Now that you've decided to pursue government sales opportunities, let's talk about the skill-sets you need on your GovSales team.
Don’t have a team? Get one! You’ll need three people:
Your first teammate should be someone who is good at writing. This person should be highly organized, capable of filling out forms, composing documents, and submitting quotes. Make sure you can trust them to cross the “t”s and dot the “i”s while keeping track of all the moving parts. You'd hate to lose a deal because of some paperwork snafu along the way, right?
Second, you want an inside salesperson who is good on the phone—somebody who can call an agency, introduce your product, introduce your company, and make them aware of you. And, ideally, this person will be great at setting up in-person meetings.
Finally, you need someone on your team that's good at—you guessed it—rocking those in-person meetings. This outside salesperson should have a talent for building relationships, be somebody who can introduce your product to an agency, face-to-face.
This strategy will help you build a relationship with agencies—because, in GovSales, much of your success will come from your ability to maintain a relationship.