<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=1581599555431982&amp;ev=PageView&amp;noscript=1">

Have Wes Coach You For 90 Days

How to Sell to the Government Fast With Jack Siney

Posted by Wes Schaeffer | Nov 4, 2019 6:25:22 PM

Win a Government Contract Today 

Click here to download the episode. 



[ LISTEN NOW ON ITUNES ]

Sales Tips you'll learn today on The Sales Podcast...

  • The government buys everything
  • This is his third company, his second good one!
  • Had a travel business in the mid-90's that was VC-backed and he moved to SF and it was crazy
  • Started current business in 2012
  • His partner is a good compliment to his people skills
  • Start smartly/progressively as a side hustle
  • You don't have to jump off a cliff
  • The government is federal, state, and local (SLED)
    • 500 federal agencies with 2 million people spending over $4 trillion/year
    • 90,000 agencies in the state and local spending $3.25 trillion/year (more accessible)
  • 80% of government spending does not go through the RFP process

Eat Better, Sell More

  • You can win a government contract in one day
  • Nine ways to win contracts without the big quoting process
    • Sole source
    • Piggyback
    • Discretionary 
    • C-card
    • Set-asides
    • Simplified quotes
    • GSA
    • State
    • Co-opts
  • He goes to POs from all agencies and has a huge database like Google going back to 2010 and you can find who buys what
  • Track channel partners, etc.
  • The "Flagship Formula"
    • Go get an agency that loves what you do
    • Make them a raving fan even if you have to serve them for free initially
    • You need the testimonial/referral
  • Get media around that
    • Get them some positive press
    • The news outlets are looking for stories
    • This makes you official and "safe" to work with by other agencies
  • Get on a state and/or federal GSA schedule...eventually
  • 200+ employees in South Florida
  • How to grow in a tight job market

Links Mentioned In The Sales Podcast

Topics: The Sales Podcast, Marketing Automation, Digital Marketing

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

Which CRM Is Right For You?

Use This Free Sales Calculator

Posts by Tag

See all