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Government sales

I work in government sales, with long closing cycles ($50k - $500k) and lots of departments involved. Anyone else in the same boat with tips and tricks to speed it up? and or stopping them from going out to bid? (no sole source available as it's a service)ย 

- underground utility constructionย 
๐Ÿ˜“ Advice
๐Ÿ’ก Education/Resources
โœŒ๏ธ Growing Pains
7
Rallier
Politicker
+9
Account Executive
Iโ€™m not, but selling to governments sounds like the worst possible thing Iโ€™ve ever heardย 
paddy
Arsonist
+9
Account Executive
Can confirm it sucks. Used to cold call municipalities and they're the absolute worstย 
Rallier
Politicker
+9
Account Executive
Is this why you drink so much now? I would too
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GDO
Politicker
+6
BDM
New sales to government suck. But once they buy from you, renewals are super easy.ย 

Write the RFPs for them. They love it when you do their job. And you can write the RFP so that youโ€™re the only possible solution.ย 
ExtremeVibeChecker44
Praised Answer
+2
Inside Sales
Remember: these people aren't super ambitious with their job. Give them boxes they can check off.
Riffraff
Good Citizen
Sales Director
Hate to admit that stereotype but its true, as the years go on i do keep seeing more humble people filling the higher positions that genuinly want to help there water distribution systems and community.
Feds_Watchin
Politicker
+4
Account Executive
Patience is a virtue
Queen_of_the_funnel
Opinionated
+2
Sr Manager of Business Development
I've been selling into government for last 7 years. Hardest part is most 3rd party vendors are not equipt to support B2G. I highly recommend following govtech for industry trends and look into poweralmanac as the go to database for public sector. Who is part of the buying committee normally?
Riffraff
Good Citizen
Sales Director
Cheers for the poweralmanac info, looks verified on majority of confacts. The buying committee is typically - Utilities Director or Water Distribution Superintendent - Procurment/purchasing - Some times city manager depending on project - Some times Fire Chief/Assistant Fire Chief depending on project
Boutdamtime
Opinionated
+3
Client Executive
As a veteran I seriously canโ€™t imagine trying to sell anything to the government. The only time they ever make a decision and act is basically after enough people are dead or dying. All the stereotypes discussed here are true: most of them are just showing up and checking out once they clock in.ย 
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