B2G Sales Objections: Overcome Resistance, Laziness, and More
Sales is never easy and state and local government sales is particularly tricky. That's partly because SLED customers' motivations are different than business buyers'. Government workers aren't chasing innovation or trying to maximize revenue, so they react differently to sales…
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SLED Account Development through Relationship Selling
In sales, and in business in general, relationships are key. That's true in SLED account development as well. Although government buyers are bound by rigid procurement policies and procedures, relationship selling has a place in B2G. Your sales process and approach…
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Lowest Responsible Bid: A Key Factor in Winning SLED Contracts
There's a common misconception that SLED contracts always go for the lowest bidder, but that simply isn't true. Who do government buyers really choose? Usually the vendor with the lowest responsible bid. In this post we'll explain why B2G sales…
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SLED Sales 101: What is SLED Sales?
When we're asked what we do for a living at cocktail parties, people often ask: What is SLED sales? SLED is just jargony business acronym that stands for State, Local, and Education. Loosely defined, SLED's meaning is basically the sectors…
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