E74: Sales Mistakes That Undermine Government Trust

On this episode of Gov Tech Today, hosts Russell Lowery and Jennifer Saha discuss common private-sector sales behaviors that can offend or erode credibility with government clients. They argue titles matter (e.g., “Vice President of Capture” feels cringey), caution against pushing “land and expand” too early, and warn that ghosting after a contract—often driven by commission and renewal structures—damages long-term relationships unless there’s a strong handoff to implementation and support. They explain why end-of-quarter discounts and quota-driven deadlines irritate agencies that expect best pricing upfront, and why posting lavish “President’s Club” or QBR trips can look like spending public dollars. They also critique generic “discovery” and meet-and-greet meetings as outdated when public plans and budgets are online, and urge respect for workload seasons like budget cycles, new roles, or audits. 00:00 Welcome to Gov Tech Today 01:09 Cringey Sales Titles 03:14 Land and Expand Timing 04:30 Don’t Ghost After Sale 08:27 Discounts and Fake Deadlines 10:42 Stop Posting Lavish Wins 12:50 Discovery Sessions Are Dead 14:35 Informed Discovery Done Right 17:32 Don’t Go Over Their Heads 22:09 Respect Government Timing 23:24 Keep Learning and Listening