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Top Ten Ways To Sell Without Selling
August 28, 2024 | Uncategorized
In government sales, success doesn’t come from pushing a product; it comes from positioning yourself strategically and engaging thoughtfully. Here’s how you can sell without selling by focusing on a few key principles: 1. Position Yourself as a Trusted Advisor In government sales, it's all about being seen as a trusted resource rather than just another vendor. When you establish yourself as an expert, government buyers naturally turn to you when they need solutions. Your role is to provide valuable insights, data, and expertise that align with their mission objectives—no hard sell needed. 2. Become a Problem Solver The key…
Six Key Insights from RSM Federal’s Government Sales Bootcamp
August 22, 2024 | Uncategorized
Breaking into the government sales arena can be challenging. Success highly depends on the right training and guidance. Success also sometimes takes a more structured, scheduled effort to achieve success. I mean, think about it. What is likely to produce more results? Going to multiple websites to learn how to work out and then scheduling time to do it or signing up for a class at your local gym and meeting weekly? RSM Federal's Government Sales Bootcamp is designed to equip you with the knowledge and skills necessary to excel in government contracting and provide the structure and schedule to…
4 Effective Ways to Warm Up Cold Government Leads
August 13, 2024 | Uncategorized
In government sales, I have stayed true to the message that the key to success lies in building relationships and establishing trust with your prospects. But let's face it, not every lead will be warm and ready to engage. Many of your government leads are likely cold, requiring a strategic approach to turn them into viable opportunities. Warming up cold leads is not just about persistence; it’s about applying the right techniques to build rapport and create value. Here are four effective ways to warm up those cold government leads and increase your chances of success. Leverage Social Media Platforms…
GSA Schedules: Do You Need One and What Are Some First Steps to Take?
August 6, 2024 | Uncategorized
Understanding GSA MAS Winning government contracts can provide another sales channel to your organization. One possible strategy is to use GSA’s Multiple Award Schedule (MAS), also known as the “GSA Schedule”. However, obtaining a GSA MAS is not a guarantee of sales success; it requires strategic planning and relationship-building. The GSA MAS is a long-term governmentwide contract providing the federal government as well as state and local government buyers (for some products and services) access to commercial products and services at pre-negotiated prices. It simplifies the procurement process and offers a competitive edge to businesses by streamlining sales with government…
Overcoming Shyness: 11 Ideas for Effective Networking for the Introvert
July 30, 2024 | Uncategorized
I've heard that the two things people fear the most are snakes and public speaking. I think throwing yourself into a room of complete strangers and talking about yourself and your company has to be up there too. This can be especially challenging for introverts. Talking to complete strangers is scary enough, and then there's the added pressure of having to talk about your achievements and skills. We've been conditioned since we were kids that bragging was bad, so it's hard to shift gears and effectively network. While I've seen individuals become successful without networking, for me, learning how to…
8 Key Questions to Ask a Contracting Officer
July 23, 2024 | Uncategorized
Navigating the intricacies of government contracting is a complex task. However, armed with the right questions, you can greatly increase your chances of landing that valuable contract. Here are 8 key questions that can make a difference when talking to a contracting officer. Asking these questions could provide you valuable insights helping you build a lasting relationship and position your offer. 1. Do you already have an acquisition strategy for this opportunity? Understanding the contracting officer's acquisition strategy can help you tailor your approach. For example, knowing whether a specific contract vehicle is preferred can help you begin preparing…
7 Key Traits to Look for in a Government Sales Professional
July 16, 2024 | Government
Image made in Canva The role of a sales professional is critical when it comes to navigating the intricate world of government sales. Government contracts are often lucrative but come with a unique set of challenges and regulations. Hiring the right sales professional can make the difference between success and missed opportunities. Here are seven essential traits to look for in a government sales professional. 1. Deep Understanding of Government Procurement Processes A proficient government sales professional must comprehensively understand the procurement processes unique to government entities. But be careful in taking this too “far.” Its not a contest on…
5 Ways to Maximize Opportunities During the 4th Quarter
July 9, 2024 | Government
Image made in Canva As we approach the end of FY24, it's a critical time for us as government contractors. Our Federal government operates on a fiscal year period from October 1st through September 30th. During this time, we are focused on meeting our annual goals and setting the stage for the upcoming year. To make the most of this period, we should consider focusing on these five strategies: 1. Contact All Current Customers Our current customers already know and trust our business, so they're more likely to respond positively to our offers. We can consider sending personalized emails, making…
Maximize Your Government Web Page’s Impact: 6 Essential Details for Ensuring Effectiveness
July 2, 2024 | Government
Image made in Canva Government contracting officers are working harder than ever these days. With the government spending more money than it did 20 years ago and fewer contracting officers available to make the awards, companies must do business with them as seamlessly as possible. One fundamental way to achieve this is by making your website clear about your intent to do business with the government and how the government can do business with you. Here are six key elements to make it easy for contracting officers to figure this out. Introduction A well-structured government page on your website is…
8 Tools to Make Your Government Sales Life Easier
June 21, 2024 | Government
Image made in Canva Selling to federal government agencies requires being organized, efficient, and effective. Here are eight essential tools that can make your government sales life easier: 1. Customer Relationship Manager (CRM) Software A solid CRM is the backbone of any successful sales operation. And for government sales, it's a total game-changer. With CRM software, you can keep track of all your interactions with prospects and clients, stay on top of your pipeline, and ensure no follow-up slips through the cracks. Plus, you get all these amazing insights into what your customers want, so you can tailor your approach…
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