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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…
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."…
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,…
Stop Winging It: Your 7-Step Weekly Sales Review Process
April 13, 2025 | Sunday Sales Spark
Monday morning hits. You open your laptop, pull up your CRM… and stare blankly at a dozen “active” leads you haven’t touched in weeks. You know you were busy last week, but can’t quite remember what actually moved the needle. Sound familiar? If you’re serious about growing in government sales, you need more than just hustle. You need structure. A simple weekly review keeps you grounded. It helps you focus on what matters, spot the gaps, and make clear adjustments—before another month disappears. Here’s a guide to review your sales week, ask the right questions, and reset with purpose. 1.…
Spring Cleaning for Your Pipeline: What to Keep, What to Cut
April 6, 2025 | Sunday Sales Spark
There’s something about spring that makes you want to roll up your sleeves, throw open the windows, and start tossing stuff that’s been collecting dust for way too long. Your pipeline deserves the same treatment. Because just like that box of cords in your garage, you’ve probably got a few things sitting in there that you “might use someday,” but deep down, you know they’re not going anywhere. Time to clean house—and make room for real movement. What to Track Active Engagement If you've had recent, two-way communication with a prospect—email replies, meetings, even a phone call that ended with…
The Sunday Reset: 7 Ways to Prep for a High-Impact Sales Week
March 10, 2025 | Sunday Sales Spark
Sunday isn’t just the day before Monday—it’s the strategic reset that separates top government sales professionals from those constantly playing catch-up. If you want to start your week with momentum, clarity, and a plan of action, Sunday is your best opportunity to set the stage for success. Government sales isn’t a waiting game. If you’re reactive, you’re already behind. The best players in this space have a game plan before the week even starts. Here’s how to make Sunday your power play. 1. Review Your Pipeline and Prioritize Your sales pipeline is your playbook. Every Sunday, take 30 minutes…
Sales Never Stops: The Mindset That Separates Winners
March 2, 2025 | Sunday Sales Spark
Sunday Sales Spark Fueling Your Sales Strategy Before Monday Begins Welcome to the first edition of Sunday Sales Spark. If you’ve been following our Government Sales Game Plan newsletter, you know we focus on strategy, execution, and real-world tactics to win government business. But winning isn’t just about what you do Monday through Friday—it’s about mindset, momentum, and making the right moves before the week even begins. This Sunday edition is here to set the tone for your week. Short, sharp, and actionable, Sunday Sales Spark is designed to give you an edge before the rest of the market even…
