Sales Methodology
According to ClearGov's methodology, a compelling sales narrative requires these THREE key elements.
(What are hook, pain, and solution?)
This type of buyer prefers data-driven and structured presentations, valuing logic over emotional appeals.
(What is an Analytical buyer?)
Financial Directors frequently join this association, which supports public finance officials in the U.S. and Canada.
What is the GFOA
ClearGov is ERP-agnostic, meaning it integrates with many ERP systems, including this one commonly used in local governments.
What is Tyler Tech?
ClearGov launched it's first product - named what?
What is "Transparency".
This type of question in SPIN Selling builds urgency by uncovering consequences if a problem is not addressed.
(What are Implication questions?)
These buyers are energetic, enjoy casual chitchat, and need stories to connect with a product.
(What are Animated buyers?)
This group of elected officials is often involved in approving budgets for municipalities.
What is City Council?
ClearGov is not an accounting system; instead, it focuses on these three key processes.
What are planning, buildgin, and presenting?
This type of budget is focused on managing financial resources for day-to-day operations.
(What is an operational budget?)
This sales methodology, used by ClearGov, emphasizes asking deep discovery questions and mutual commitment from buyer and seller.
This group of buyers avoids confrontation and prefers a warm, relationship-building approach.
(What are Amiable buyers?)
The process of creating budgets often begins in this month for organizations with a fiscal year ending in January
What is July?
The goal of Problem questions in SPIN Selling is to get the buyer to focus on this.
What are their challenges and frustrations?)
ClearGov is currently based out of this City/Town, State.
What is Maynard, MA.
This type of buyer prefers fast decision-making, clear options, and minimal small talk.
(What is an Assertive buyer?)
Assertive buyers appreciate sales reps who are this, avoiding small talk and delivering direct solutions.
(What is confident?)
This type of budget focuses on long-term investments in physical assets like infrastructure.
What is a Capital Budget
An effective Implication question asks about this, encouraging the buyer to reflect on the consequences of inaction.
What is the impact of the problem on their goals or priorities?)
ClearGov was founded in this City/Town, State.
What is Hopkinton, MA?
This type of SPIN question helps the salesperson understand the buyer’s current environment and context.
(What are Situation questions?)
ClearGov sales reps use this behavioral assessment model to understand buyer personality types like
(What is DISC?)
I am the three most common dimensions to a community's chart of accounts. What am I?
What is Fund, Department, and Object (Type is acceptable too)
SPIN Selling encourages salespeople to use these types of questions to lead prospects to acknowledge the value of solving their own problems.
What are Need-payoff questions?)
Besides Massachusetts... Name the three states that house the most ClearGovernors (aka employees).
What are Texas, Missouri, and Kansas.