#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
126
Created by Josh Ellars
Top members
Join
Create a Post
  • Feed
  • Media
  • Attachments
chat_bubble_outlineAlyssa Overheul 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!

Bravo
View 6 more comments
Sara Clancy
Director 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
Bravo
+1
Reply
3 months ago
View 1 reply
Sean Floyd
AE at Remix
Hello everyone!  I'm Sean Floyd, I've been selling about 6 years, with the last 3 being public sector for Remix.  Much of my focus currently is landing initial deals in new countries/markets, and large/strategic customers.  Looking forward to learning more from each of you!
Bravo
+2
Reply
about 2 months ago
View 1 reply
Alyssa Overheul
Account Executive at Remix
Hey hey everyone! I'm Alyssa Overheul and I've been selling for 9 years, though only skimming the public sector community. I will be working with the PS community in the Southeast US in states such as Florida, Georgia, Tennessee, Arkansas, Louisiana, Mississippi, Alabama and South Carolina. I would love any opportunity to learn more and grow profes...See more
Bravo
+1
Reply
13 days ago
Join #Public-Sector-Sales to
comment this post
Join Now
chat_bubble_outlineJosh Ellars answered on
Josh Ellars
Founder at Patri
NACo, NASCIO, AFCEA? Would love to hear will people will be going this year...
Bravo
+2
Reply
14 days ago
Join #Public-Sector-Sales to
comment this post
Join Now
New post
Back to Basics: Three Tips to Boost Revenue in the New Year

AdobeStock_138333852.jpeg

The new year brings new opportunities, new challenges, and returning obstacles that wish to haunt you for yet another year. Have no fear, though. Commit to learn from past mistakes, refine your well-practiced sales process, share successes and failures, and you’ll be so much more valuable to your customers, prospects, and company. As you kick off this new year, give these battle-tested tactics a steady shot to boost revenue and protect one of your most valuable assets — time.



Recommit to Qualification

“Happy ears” are so last year. How often did poorly-qualified opportunities steal quality attention away from your stronger ones in the past 365 days? You’ll probably never really know and it’s likely more than you’re willing to admit.


Take the time early on in your sales processes to learn the good, bad, and the ugly about potentially...

Show more
Bravo
Join #Public-Sector-Sales to
comment this post
Join Now
New post
State Government and Higher Education 2020 IT Priorities


Every year, select public sector-focused associations release lists of industry priorities. These priorities are the result of a considerable amount of research and shed light on the objectives key public sector stakeholders will be focusing on in the near-term. It is crucial to stay up-to-date with these evolving priorities to stay ahead of the competition. Here are the 2020 IT priorities from the National Association of State CIOs (NASCIO) and EDUCAUSE to start including in your sales and marketing messaging now.


National Association of State CIOs (NASCIO) 2020 Priorities:


  1. Cybersecurity and Risk Management
  2. Digital Government
  3. Cloud Services
  4. Consolidation/Optimization
  5. Customer Relationship Management
  6. Budget, Cost Control, Fiscal Management
  7. Legacy Modernization
  8. Data Management and Analytics
  9. Broadband/Wireless Connectivity
  10. Innovation and Tra...
Show more
Bravo
Join #Public-Sector-Sales to
comment this post
Join Now
New post
Better Bid Decisions: Part 1


Bid decisions are an inevitable part of the public sector sales process and, unfortunately, can distract from your business more than build it if you’re not careful. Sales and proposal professionals who take a qualify-first approach to these crucial bid decisions will no doubt allocate appropriate resources to drive the highest impact and leave the tempting distractions behind.


Since it is way easier to decide to pass on or respond to opportunities that fall on either end of your company’s best-fit spectrum, how do you decide on all the rest of the opportunities to invest your time in? 



Intriguing question. Here are two questions to consider as you qualify these opportunities in or out:


What is the financial impact of responding? Companies spend anywhere between 15 and 50 hours responding to a single bid opportunity. Multiply this precious t...

Show more
Bravo
Join #Public-Sector-Sales to
comment this post
Join Now
New post
Join #Public-Sector-Sales to
comment this post
Join Now
New question
Two Mistakes Public Sector Technology Salespeople Make


You’ve unquestionably heard some of the complaints out there about selling technology to the public sector. Comments like, “We were about to close the deal but the customer put it out to public bid,” or, “My main contact moved to another agency," or, better yet, "This security review just killed my deal," are common among the ranks of even the best public sector salespeople.


It's no mystery that professionals targeting this lucrative market regularly navigate a growing list of deal-stalling challenges like these. It's been that way for a long, long time... So, to ensure history doesn't continue to repeat itself in these unique sales cycles, technology companies need to shed some uncomfortable light on their gaffes from time to time. With that said, let's explore two mistakes that public sector salespeople make when working through some of ...

Show more
Bravo
Join #Public-Sector-Sales to
comment this post
Join Now
New post
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
Bravo
Join #Public-Sector-Sales to
comment this post
Join Now
New post
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...

Show more
Bravo
Join #Public-Sector-Sales to
comment this post
Join Now
New question
Join #Public-Sector-Sales to
comment this post
Join Now