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.