People buy from people they trust. It’s a fundamental law of sales — in fact, it’s the first law in e.Republic’s 10 Laws of Government Sales and Marketing.
State and local governments now spend more than $111 billion on IT annually. That represents an enormous opportunity for technology companies.
How can you be more consistently successful in government sales?
States and localities spend upwards of $3.25 trillion annually on goods and services. And the bulk of this purchasing flows through contracts.
Joe Morris, vice president of research for e.Republic, Government Technology's parent company, writes about pitfalls people make when trying to market to the public sector.
Government buying decisions are made by groups. Don’t neglect the multiple points of purchasing influence in the procurement process. This factor is overlooked by most tech companies.
Joe Morris, vice president of research for e.Republic, Government Technology's parent company, talks about what winning looks like when selling to the public sector.
Three new federal laws will drive state and local governments to collect and analyze more information to prove programs are working and funds are being spend effectively.
