What is SLED sales? Our government sales consultants often get that question after they’ve shared what they do at cocktail parties or PTA meetings. It’s simple! SLED is a jargony business acronym that stands for State, Local, and Education. SLED basically covers the sectors of the government that aren’t federal. SLED means everything from policef […]
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 pitches than B2B buyers do. There’s a common set of SLED customer sales objections thatf […]
Read More… from B2G Sales Objections: Overcome Resistance, Laziness, and More
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 will be defined by the type of work you are pursuing. For example, novel conceptsf […]
Read More… from SLED Account Development through Relationship Selling
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 don’t always go to the lowest bidder … and how you can use that informationf […]
Read More… from Lowest Responsible Bid: A Key Factor in Winning SLED Contracts