B2G Sales Objections: Overcome Resistance, Laziness, and More
Sales is never easy and government sales is particularly tricky. That's partly because government buyers' motivations are different than business buyers'. Government workers aren't chasing innovation or trying to maximize revenue, so they react differently to sales pitches than B2B…
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Relationship Selling and Government Contracts
In sales, and in business in general, relationships are key. That's true in government contracting 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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What Do Government RFPs Mean by Lowest Responsible Bid?
There's a common misconception that government buyers 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 an acronym that stands for State, Local, and Education—basically the sectors of the government that aren't federal. SLED includes…
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