A public contract that expires in nine months is a better B2G lead generation target than a fresh contact at the same agency. The money is already committed and the buyer has a date on the calendar. Both facts sit in public records and you can find them before you send an email. A rep … Read more
A B2G lead generation team takes the playbook it used to sell software to private firms. It hires a few reps and starts dialing. Twelve months later the pipeline is full and almost nothing has closed. Government buyers cannot pull out a company card and sign on the spot. They publish a solicitation and answer … Read more
The U.S. government is the single biggest buyer of goods and services on the planet. It spends hundreds of billions a year on everything from software to furniture. Yet most sales teams walk into that market with a private-sector playbook and wonder why nothing closes. B2G lead generation is the work of finding and qualifying … Read more
Key Takeaway Most B2G lead generation fails because teams buy contact lists and call them a pipeline. Public buyers publish notices before they spend money. Find those notices and you find a lead with a deadline attached. This checklist shows how to qualify government opportunities before your team wastes a week on the wrong agency. … Read more
Key takeaway Government buyers do not buy the way private companies buy, so an eight-month stall is normal. The lead you chase hardest is often not the one worth winning. Here is how to find and follow up on B2G leads that turn into signed contracts. What B2G lead generation actually means B2G stands for … Read more
Key Takeaway A B2G lead generation program usually fails for one reason: teams chase names instead of funded problems. This guide gives you the filter, so you know what a real lead looks like and how to hand it to sales with enough context to close. What Counts as a Lead in Government Sales A … Read more
Key Takeaway Most B2G lead generation fails because vendors treat public buyers like private ones. A government lead is a budget line with a deadline attached. Find that requirement in the public record, then build the relationship around it. Federal contract obligations exceed $700 billion a year, according to USAspending.gov. State and local agencies spend … Read more