JJASBE profile picture
JJASBE profile picture

JJASBE

Director, Solutions Sales

Catalyst
Valued Contributor
Opinionated
+4

State and Local Government Sales

Who here sells into State and Local Government agencies?

Particularly, who sells there now and used to sell to commercial biz, or vice-versa?

I'd love to hear primary differences in ROE, and pros and cons, etc.

Thanks in advance!

👑 Sales Strategy
7

10 comments

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CuriousFox
WR Officer
2
🦊
Pro: You have the sole source contract. 

Con: You don't. 
JJASBE
Catalyst
0
Director, Solutions Sales
I'd love to just say 'thanks' and move on, but I have no idea what that even means.  I suppose I'm not cut out for government sales already lol.  J/K. I think I get that, but are you selling into gov't today?
CuriousFox
WR Officer
1
🦊
Yes I sell into many verticals.
Justatitle
Big Shot
1
Account Executive
I have the opportunity in my current role to sell into Government vs private sometimes and each time I hate it. nobody has any clue what they're doing and the sign-offs are enough to make you want to jump off a bridge. But the plus side that the government rarely has an incentive to negotiate since it isn't their money and the ACV goes way up 
GDO
Politicker
1
BDM
I sold to local gov and semi local gov. Convince them that you can make their life easier by helping with the RFP. Then write it so that you ll win. 

semi illegal but it works. 
JJASBE
Catalyst
0
Director, Solutions Sales
LOL! "Semi illegal" is funny.  I get it though.  
GDO
Politicker
1
BDM
Well a lot worse is happening, for me this is just the grey zone. It’s even ok since it involve building a very strong relationship. 
Feds_Watchin
Politicker
1
AE
The government always pays so there’s that. Expect a much longer cycle for a variety of reasons.
Prizrak
Politicker
1
Disruptor of worlds
Private is the way to go. That said, government has it's ups. If you get in as the government guy, you can kick back and relax. I knew a guy who basically coasted to retirement on government contracts. Every few years he'd have to do some work and get a new proposal together. Win the bid. Then back to taking clients out for lunch whenever he got hungry and they had to buy from him till the contract was up. 

Getting into government is such a giant pain. You need to show you're not a fly by night company. Likely get in, being a subcontractor for someone else. Take almost 0 margin the first time. And learn the ins and outs and everyone in the government. 

I've gotten some very interesting tips having government contacts though... 
MR.StretchISR
Politicker
0
ISR
It’s not a fantastic start but it allows you to have a conversation with the new boss and set your stall out

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