Executive Summary A government buyer can sit on your content for nine months before an RFP appears. That one fact changes how B2G lead generation should work. Map the whole buying group and keep publishing material that helps people do their jobs. Field note one: a form fill is a single data point One download … Read more
A single form fill almost never means a deal. Public sector buyers research quietly and wait for budget cycles they do not control. Marketers who sell into state and local government see the same pattern. Here are nine rules that turn early interest into revenue. 1. Score Leads on Engagement, Not Job Title One download … Read more
The Short Version A government deal rarely starts with a phone call. It usually starts with a buyer quietly researching you. A public sector buyer researches you long before your team gets a meeting. The work of B2G lead generation is spotting that research while it happens. Score the behavior and you catch deals that … Read more
Key Takeaway B2G lead generation fails when teams chase job titles instead of buying behavior. Fix that and government deals improve. Forty Thousand Emails, Eleven Replies Maya ran demand generation for a reseller that sold security software. Last spring her team pushed 40,000 cold emails into a government contact list they bought. Eleven people replied. … Read more