Spent most of my career selling Enterprise Software into State, Local, Law Enforcement and Federal Agencies (Sold into the Pentagon one of the highlights of my career). Worked for large companies (AE at Oracle), mid sized private companies and startups. A few myths I thought I would dispel.
- Budgets drive all decisions: Many clients will use budgets as an objection and to push you off. I have found when a Government Agency wants something they will find the $$ to get it.
- Never respond to an RFP you didn't influence: I have seen companies take a hard line in this area and for good reason it can be expensive/time consuming to respond. However, if you determine your solution brings strategic value, lower price, and better service always worth a response. Plus responding gives you an opportunity to take exception with requests driven by the competitor and poke holes in their offering.
- Government sales cycle is too long: I have worked sales cycles as long as 2 years and as short as 30 days
- Government Prospects resist change: More and more Government prospects are open and ready for change, especially when those changes lead to cost savings. Govt. has been slow to move to the Cloud but that is changing rapidly.
Where my SLED and FED savages at? Am I wrong what am I missing?
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