Sales Game Changers | Tips from Successful Sales Leaders Elevating Public Sector Sales with Leadership and Marketing Insights from Tony Celeste
Sep 25, 2025
Tony Celeste, President of Ingram Micro Public Sector, shares valuable insights on driving success in public sector sales. He emphasizes the importance of credibility, achieved through active listening and thought leadership. The discussion covers aligning sales and marketing for better enablement, with tangible examples of successful campaigns. Celeste also tackles navigating changes driven by AI and compliance, advocating for clarity over jargon in messaging. His final takeaway centers on the power of continuous learning and building trusted relationships.
AI Snips
Chapters
Books
Transcript
Episode notes
Distributor As Conductor
- Ingram Micro acts as a conductor in the public sector ecosystem, aligning vendors, resellers, primes, and government customers.
- Distributors provide scale, compliance infrastructure, and mission-focused enablement rather than just logistics.
Credibility Through Active Thought Leadership
- Credibility is earned by listening, learning, and showing up where customers make decisions.
- Thought leadership amplifies credibility when it provides clarity and actionable insights during uncertainty.
Align Sales And Marketing
- Align sales and marketing around a common mission and shared metrics to avoid parallel lanes.
- Run cross-functional planning and measure success on pipeline quality, partner engagement, and closed wins.
