Marketplace

State and Local 101

$199.00

With over 95,000 state & local government entities, the SLG market requires both mass marketing tactics and targeted account sales tactics. In this course, you will learn how to find the best prospects for your solutions and how to engage them effectively for the best results.

  • Instructor: Tim Karney
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Description

Course Abstract

State & Local Government is an enormous market where the buying power is decentralized. The SLG market requires different strategy and tactics than those that succeed  in the Federal market. This course will give you a framework for aligning your strategy, tactics, and activities to produce the best results for your marketing and sales to State & Local Government.

What You’ll Learn

  • Why the State & Local Government market requires different strategy, tactics, and activity from the Federal or Commercial markets
  • How to create the right marketing strategy for the way your organization sells to the State & Local market
  • How to understand the structure of the market and the motivations of the key buying influences
  • How to create a reality-based marketing budget for the State & Local market
  • How to create messaging that motivates the State & Local buyers and how to choose the right platforms and partners to promote your messages

Course Details

  • Module 1: Key Differences Between Federal and State & Local
  • Module 2: Right-Sizing Your Approach
  • Module 3: Structure of the SLG Market
  • Module 4: Understanding the Buyers
  • Module 5: The Business Case
  • Module 6: Elements of a Reality-Based SLG Marketing Plan
  • Module 7: State & Local Government Marketing Platform

Course Abstract

State & Local Government is an enormous market where the buying power is decentralized. The SLG market requires different strategy and tactics than those that succeed  in the Federal market. This course will give you a framework for aligning your strategy, tactics, and activities to produce the best results for your marketing and sales to State & Local Government.

What You’ll Learn

  • Why the State & Local Government market requires different strategy, tactics, and activity from the Federal or Commercial markets
  • How to create the right marketing strategy for the way your organization sells to the State & Local market
  • How to understand the structure of the market and the motivations of the key buying influences
  • How to create a reality-based marketing budget for the State & Local market
  • How to create messaging that motivates the State & Local buyers and how to choose the right platforms and partners to promote your messages

Course Details

  • Module 1: Key Differences Between Federal and State & Local
  • Module 2: Right-Sizing Your Approach
  • Module 3: Structure of the SLG Market
  • Module 4: Understanding the Buyers
  • Module 5: The Business Case
  • Module 6: Elements of a Reality-Based SLG Marketing Plan
  • Module 7: State & Local Government Marketing Platform