Government Contracting Resources

B2G Sales Objections: Overcome Resistance, Laziness, and More

November 12, 2022

Sales is never easy and government sales is particularly tricky. That’s partly because government buyers’ motivations are different than business buyers’. Government workers aren’t chasing innovation or trying to maximize revenue, so they react differently to sales pitches than B2B buyers do. There’s a common set of B2G sales objections that we see with government


Relationship Selling and Government Contracts

October 10, 2022

In sales, and in business in general, relationships are key. That’s true in government contracting as well. Although government buyers are bound by rigid procurement policies and procedures, relationship selling has a place in B2G. Your sales process and approach will be defined by the type of work you are pursuing. For example, novel concepts


What Do Government RFPs Mean by Lowest Responsible Bid?

September 5, 2022

There’s a common misconception that government buyers always go for the lowest bidder, but that simply isn’t true. Who do government buyers really choose? Usually the vendor with the lowest responsible bid. In this post we’ll explain why B2G sales don’t always go to the lowest bidder … and how you can use that information


SLED Sales 101: What is SLED Sales?

July 14, 2022

When we’re asked what we do for a living at cocktail parties, people often ask: What is SLED sales? SLED is an acronym that stands for State, Local, and Education—basically the sectors of the government that aren’t federal. SLED includes everything from police and fire to transportation and from parks and recreation to public works.