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Selling to Sam #016 – If your pipeline is measured in pages, not conversations, you’re doing it wrong.
June 6, 2025 | Comic Strip
The Tactics Behind the Metrics: How to Actually Measure Your Government Sales Performance
June 6, 2025 | Government
In government sales, it’s easy to say: “Know your numbers.” Revenue targets. Pipeline size. Prospect touches. Conversion rates. You’ve heard them all before. But most companies don’t just struggle with what to measure; they struggle with how to get those measurements in the first place. So let’s get tactical. Today, we’re not talking theory, we’re talking tools, habits, and processes you can implement to finally get your hands on data that drives your sales strategy forward. 1. Don’t Just Use CRM, Design CRM Most companies think buying a CRM tool is the answer. It’s not. The answer is building a…
Sunday Sales Spark: The Data-Driven Discipline of Government Sales
June 1, 2025 | Sunday Sales Spark
Let’s talk research and metrics. Government sales gives you a ton of information to work with. That’s both the good news and the bad news. You have more data at your fingertips than any other market. But so does everyone else. The companies that win aren’t just the ones pulling reports. They’re the ones who know what to do with the data. If you’re going to grow in this space, you have to develop two skill sets: Researcher Analyst Both feed your strategy. But neither means anything if you don’t convert them into action. Here are the types of research…
Selling to Sam #015 – Rest isn’t quitting. It’s reloading. Grizz gets it. Dash… he’s still learning.
May 30, 2025 | Comic Strip
Rest isn’t quitting. It’s reloading. Grizz gets it. Dash… he’s still learning.
Midweek Summit: 7 Ways to Fuel Up When Running on Fumes
May 28, 2025 | Self Help
Last Sunday, I wrote about stripping things down to the essentials. This Wednesday, I want to flip that perspective. Because there’s a difference between cutting activities to avoid burnout and doing things that actually recharge your battery. In government sales, the engine is always running. Opportunities don’t pause. Deadlines don’t disappear. But if you’re not careful, you will. You don’t have to hit a wall to know you’re running on fumes. So here are seven real-world ways to refuel, not some fluffy advice, but practical strategies that actually work when your energy is low and your output still matters. Get…
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…
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