook for making the most of your next industry event. 1. Don’t show up without a plan of attack. Instead: Know your targets. Decide in advance who you're meeting, what sessions you’re skipping, and where you’ll focus your time. Map out buyers, partners, and key agencies you want to connect with. Walking the floor with a strategy beats wandering with swag bags. 2. Don’t spend all your time in sessions. Instead: Prioritize networking over note-taking. If you’re brand new, pick two…

Selling to Sam #014 – The real secret to finishing your GSA Schedule?

May 9, 2025 | Comic Strip

The real secret to finishing your GSA Schedule? Community. Accountability. And the right guide.

Why Companies Fail to Submit (and Win) a GSA Multiple Award Schedule Contract

May 7, 2025 | Government

When companies come to us frustrated about failing to secure a GSA Multiple Award Schedule (MAS) contract, they often blame the government, the process, or the market. But after years of coaching firms through this, we know the truth: most companies fail before they ever submit — or they give up too soon. Here’s a hard look at eight reasons why companies stumble — and what operational leaders can address before wasting months (or years) in the GSA process. They’re Overwhelmed and Don’t Know Where to Start Many businesses look at the GSA MAS and freeze. With its maze of…

5 Tactical Moves to Win More Awards on Contract Vehicles

May 4, 2025 | Government

In government sales, one of the biggest myths I hear over and over is: “If I just had a contract vehicle, I’d be winning more business.” It’s the classic “if only” trap — and it’s dangerous. Here’s the truth: contract vehicles are sales tools, not sales strategies. They give you the right to compete, not the right to win. Think of it this way — just because you have a fishing pole doesn’t mean you’re catching fish. Without a plan, skill, and consistent effort, you’re standing on the shore watching others walk away with the catch. The same applies to GSA Schedules,…

9 Ways to Act Like a Victim in Government Sales — and How to Avoid Them

April 27, 2025 | Government, Sunday Sales Spark

Government sales isn't easy — and it's not supposed to be. If you're looking for a market where success comes with a participation trophy, you're in the wrong place. What separates the winners from the ones still "waiting for their big break" usually boils down to one thing: taking ownership. Victim thinking in government sales will destroy you. Here's how it sneaks in — and how to kill it before it kills your pipeline. 1. If Only I Had the Right Certification... Victim Thinking: "If I was an SDVOSB, 8(a), WOSB — then doors would open automatically for me."…

7 Ways to Tailor Capabilities Statements for Healthcare Agencies

April 23, 2025 | Government

If your target audience includes the Department of Veterans Affairs, HHS, or any of the subagencies in the Federal health sector, your capabilities statement shouldn't look like a one-size-fits-all brochure. Healthcare buyers have different missions, different stakeholders, and very different pain points compared to the average agency. Here are seven specific ways to make your capabilities statement resonate in the healthcare space: 1. Speak Their Language (Literally and Figuratively) Avoid jargon that feels generic. If you're selling to healthcare agencies like the VA, HHS, or DHA (Defense Health Agency), use terminology from their world—terms like patient-centered care, EHR integration, interoperability,…

The Right People Changes Everything: Community, Mentorship, and Mindset Before Monday

April 21, 2025 | Sunday Sales Spark

Let’s not sugarcoat it—government sales is hard. For that matter, all sales are hard—when we’re doing it right. When we’re focused. When we’re building relationships, qualifying buyers, and leading with value instead of desperation. And it’s about to get harder for a lot of small businesses. With the SBA downsizing nearly half of its district offices, a major source of education, outreach, and small business support may disappear leaving a gap which won’t be easily filled by government resources alone. This reality means the real support system for small business success is going to come from somewhere else: your community,…