Key takeaways
- Pursuit describes itself as a sales intelligence platform that finds SLED deals, with buying signals, enriched contacts and org charts, and CRM, Slack and AI-assistant integrations.
- Signals such as budget approvals, leadership changes and contract expirations show where to look; a conversation confirms whether there's a real opportunity.
- Pursuit also offers a Channel Partner option in which it handles signal detection and outbound.
- KSG's SDRs can work from Pursuit accounts and signals and extend coverage to federal, utilities, healthcare and tribal markets.
What Pursuit does
Pursuit describes itself as a sales intelligence platform for public-sector go-to-market teams that finds state, local and education (SLED) deals. It tracks buying signals such as budget approvals, leadership changes and contract expirations, and enriches accounts, contacts and org charts.
Its stated features include alerts by email or Slack, competitor contract data, a Chrome extension, two-way sync with Salesforce and HubSpot, API access and an MCP server for AI assistants. It also offers a Channel Partner product in which Pursuit handles signal detection and outbound with results-based pricing.
Based on how Pursuit describes itself on its official website as of November 1, 2026.
What Pursuit data can't do on its own
Pursuit can alert you the day a county approves a budget for a new system and show you who's on the org chart. Turning that alert into a conversation with the person who owns the project is still human work.
- It can't have the conversation. Public buyers respond to a knowledgeable person who understands their situation, not to another automated sequence.
- It can't qualify timing. Records show what was approved or bought; only the buyer can say when the next decision really happens.
- It can't read the room. Incumbent satisfaction, internal politics and who actually decides rarely appear in any database.
- It can't follow up for months. Government cycles are long. Someone has to stay in touch until the budget, the board and the buyer line up.
- It can't cover every market you sell to. If your buyers include federal agencies, utilities, healthcare systems or tribal governments, you'll need reach beyond SLED.
5 plays to turn Pursuit into meetings
- Call within days of a budget approval. When a budget approval matches your category, call the department that requested it while the decision is fresh.
- Use org charts to multi-thread. Reach the department head, the technical lead and purchasing at each account, not just one contact.
- Work contract expirations 12 to 18 months out. Ask how the current solution is working and when the agency plans to revisit it.
- Introduce yourself after leadership changes. New leaders often review vendors in their first months. Be one of the first to offer help.
- Log conversation outcomes in the CRM. Timing, decision makers and objections make Pursuit's next alerts more useful to your team.
Market intelligence only a conversation can collect
Even the best platform describes what already happened in public. The most valuable intelligence comes from asking: what's next, who decides and what would change their mind.
| What the data shows | What a conversation reveals |
|---|---|
| A budget line was approved | When the money will actually be spent, who controls it and what could delay it |
| A competitor holds the contract | Whether the agency is happy with it and when they plan to revisit it |
| A board discussed the topic | Who is championing it internally and what is holding it back |
| A contact's name and title | Whether that person owns the decision, who else is involved and how they prefer to buy |
| A bid was posted | Whether the requirements were written around an incumbent, and whether it's worth bidding |
How KSG works alongside Pursuit
If you use Pursuit, KSG's SDRs can start from the accounts, signals and contacts it surfaces, add our own research, and handle phone-led outreach, qualification and follow-up. We also cover federal agencies, utilities, healthcare and tribal governments. Pursuit offers its own outbound option; KSG's difference is a phone-led team that has focused only on public-sector and utility sales since 2016.
- Phone-led outreach backed by email and LinkedIn, by reps who work only on public-sector and utility sales.
- Qualified meetings booked onto your account executives' calendars, with notes from every conversation.
- Market intelligence gathered by phone: budgets, timing, incumbents, decision makers and objections. See market intelligence.
- Coverage across Federal, SLED, K-12 & Higher Ed, Healthcare, Tribal, Special Districts and Utilities, in English and Spanish.
- A track record: more than 10,000 qualified meetings booked for clients since 2016. See case studies.
Playbooks for other platforms
Starbridge · NationGraph · Deltek GovWin IQ · GovSpend · HigherGov · GovTribe · Bloomberg Government · Citylitics · Pavilion · Civic IQ · Leadership Connect · BidNet Direct · Marketplace.city · GWI WaterData · Why government sales data still needs people
Kensington Sales Group is not affiliated with, endorsed by or a partner of Pursuit. Product names are trademarks of their owners. Descriptions are based on public information as of November 1, 2026 and may change.