Paul Smith

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.