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Josh Ellars commented on

What was the WORST advice you received when you started in public sector sales?

Could be about prospecting, the sales process, navigating procurement, or anything else you have in mind...


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"Once this opportunity hits procurement, you're good..."
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"We can only buy if it's in the budget" OR "It's in the budget so we'll definitely purchase during this budget year."

Two sides of the same coin, but the official budget and every buying decision isn't always aligned 100%
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"Don't chase projects that aren't real" More often than not there is never a "real" project going on, I have been required to make it real. I completely agree with Andrew on budget.. I have found when someone wants something they can find the money.
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Agreed! Most of the time, when a public sector entity really needs a solution, they will find a way to fund it. I've found that if my team tied our solution to a personal, political, or organizational win of any kind, we were more probable to win.
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