Appointment Setting in the Public Sector
The public sector isn’t just another vertical you can tweak your messaging and source new contacts for—it really is a completely different sell. So when it’s time to arm your sales and marketing teams with resources to support their efforts, you need a partner who understands the differences.
Securing appointments in the FED (federal government) and SLED (state and local government and education) markets requires a unique approach that accounts for the vast differences between the public and private sectors. That’s why BAO provides our Inside Sales Reps (ISRs) with in-depth public-sector-specific training and support so they can:
“There are so many companies out there who try to do this, but don’t understand how the government market works. You can’t fake it in this space—you have to know all the rules. And BAO has done their homework. They really get it.”
— Kim Carter, Senior Alliance Partner Manager, Red River
Over the last two decades, BAO has built out a public sector database that’s unmatched in the industry. The combination of our scale and technology focus produces the most up-to-date public sector database, which is composed of 66K contacts in just under 7K federal agencies, and 306K contacts in more than 56K SLED agencies and institutions.
But it’s not enough just to have accurate contact details. You also need to know who to reach out to, and it’s not the same as in the private sector.
For example, when selling to the government, appointed C-level executives aren’t always involved in upcoming product/service deployments. They may not even be part of the decision-making team; it’s the deputy to the chief executive who has the more hands-on role. Additionally, a director in government is the equivalent of a VP in the corporate world.
“BAO got us access to hundreds of government agencies and contacts—significantly increasing our forecast/deal registrations without having to add entry-level sales folks. They got us to the ‘needle in the haystack’ contacts we knew represented opportunity for us. And they did it fast.”
— Jody Ferguson, Founder, JTEK
Speak with a pipeline expert to build a program that meets your needs.