Sales Game Changers | Tips from Successful Sales Leaders Where Sales and Marketing Must Act Now in the Government Buyer's Journey with Juliana Slye
Dec 2, 2024
In this engaging discussion, Juliana Slye, CEO of Government Business Results, shares her expertise on aligning sales and marketing strategies for tech companies in the public sector. She emphasizes the need for deeper understanding of government buyers and the transformation of sales roles into trusted advisors. Juliana dives into the complexities of the government procurement landscape, highlighting tailored marketing approaches and the importance of collaboration between sales and marketing teams to maximize effectiveness and customer value.
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Government Buying Complexity Grows
- Government procurement processes have become more chaotic and complex due to new regulations and purchase authorities.
- Buyers often face confusion on which procurement path to take, impacting the speed and clarity of purchase decisions.
Gov Buyer's Journey & Catalyst
- The government buyer's journey averages 12-18 months with multiple stages and personas involved.
- It revolves around people, problem, and procurement, highlighting an external catalyst to move agencies from status quo to change.
Integrate Sales and Marketing Fully
- Sales reps must accept buyers self-educate extensively before engaging and meet them where they are in their buying process.
- Sales and marketing must integrate fully in an interleaved motion, sharing common goals and working together continuously.
