Just like selling into other markets, winning government contracts has changed. Government buyers aren't found where they used to be, the topic of this episode of Myths of Selling to Government hosted by Rick Wimberly. He's joined by Amir Capriles, Chief Revenue Officer for Grancius and former senior government sales executive of companies like Microsoft and Salesforce.

Amir says, these days, government buyers don't rely as much as they once did on government sales and business development people to figure out and navigate their options; prospects have likely done much of their research into their potential solutions by the time you get to them. Thus, Amir says, you must become a trusted advisor and figure out where the prospect is in the buying journey so you can bring the right information at the right time. Plus, he says, you have to create a point-of-view that's enticing enough to get the buyer's attention.

Amir says he wants to see his company's sellers conducting "amazing, amazing" research and discovery. Then, he likes to ask them what's the billion dollar problem they can help the government customer solve. He says it changes their way of viewing the opportunity, even if it's for a $10,000 government sales opportunity.

Join Rick and Amir for this powerful episode of Myths of Selling to Government.

This episode of Myths of Selling to Government tackles a critical, yet often overlooked, aspect of government sales success: understanding your prospect's buying process.

Mastering government procurement isn't just about having strong sales skills. Knowing the specific steps involved in a government purchase can dramatically improve your chances of closing the deal and achieving accurate sales forecasts.

The episode explores common pitfalls for salespeople who lack this crucial knowledge. It highlights the importance of asking the right questions upfront through a discovery process to avoid surprises like:

• Unclear Budgets: Learn how to go beyond the basic "what's your budget?" question to uncover true funding sources and timelines.
• Budget Timing Challenges: Government spending cycles can be complex. This episode equips you to understand when funds are actually available, not just allocated.
• Competition: Discover strategies for navigating competition, both external and internal solutions proposed by the agency itself.

By understanding the government buying process, you can build stronger, more trusting relationships with prospects. You'll position yourself as a valuable consultant who respects their procedures, even the intricate ones.

In this episode of "Myths of Selling to Government," we're diving into what it takes to nail a demo or presentation when you're pitching to government folks. Let's face it, selling to the government means you'll definitely need to show them what you've got, because they're not just going to take your word for it.

So, what's the deal with making these demos work? Well, here's the thing: salespeople put a ton of effort into perfecting their demos. They rehearse in front of mirrors, get feedback from colleagues, tweak things here and there based on how people react, all to make sure they hit the high notes and really promote all of what they're offering.

But here's a twist: I had a sales guy pitch to me a few weeks back. He was all prepped and ready, doing the usual "interrupt me anytime" spiel, and then dove into his rehearsed masterpiece, hitting all the expected buzzwords and shiny features. It was smooth; I'll give him that. But when the show was over and we got down to brass tacks, something was off. Despite a solid presentation, it just didn't click for me. No sale.

Why? Because he missed the mark on what I actually needed. He had his demo down pat but didn't really get what my problem was or how his solution fit into that. I’ll give him an “A” for a smooth presentation, but a “C minus” on his discovery. It's like he was selling features when what I needed was a solution to my specific problem. It's a common mishap: not listening enough and just hoping your standard pitch will somehow land.

The episode really digs into this idea that you've got to do more than just show up with a rehearsed demo. You’ve got to do discovery before you start pitching. You need to ask questions, listen like you mean it, and be ready to throw the script out the window to address what the buyer really needs. It's about making your demo a conversation, not a monologue. If you can do that, you're not just going through the motions; you're making a connection and solving a problem.

Big shoutout to our sponsor, Excavase.com, a sales discovery platform, for backing this episode. And, here's to making those government sales pitches count by really tuning in to what your clients need and tailoring your approach to fit.