Sales Game Changers | Tips from Successful Sales Leaders What Really Matters to Government IT Buyers Right Now with Paul Smith
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Jun 26, 2025 In this conversation, Paul Smith, a former GM from Red Hat's public sector unit and interim CEO of Rancher Government Solutions, shares invaluable insights on government IT sales. He discusses the complexities of public sector procurement and the necessity of building strong, trust-based relationships with clients. Paul emphasizes the importance of empathy, mission focus, and value addition over mere price cuts, encouraging sales professionals to adapt to the evolving needs of government buyers while maintaining resilience in a challenging market.
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Prioritize Face-to-Face Meetings
- Prioritize consistent, purposeful face-to-face meetings with government clients to build trust.
- Focus on consulting and adding value over just pushing for the next contract sale.
Engage Clients Strategically
- Attend government-sponsored shows with scheduled meetings instead of just booth duty.
- Establish regular, static meetings and casual early morning coffees for consistent client engagement.
Show Empathy for Mission
- Understand government clients are mission-driven, facing significant pressures to deliver.
- Empathize by starting conversations focused on their challenges and mission objectives.
