The Audible-Ready Sales Podcast Selling to the Government in Today’s Environment
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Jul 22, 2025 John Boney, an expert in selling to government agencies, shares insights into navigating the complexities of federal procurement. He emphasizes the importance of uncovering value drivers through mission-oriented questions. John discusses aligning sales strategies with stakeholder priorities and adapting to evolving government needs. He provides practical tips on building a stakeholder map, focusing on ROI, and managing the post-award delivery phase. The conversation highlights the necessity of storytelling and effective communication to create trust and drive success in government sales.
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Understanding Government Value Drivers
- Value drivers in government sales are the mission-critical outcomes agencies aim to achieve.
- These include improving national security, increasing citizen access, and complying with mandates like FISMA.
Lead With Mission-Focused Discovery
- Lead with curiosity about the agency's mission, not your solution.
- Ask questions about top outcomes, obstacles, leadership concerns, and procurement goals.
Speak Agency's Mission Language
- Translate your solution into the agency's mission language to avoid being sidelined.
- Align all team members' messaging with the agency's mission and outcomes.