Earnest Consulting Group

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…

Midweek Summit: The Lack of Sales Blame Game

June 18, 2025 | Government

Our culture has a blame problem. You see it in sports all the time. A team loses, and fans immediately turn to the officials. Bad call! Missed strike! Phantom foul! But the box score tells the truth: missed free throws, dropped passes, unforced turnovers, lazy defense. If those mistakes didn’t happen, most of the time the outcome would have been different. It’s not that the refs don’t make mistakes, it’s that the team made more of them. Sales is no different. Especially in government sales. We tell ourselves a story about why we’re not winning. We externalize failure because it's…

Midweek Summit: How to Build the Community That Will Accelerate Your Government Sales

June 11, 2025 | Government

In Sunday’s Sales Spark, we talked about the things that accelerate success; Community, Accountability and Expertise. But let’s get tactical: how do you actually build a community around your government sales efforts, especially if you're not part of a larger organization? When you work for a big company, the structure often bakes in your community: National sales meetings Weekly team huddles Internal mentorship programs Built-in accountability But what if you're running your own company or leading the government sales push for a small business? That’s when it starts to feel like the Wild West, lone ranger style. And that’s exactly…

Sunday Sales Spark: Don’t Go it Alone

June 8, 2025 | Government, Sunday Sales Spark

Salespeople who work for large companies often have something built-in that many small business owners don’t: a sense of community, accountability, and a constant sharpening of their skills. Now, whether or not salespeople take advantage of it is a completely different topic. They’ve got sales managers. Teams. Pipeline reviews every Monday morning. Weekly sales meetings. Quarterly business reviews. National sales meetings. The machine keeps them moving. But when you’re the owner of a small business, and sales sit squarely on your shoulders, it’s a different world. You're out there like it's the Wild West. I know. That’s exactly where I…

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…

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…

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."…