Who am I and why did I write this book?
I’ve been selling to State and Local Government for 10 years, and have been astonished by the lack of relevant content to help sellers understand the complexities of the field. After working with multiple inside sales teams, development reps, and folks transitioning into Government who were struggling to learn quickly, and were dismayed at the enablement they were receiving from corporate, I decided to put pen to paper and hammer out the most important lessons I’ve learned, deals I’ve won and lost, and foundational knowledge necessary to be a trusted partner.
You likely have sat in a training clearly designed for your private sector peers, and lamented the lack of content that understands the challenges of your customers. Governments don’t care about revenue- they care about people. This book helps you understand the mission of your agency partners so you can be an extension of them- a partner who helps drive exceptional outcomes in the communities an agency serves.
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