Critical Must-Do's For Maintaining an Edge When Selling and Marketing to the Federal Government During the Pandemic with Godfather of Government Marketing Mark Amtower

This is episode 228.

Read the complete transcription on the Sales Game Changers Podcast website.

EDITOR'S NOTE: We conducted this interview before the Pandemic hit, so it's pretty impressive how good the social distancing was below. Since the show was released during the COVID-19 pandemic, we asked Amtower what his advice is for sales professionals during the pandemic. He offered the following:

• Make certain your profile is totally up-to-date and accurate. You may want to add your contact info if you want people to reach out;
• Find information worth sharing with those in your 1st network. Post these on you profile. If you go to the Home page (LinkedIn navigation bar top left) you have two options for sharing: as a post or as an article. If you are simply sharing an article, put the link to the article in the "Post" section. You can add a few lines if you want to point out key points in the article. This will be shared with your 1st degree network via their "Home" pages
• It's a great time for account-based marketing. Reach out to those in your key accounts and personalize the message, which should encourage a response. If possible, then move the conversation to Skype or Zoom.

MARK'S FINAL TIP TO EMERGING SALES LEADERS: "The main thing you have is your reputation so maintain that every day. I don't do things I can't tell my wife and children, period. Same thing with my customers, I'm not going to say, "Sure, I can do that." I will say, "No, let me aim you at somebody who can help you who's much better than I am" or, "That's just not what I do at all, let me find somebody." I have a network of experts around me that cover literally every aspect of doing business with the government, I'm comfortable referring them. You should also build that type of network."