Last Wednesday, Dustin and Joe sat down for a quick 30-minute virtual session, offering advice and tips on utilizing the market intelligence within Industry Navigator to finish the quarter strong. Here are some strategies they provided:
· Navigating the Procurement Landscape: Understanding your procurement landscape requires a deep awareness of the funding allocations within your target jurisdictions, including residual budget spends and carry-over funds. Knowing where grants are, especially in the education, public safety and health fields, can help you identify sales opportunities and move projects over the finish line by the end of the quarter.
· Analyzing Budget Patterns and Channels: With insights into specific verticals and various technology-specific contracting vehicles, you can identify areas of opportunities based on buying patterns.
· Understanding Prospects’ Spending Plans: Navigator provides IT budgets, strategic IT plans, key decision-maker contacts and more within your target jurisdictions to help you better align your solutions with jurisdictional needs. Especially with the election cycle around the corner, this information is crucial as personnel and priorities may change.
They also provided advice on how to start 2025 on the right foot:
· Insights into Budget Processes: Utilize budget data and priorities to position your solutions early in the budget cycle.
· Set Reasonable Quota Targets: You can leverage historical market data to predict future activity and set attainable quota targets for your sales team.
For more insights on how you can use Industry Navigator to fulfill your strategic goals in Q4 and beyond, watch the on-demand recording here.
