Selling to Gov & Public Sector: GTM Strategies For High-Impact Growth скачать в хорошем качестве

Selling to Gov & Public Sector: GTM Strategies For High-Impact Growth

00:00:00 – Introduction & Welcome Taylor welcomes viewers to Security Revenue Live and introduces the topic: go-to-market strategies for the public sector. 00:00:51 – Guest Intro: Jordan Burris Jordan shares his background in public sector, industry, and government, including time as Chief of Staff to the US CIO. 00:02:19 – Key Differences: Public vs. Commercial Sector Discussion of what makes the public sector unique – regulatory landscape, agency variety, and the “ecosystem of relationships.” 00:05:38 – Lessons Learned from Selling into Government Jordan highlights how long-term relationship-building and understanding unique motivators are crucial in public sector GTM. 00:10:19 – Building Long-Term Relationships in GTM Conversation about structuring teams and compensation to incentivize genuine relationship building vs. transactional selling. 00:12:45 – Partnership & Customer Obsession Why being a partner and “customer-obsessed” is vital for success in public sector—examples of how to work through the customer’s journey. 00:14:50 – Adapting Value Propositions for Civil Servants How to approach public sector buyers with their motivations and constraints in mind, and the necessity of technology that serves all citizens. 00:20:35 – Pre-Customer Impact & Trusted Advisor Role Advice and examples on providing value before a deal closes—forming authentic, consultative relationships. 00:24:06 – Balancing Short-Term & Long-Term Results Insights on balancing incremental wins with big-picture goals when dealing with boards, executives, and internal teams. 00:29:10 – Cross-Functional Alignment for Public Sector How sales, technical, customer success, and marketing teams must collaborate and tailor approaches for government clients. 00:33:11 – Customer Success & Implementation Lessons in Government Why readiness assessment matters for successful implementations—supporting clients’ unique needs post-sale. 00:37:26 – Best Channels for Engaging Agencies Jordan’s perspective: in-person events and relationship-building are crucial for trust and GTM momentum in government. 00:39:59 – Most Common Seller Mistake (from a Government Buyer’s POV) The danger of “show up and throw up”—why listening and discovery always trump pre-canned product pitches. 00:42:42 – Doing the Right Thing for Buyers Why honesty and putting the buyer’s needs first (even if it means not selling) builds lasting success and trust. 00:45:04 – Outro & Thanks Wrap-up, key takeaways, and appreciation for Jordan’s insights.