The hiring manager basically said "our ideal candidate is someone with years of experience but we can't get that candidate - no one who is successful in the business is going to leave $100K in owed commissions behind to change companies" Basically - We can't have who we want so we have dragged you in - you might do.
Having very limited knowledge about municipal software, I used the same techniques I have used in the private sector - prospecting that includes telemarketing, cold calling, and client referrals. This satisfied the interviewer, although I would add that attending trade shows and conventions is critical to long term success in this industry. Less
I used to run the sales department for a startup that did high ticket online sales (2k-25k sales) that we scaled from 30k the first month to doing 350k+ per month in less than 1 year. I did over 1m in sales with this company Less