Alright, so when you're selling to a public sector client, it's really important you don't forget that everything is public. There's so much information that you have access to that can be incredibly valuable to you in your sales process. So just think of the fact that every public meeting, every board meeting, every, uh, document, every, uh, Previous contracts.
It's all there, right? You just got to go and find it. It's on the website. Imagine if you were selling into a private sector client and you were able to watch recordings of their board meetings where they talked about all the issues that client is facing. That would be incredibly valuable, right? I mean, that's the reality when you're selling into SLED.
You can go, you can read meeting minutes, you can watch those recordings. And you can look through budget documents where they describe all of the ways they're going to be using their funding. There's a ton of information out there. It takes time. It takes some effort. But if you learn to do it effectively, if you do put in the work, you will definitely see the results and you'll set yourself apart from the competition.