Many sales people do not understand the municipal market, so they just shy away from it and target the traditional commercial business-to-business prospects they are comfortable with. However, that leaves significant opportunity on the table. Sales professionals who are willing to get out of their comfort zone and invest their time to learn the municipal market can find success.
Want to get started targeting the municipal market? Here are some tactics I have found successful.
Establish a relationship with local purchasing managers.
Educate them on your company and the products you offer. Once a purchasing manager feels comfortable with a company, they…