Government Sales Training

Spend a day with Strategic Partnerships' most experienced consultants to enhance your ability to be successful in the state and local marketplace. Our seminar format allows your staff to interact with SPI's key personnel as they share their stories and experiences from thousands of dealings with state and local governments. The seminar is supported with over 100 pages of slides that capture the key material. Short videos feature former elected officials, agency heads, CFOs, and other public sector experts who provide additional viewpoints to trigger discussion. One valuable take-away is a notebook that includes reference material, worksheets, checklists, and similar content that can be used by your sales executives on an ongoing basis. A CD is included so you have the material in electronic format.

How Will You Benefit?

Win more business by exploiting the key differences in public sector sales

Availability of customer intelligence
Different decision criteria
Use of cooperative contracts
Regimented acquisition process

Reduce sales cycle

Shortening the customer's acquisition process
Improving the process of finding and qualifying opportunities by knowing how and when to engage in the customer's process
Focusing on better qualified opportunities with the right message
Spending less time prospecting and qualifying and more time capturing business

What Are the Key Messages?

SPI's training can be tailored to meet the needs of companies that have different levels of experience and expertise in the public sector. Our content is divided into nine modules that average about 45 minutes each. With breaks, lunch, introductory remarks, customer-specific material, and next steps, the entire program takes a full day. Extensive reference material is also included that gives sales executives tools they can use when they get back to their territories. The training is designed to empower individual sales executives.

Topics Covered

Understanding the Marketplace
Information
Getting Positioned
Get Ready to Sell - Make it Easy for Anyone to Buy Your Services
Meeting Decision Makers
Overcoming Obstacles
Opportunity Capture
Winning Business
Closing

Sample Material

Click here to download seven sample PowerPoint slides.
Click here to see a 30 second video about the community college market.
Click here to see a 45 second video about leave-behind material.
Click here to see a one minute video about open records laws.
Click here to see a 75 second video about the CFO's perspective.

Seminar Team