How to Market to the Government – Lou Anne Brossman

The Scott King Show

Lou Anne Brossman has over 30 years of public sector government marketing leadership experience gained while working at leading companies like Juniper Networks, immixGroup, EMC. Her manufacturing roots enable her to empathize and relate to corporate issues that her federal marketing customers are facing. She is a sought out speaker on Government marketing best practices and is a recognized expert on thought leadership campaigns on relevant federal, state and local government policies.

In this episode, Lou Anne talks to me about how to market to the Government and challenges marketers face on budget, content and misaligned expectations.

Sponsors

This episode of The Scott King Show is sponsored by ScaleX.ai. ScaleX is a sales acceleration platform using powerful artificial intelligence. If your sales reps are not each booking 25-50 appointments a month, then they need AI-based personalization. ScaleX works with all modern marketing automation and social media platforms to get more meetings and multiply hours spent talking with prospects. Visit ScaleX.ai/scott and receive three Playbooks for dormant Leads, downgraded opportunities and the popular outbound playbook.

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Questions During Podcast

1. 1. What do you consider the biggest challenge for sales and marketers selling to Federal markets?
   2. Why are Federal marketing budgets so small?
   3. Why do you think companies do not invest appropriately in the Federal market?
   4. Who demands that marketing material be Federalized?
   5. Do companies struggle with obtaining the correct certifications?
   6. How do you see digital marketing or digital experiences evolving in the federal sector?
   7. What commercial brands are doing a great job in Federal?
   8. What was one of your most successful campaigns? What made it effective?
   9. Do you refer back to a failure that haunts you?
   10. Who or what do you listen to or read to get inspiration?
   11. What do people ask your advice on other than Federal marketing?
   12. If you didn t have any responsibilities at home or work next week, what would you do with your time?
   13. Closing thoughts?

Links and Mentions

• Top 10 Insider Tips on How to Market to a Federal CIO
• 18F
• Cyber Attack Defenders
• MGT Act
• Federal News Radio
• Tom Temin
• WTOP Radio
• Image: By Martin Falbisoner – Own work, CC BY-SA 3.0, https://commons.wikimedia.org/w/index.php?curid=28253642

Contact Lou Anne

• Website: http://governmentmarketinguniversity.com/
• LinkedIn: https://www.linkedin.com/in/louannebrossman/

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