In all things, planning is key. This is especially true when you are building a Federal Business Plan. Our business is built on developing strategic Federal Business Plans for our customers and we are often asked about our assessment process, so here it is! Below we outline each of the elements we analyze, questions we …
One of the biggest downfalls of a Federal sales rep is a lack of understanding regarding their total addressable market (TAM) and whitespace. Total addressable market is the entire revenue opportunity for a product or service in a given market. Whitespace is the total addressable market (TAM) within a sales rep given territory. For a sales …
What Is Total Addressable Market And How To Identify Whitespace To Increase Your Sales Read More »
When it comes to B2G sales, the process can be unique and often times traditional ways of generating leads doesn’t always work. In the B2C and even the B2B world, content is king and inbound search methodologies reign, but is that the case with B2G leads? The short answer is not always! Below are the …
As a sales professional, you expect buyer hesitancies or the introduction of a new decision maker to derail your sales process slightly but in federal sales the potential pitfalls can completely kill your sales process and there is not much you can do to stop it. There are three major elements of federal sales that …
A compelling event is something that forces a buyer’s decision and it can be a powerful tool in the B2G sales process. Compelling events will be different for every buyer but if you can find the right compelling event for your buyer it will influence a sense of confidence in your solution and an urgency …
The key to success in Business-to-Government (B2G) sales is understanding your: Federal customer How your product addresses their unique needs The Federal buying cycle your customer follows The last point is really what differentiates the Commercial Enterprise Market from the Federal Market when it comes to sales. The Federal Market, and ultimately the buying cycles …
The original purpose of FITARA and the biannual scorecard was to reduce IT waste and improve spending by implementing greater IT transparency at the agency level. This worked in FY2016 and FY2017 when we saw only a small increase (2.99%) and then decrease (-5.31%) in overall IT spending respectively, however, starting in FY2018 and beyond …
Building a B2G sales strategy for your team is no more difficult than developing your B2B strategy, but it is different. This is the biggest mistake sales leaders make when trying to expand into the Federal Market, they assume what worked in their B2B business will work in B2G and that is not always the …
You only have until midnight on September 30th each year to close your Federal Sales opportunities. After October 1, you will have to wait until the new budget is passed and money begins flowing down to your customer, regardless of where you were in your sales process only a day earlier. This is the biggest …
How To Improve Your Federal Sales Cycle To Meet The Government’s FY Deadline Read More »
This is a common question for organizations just beginning the process of selling into the Federal Government. They typically understand commercial sales and what they really want to know is how can they tailor their existing offerings to meet the Government’s needs. However, this is not how Federal sales works. Tom Ray, Retired Director of …
