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Michael 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? 

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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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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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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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