chat_bubble_outlineMichael Sherry commented on

Hello, Public Sector Sales community! So good to see you jumping in. Quick question to kick off some discussion: What is the most challenging part of the public sector sales process for you? 

Josh Ellars
Founder at Patri
Bravo
Michael Sherry
Account 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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5 months ago
Josh Ellars
Founder at Patri
I’ve felt this pain... What does your pipeline-to-quota ratio need to be to stay on pace at your company?
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5 months ago
Michael Sherry
Account Executive at American Capital Financial Services
I've never run the numbers, but off the top of my head, I would say roughly 5:1, but can vary greatly on whether the lead is self originated (4:1) or coming from a vendor partner (10:1 since many reps use it as a sales tool/value-add).  
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5 months ago
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