#Public-Sector-Sales

We are building the largest global community of go-to-market professionals focused on the public sector. We empower innovative companies to elevate the public sector. #PublicSectorElevated
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Created by Josh Ellars
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chat_bubble_outlineJosh Ellars answered on
Pinned by Josh Ellars
Welcome to Public Sector Sales!

Hello and welcome to the Public Sector Sales community!

 

Whether you've done business with the public sector for a long time or are brand new to it, the best of us always keep learning. 

 

Since many of us haven’t met before, I’d love to get to know everyone here and hear your thoughts on what topics you’d like to see covered to better gear our content! If you’d comment on this thread with a quick “Hi, This is me, this is where I work and here’s what I’d like to hear more about in the world of public sector go-to-market that would make my job easier and better.” 

 

Looking forward to hearing from everyone and being on this journey together! Let me know if I can be of any help along the way. 

 

Looking forward to empowering the profession of sales on this platform!

Posted 22 days ago by
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Sean ReayClient Engagement Manager at Outreach.io
Hi folks! I'm Sean Reay. I've spent the past two years as a Client Engagement Manager for a Sales Engagement Platform called Outreach (Outreach.io). I help sales team implement our platform to accelerate and scale their sales communication efforts. My previous role was as an enterprise account executive at Instructure where I sold Canvas LMS to the...See more
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13 days ago

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Claudia PreciadoDirector of Growth at Remix
Hi, I'm Claudia Preciado. I'm the Director of Growth at Remix, and have been doing public sector sales for 4+ years. My background is in local government in transportation policy and planning. I would love to learn more about effective sales enablement and marketing strategies for new product launches! 
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13 days ago

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Sara ClancyDirector of Enterprise Sales at Icertis
Hello all! I'm a Sales Director at Icertis, and CLM (contract lifecycle management) solution. My background prior to Icertis was with a company where I sold into SLED for 7 years so I'm fairly familiar with the buying process. We haven't broke into SLED too heavily here at Icertis yet but I'm looking to do so in 2020. Happy I found this site or  it...See more
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2 Questions to Qualify That RFP
Companies that take a qualify-first approach to RFPs avoid wasting time and money on responses that won't go anywhere. Leverage these two qualifying questions before you decide to respond to the next RFP. #TuesdaySalesTips
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Three Ways to Position Your Sales Team for Success in the New Year

The global public sector will spend over $430 billion on IT next year and, with the right preparation, your team can be in a prime position to maximize profits from this exciting market. Check out these tips to set your sales team up to win more.


Align quotas to fiscal year purchasing seasonality.

Since a major portion of state, local and education organizations adhere to a June 30 fiscal year-end and federal agencies largely align to the September 30 fiscal year-end, it is vital to ensure quotas account for the resulting seasonality in purchasing. When quarterly quotas follow the tradition of being evenly distributed throughout the year by well-meaning sales and finance leaders, public sector salespeople look (and feel) like heroes during major purchasing seasons and failures during purchasing droughts. Correct quota alignment for seasonal...

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chat_bubble_outlineTj Saunders answered on
Josh EllarsFounder at Patri
This is great, Ben! So glad to have you in the community and looking forward to having you share your expertise! 
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13 days ago

Tj SaundersSales Engineer - Commercial Account Executive at WiLine Networks
Hi Ben, I'm a Sales Engineer / Commercial AE for an Enterprise DIA provider. We are building redundant 10Gbps mesh networks in major metros, and often act as a compliment to fiber. I'm looking to learn more about how K-12 Schools choose select their ISP's, purchasing process/timing, patterns in network design, and typically who the DM's are. Thanks...See more
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13 days ago

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chat_bubble_outlineMichael Sherry answered on
Michael SherryAccount Executive at American Capital Financial Services
Hey there Josh.  
I'd say the most challenging part is having the patience to endure their sales cycle.  I am usually brought into the mix very early on to provide budgetary leasing/financing figures, then waiting to have them narrow down the exact models and specs, negotiate their pricing, and send it to the board for approval.  Then they will reac...
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Navigating the Procurement Process

The procurement labyrinth


Navigating through a public sector sales process can be a terrific challenge. You are required to discern the mobilizers from the impostors, streamline procurement red tape, leverage internal and external politics, fight budget constraints, overcome competing projects, and mitigate security concerns, while still delivering on expected revenue goals. Can it be done? Yes!


Now that you have successfully navigated the discovery, assessment, presentation, and pricing components of the sale there is an entirely new bridge to be crossed before you can ring the bell on this deal. It is the back end process, which includes procurement and contracting. In most public sector sales processes, the back end can be just as involved, if not more, than the front end. If you're not careful, you may end up spinning your sales wheels ...

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