Best Practices & How-To

2011

Social Media and Sales Acceleration in the Public Sector

October 27, 2011

By Marc Hausman, Strategic Communications GroupGuest Contributor When it comes to the public sector there is seldom a quick hit in enterprise sales. Prospective government customers are appropriately demanding. They assess corporate capabilities and reputation. They evaluate product features and service offerings. They judge track record and contract performance. A vendor that attempts to rush this evaluation process can sour the deal and, in some instances, soil the long-term relationship. That’s because connections with government buyers are cultivated over time. In fact, it’s quite common for the opportunity identification and capture process to be measured in years. The payoff sure is sweet though. ... Read more

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