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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…
Seven Essential Strategies to Boost Government Sales Conversion Rates
May 17, 2024 | Business Development, Government
Image made in Canva Sales in any industry present unique challenges and opportunities. Certain strategies can give you an edge when selling to the federal government. In this article, we will explore seven proven tips for developing a successful sales strategy that stands out in this competitive landscape. 1. Find Out Who Buys What You Sell While sales are sales, a few things about sales to the Federal government are unique. One of those things is customer data is public record. So this means you can get a very good idea of which agency buys what you sell, which contracting…
Mastering the 6 Essential Prospecting Channels for Government Sales
May 9, 2024 | Government
Image made in Canva To succeed in government sales, you need to use a variety of tactics. No single approach will guarantee success, but they can be very effective when used together. Here are the six necessary channels to reach prospects and improve your chances of success. Phone Power: Taking a traditional approach to communication can be valuable, especially when it comes to phone calls. They offer a personal touch that can help foster more meaningful connections that feel less like a sales pitch. To increase your chances of success, planning and gathering information about your prospect's geography, education,…
Six Fundamental Characteristics Of a Successful Capabilities Brief
April 18, 2024 | Government
Image made in Canva In the competitive world of government sales, a capabilities brief meeting can be a crucial moment for companies looking to impress potential agency customers or teaming partners with their strengths, expertise, and value propositions. However, to ensure success, careful planning, preparation, and execution are necessary. This article will examine the six essential characteristics for conducting a successful capabilities brief meeting, with practical tips and strategies for each process stage. 1. Compelling Presentation Deck: When preparing for a capabilities brief meeting, a visually appealing presentation deck is essential. Limit the deck to five to seven slides to…
Four Government Sales Steps for Medical Equipment Manufacturers and Distributors to Win More Awards
April 4, 2024 | Government
Image made in Canva Winning government customers can be a game-changer for manufacturers and distributors in medical equipment sales. Government sales can often be lucrative due to their short sales cycles and recession-proof nature, helping companies survive the ups and downs of commercial sales and the erratic replacement decisions of private and public sector health systems. However, navigating the complexities of government procurement requires a strategic approach tailored to the unique needs of this sector. It doesn’t start with bidding on everything and seeing what sticks. Instead, to emerge victorious in this competitive arena, here are the top three key…
Six Insights From The SAM Databank To Enhance Your Government Sales Strategy.
February 4, 2024 | Government
Image made in Canva In government contracting, knowing your target market is crucial for success. Unfortunately, some companies sell lists of known government contracting officers and tell their customers to spam the entire list. It's the spray and pray method. Some just say its a numbers game. In my experience, this method doesn’t work in government sales. Fortunately, the System for Award Management (SAM) Databank offers information that can provide valuable insights for your government sales strategy. You only need access to the databank, which requires a login.gov username and password and a spreadsheet pivot table. I personally prefer Google…
8 Ways to Improve Your Business Operations in 2024 for Better Contract Delivery
January 17, 2024 | Business Development, Government
Image made in Canva In government contracting, awards are what we want. They stand as the benchmark of success. However, more than simply winning contracts is required; delivering on those contracts efficiently and effectively is equally crucial. I’ve seen too many companies win one and never win again. Some of this may be due to a lack of a sales strategy, but other times, they could not deliver on what they promised effectively. The back office plays a pivotal role in ensuring the successful execution of contract awards. Businesses should optimize their operations to streamline processes and enhance contract delivery.…
Top 10 Activities for Your 2024 Government Sales Strategy
January 10, 2024 | Government
Image made in Canva I haven’t seen too many Top Ten Lists since David Letterman retired, so I thought the advent of a new year deserved one. While ours may not be as funny as the Top Ten Prom Themes or Top Ten Rejected Crayola Crayon Colors, we hope they help you with your government sales strategy for 2024. So here you go! 10. Figure Out Who Buys What You Sell I’m not just discussing doing NAICS Code or PSC Code Research and looking at the department level. No. Use Keywords. Dig down to the agency and the contracting office,…
Just Lost a Bid and Want to Protest? Read This First!
December 13, 2023 | Government
Image taken from Canva Losing a bid can evoke negative emotions such as sadness, anger, rejection, and fear. These feelings may drive us to make irrational decisions both in our personal and professional lives. However, in the realm of government contracting, it can be beneficial to ask questions about why we failed to win the bid. It's recommended that companies gather as much information as possible regarding how the government evaluated their offer. This will help them to improve their response to future opportunities. Unfortunately, sometimes instead of learning from the experience, we tend to look for inconsistencies in the…
8 Essential Components of a Capabilities Brief
December 7, 2023 | Government
Image made in Canva When working in the government sector, it is expected to provide a Capabilities Brief as a part of the sales process. The number of slides in the presentation should generally be between 10 and 15, but the exact number will depend on who you are presenting to. For instance, a Small Business Liaison Officer (SBLO) may not require as much detail about the product or service as an end user. Therefore, it is recommended to have fewer slides in the presentation when presenting to an SBLO. Here is a table that outlines the eight essential components…
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