State and Local Government Sales is the first practical guide to becoming a trusted advisor in Government Sales
In addition to 7 chapters of insider knowledge, and first hand accounts of successes and failures in the field, State and Local Sales includes a Youtube Page with practical tips and tricks, a checklist to help you boost your sales, and a place to contact the author, Parker Mills, with your burning SLG questions.
Praise for State and Local Government Sales
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Praise for State and Local Government Sales *
“Parker has masterfully combined insight, practicality, and experience, into a comprehensive roadmap for doing business with State & Local governmental entities. As a former executive in State government, before transitioning to the private sector, I wish the sales reps I encountered had read a book like this – all parties would have benefitted.”
Tony Mathews, Former Deputy Commissioner and COO, State of Tennessee DHS
Parker Mills understands that SLG sales is more than navigating procurement, budget cycles, and agency politics. At its best, it’s about creating outcomes that matter—outcomes that change how communities live, work, and thrive. I’ve seen Parker live this belief for more than a decade: raising money for causes he believes in, volunteering his time, and always looking for ways to serve beyond the sale. This book captures both sides of his genius—the granular tactics that close deals and the bigger vision of why those deals matter. If you want to master the complexity of government sales and feel the fulfillment of making a difference, you’ll find both here.
Meghann Misiak, B2B Sales Trainer, Coach, & Founder of Sales Magic with Meg
“Only someone who has lived the grind of public sector sales could write this book—Parker’s hard-won insights, forged in real agency budget battles and procurement twists, make Beyond the Bid an indispensable guide for anyone serious about winning where the rules are unwritten."
Steve Tout, Founder & CEO, Identient and Author of The CISO On The Razor's Edge
As someone dedicated to driving innovation and impact in the public sector, I had the privilege of working alongside Parker at both Google and Oracle, where I saw firsthand his incredible ability to bridge technical expertise with the real-world challenges of state and local governments. Parker doesn’t just understand technology; he understands people, missions, and the impact that truly matters. This is an inspiring playbook for building authentic, mission-driven partnerships. He shows with clarity that the best way to create value is by championing what public servants care about most: improving the lives of citizens. If you’re in the public sector and want to move beyond transactional sales to become a genuine trusted advisor, this book is a game changer.
Franco Amalfi, Sustainability and Digital Transformation Executive – Cap Gemini, Ex Google, Ex Oracle
Finally, a playbook for State and Local Government sales that actually gets it. Parker blends candid, hard-earned advice with humor and real-world examples—covering everything from leading your clients and assigning the right resources to navigating the SLG ecosystem and leveraging strategic partners. It’s sharp, it’s practical, and it’s written like a trusted colleague who wants you to win. — Travis Dobler, Enablement Manager & Sales Training Consultant to Fortune 500, SLG, and Federal Contractor Teams
Travis Dobler, Enablmenet Manager & Sales Training Consultant to Fortune 500, SLG, and Federal Contractor Teams
Parker Mills’ State and Local Sales: Beyond the Bid succeeds precisely because it moves past general sales platitudes and provides actionable, nuanced strategy tailored for the unique complexities of the Public Sector. As a Value Consultant, I found the book invaluable for bridging the gap between standard enterprise selling and the public mission-driven environment, specifically addressing the challenges of procurement, risk aversion, and long-cycle budgeting that often obscure clear financial justification. Mills effectively reframes the sales conversation, emphasizing that success in State and Local Government hinges not merely on lowest price but on demonstrating verifiable Value—translating features into long-term savings for the taxpayer (TCO) and articulating measurable mission outcomes (ROI), such as enhanced public safety or improved constituent services. This is a crucial playbook for any seller committed to moving beyond tactical compliance and becoming a true, long-term strategic partner focused on delivering essential public value.
Len Zheleznyak, Lead- Value, Strategy, and Innovation, US Public Sector
“This book is the ultimate field guide for mastering state-level sales strategy. Whether you’re navigating compliance, building relationships with government buyers, or scaling your public sector pipeline, it delivers the insights, tactics, and real-world examples that turn theory into revenue. A must-read for sales professionals ready to unlock the power of state and local contracts.”
Matt Tighe, Owner & CEO, Rallypoint, Ex T-Mobile, SLG Sales Specialist
Contact Parker
Interested in working together? Reach out and I’ll be happy to connect! Here are some of the ways we can collaborate
Coffee Chat/General Networking
1 on 1 Sales Coaching
Deal Reviews/Strategy
Go To Market Strategy Consulting
Enablement Training, Workshops
Team Building Events/Coaching