The first step to better marketing and sales is knowing your local government buyer. Gain insight into this notoriously tricky market. The state and local government market is fragmented, competitive, and constantly changing. Messages are left unread, and pitches fall flat. The solution? Get to know your buyer—really well.
The first step to better marketing and sales is knowing your local government buyer. Gain insight into this notoriously tricky market. The state and local government market is fragmented, competitive, and constantly changing. Messages are left unread, and pitches fall flat. The solution? Get to know your buyer—really well.
No two buyer personas are the same. State and local government buyers have different roles in the buying process. Once you know who has buying power, decision-making authority, and influence over decisions, you’ll have a clear target. Understanding these nuances will focus your strategy and allow you to engage with the right people at the right time.
A strategy that might work for one buyer may not work for another. This has to do with their role within the organization. Knowing whether or not your target will accept a call-to-action based on their level of risk is valuable intel that could influence your messaging and overall marketing and sales strategy.
State and local government personas possess unique characteristics that set them apart. This can help you tailor messaging that’s relevant and grabs their attention. Knowing these nuances and injecting them into the marketing and sales experience makes your buyer feel heard and understood. Most importantly, these little details help you build trust with your risk-averse buyer.
Real-time data gives you buyer intel that you’ve never had before. Active intelligence allows you to know what your buyer is learning, where they’re searching, and when they’re buying. You and your teams can build better client personas, personalize marketing emails, and optimize SEO using your buyer’s own vernacular. With these insights, your marketing and sales opportunities are endless.
One of the most challenging parts of state and local marketing is qualifying leads. Once you’re armed with active intelligence, you’ll know exactly who’s ready to engage. Soon you’ll have a roster full of true in-market and pre-market opportunities to choose from. You can be the first to deliver solid revenue opportunities to your sales teams.
Know the moment the buying cycle starts with account-level insights. Advanced market intelligence allows you to target in-market accounts before the RFP is ever issued. By understanding what’s motivating buying behavior, you’ll be the first to the table, every time.
Enhance your current strategy by incorporating tailored messaging into the marketing and sales experiences. Deliver informed pitches that are relevant, useful, and don’t get ignored. Use this buyer intelligence to get ahead—and stay ahead—in the state and local government market.
With access to key decision-maker information and real-time search and engagement data, your sales and marketing strategy is going to the next level. Active intelligence helps you target the right accounts, at the right time, with the right pitch—so you deliver better revenue opportunities to your team and ultimately close more deals.
