Training
SPI’s public sector sales workshops are designed to coach new and experienced public sector sales teams to increased success in winning government contracts. Each workshop is customized to fit the client’s unique needs and is developed with extensive input from industry and government procurement experts in the jurisdictions on which the client is focused.
SPI instructors are former government decision-makers, giving participants the unique opportunity to learn from and interact with officials who have awarded hundreds of government contracts. The programs can cover any or all of the following jurisdictions: state agencies, federal agencies, military installations, municipalities, K-12, higher education, or public healthcare.
Commonly requested course topics include:
- Shortening the Sales Cycle: Former government decision-makers share strategies on how to schedule meetings with C-level executives, cut through bureaucratic red tape and speed up the procurement process.
- Identifying Upcoming Opportunities: Intelligence-gathering is a critical component in identifying and qualifying upcoming opportunities. SPI instructors do a great job of explaining how to capture a competitive advantage through data gathering.
- Getting Positioned Early: In today’s competitive marketplace, timing is everything. Positioning should be completed before bid documents are released.
- Overcoming Common Obstacles: Whatever the challenges, SPI’s consultants have dealt with them over the past 15 years. They will explain ‘best practices’, share examples and provide guidance on actual case studies.
“The greatest value of SPI’s training was having my sales team interact and learn from real government decision-makers. They were engaging and extremely knowledgeable.” –Fortune 100 Client
For more information on SPI’s customized training programs, contact Reagan Weil.
