target audience: TECH SUPPLIER Publication date: Sep 2024 - Document type: Market Presentation - Doc Document number: # US51699224
Industry Conversation Handbook: Worldwide Government, 2024
Content
- 35 slides
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Abstract
This IDC Market Presentation provides an Industry Conversation Handbook, which is designed to provide general and synthetic knowledge to support salespeople of technology suppliers when they first approach a buyer. This handbook aims to ignite meaningful customer engagement, addressing these questions:
- What is the industry structure, and what are the key business processes?
- How can you improve your sales approach to better address the needs of potential buyers?
The topics discussed in this Industry Conversation Handbook are selected by senior IDC analysts based on in-depth and ongoing IDC research about the government industry.
The handbook equips sales professionals with basic information concerning the government industry to contact buyers with confidence. It provides a toolkit to spark discussions, helping salespeople show preparedness and stimulate interest in technology buyers with significant conversation teasers and examples. It does not provide an in-depth analysis of the industry or of buyers' personas, nor does it seek to present a comprehensive sales strategy.