Selling to the public sector is tough for small and medium enterprises (SMEs). From limited resources to accreditation barriers and competition with larger suppliers, SMEs face unique challenges. Despite the UK government’s promise to spend 33% of procurement with SMEs, this target is often missed. Yet, SMEs are crucial to the public sector, offering essential solutions that help it thrive.

Traditional sales strategies used by mid-market and enterprise businesses aren’t always effective for SMEs, which is why Stotles has created a dedicated webinar series on selling to the public sector specifically for SMEs.

This series will equip you with the knowledge to:

• Building reliable pipeline: Practical tactics to seize opportunities in the public sector.
• Foundations of PubSec: Insights into navigating the UK&I's procurement process.
• Routes to market: Strategies to build a reliable pipeline and tailor your approach to target the key buyers of your services.

Below, you'll find summaries and links to free webinar recordings, featuring public-sector experts who will help you discover new ways to grow your pipeline and win more business.

TLDR: We’ll walk through the tactics to be targeted in your approach so you can build a sales pipeline which will convert to wins.

In our first of three episodes, we’ll walk through the tactics to be targeted in your approach so you can build a sales pipeline which will convert to wins.

You'll learn how to use contract data to pick not only the right opportunities, but identify early buying signals so that you can proactively engage buyers and get ahead of opportunities. We’ll also break down the outreach strategies that work so you can find the right decision-maker and leave an impression that differentiates you from your competitors.

In this episode you'll hear from Tom Cooke, who will help you understand how to build a stronger pipeline.

See the slides here.

TLDR: Are you building your sales strategy from a strong foundation? We’ll cover the fundamentals of procurement you need to know to win contracts.

In our second episode, we’re taking it back to the fundamentals of public sector selling to ensure you’re building your strategy on a strong foundation. From the different ways buyers can procure from suppliers, through to how these methods are used by SMEs to their advantage, this session is is designed to ensure your organisation is getting it right from the very beginning.

In this episode you'll hear from Jenna Flower, who understands the growing pains behind a succesful public-sector sales approach and will help you strategise a winning formula.

See the slides here.

TLDR: We’ll break down the SME-specific sales strategies, like partnerships, which will unlock you to compete in a market full of enterprise-level incumbents.

In our third and final episode, we’ll break down the SME-specific sales strategies which will enable you to compete in a market full of enterprise-level incumbents. From leveraging partnerships to having the right tools at your disposal, we’ll cover the routes-to-market where precious SME time is best spent.

In this final episode, you'll discover how Matt Spencer integrated Stotles into Multitime's sales strategy, helping them secure more business in the public sector.

See the slides here.