Sanctum Federal Articles

What Is Total Addressable Market And How To Identify Whitespace To Increase Your Sales

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 …

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The Unpredictability of the Federal Market: Federal Budget, Continuing Resolution and Government Shutdown

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 …

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Understanding The Federal Buying Cycle

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 …

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FITARA Scorecard: A Reporting of Transparency and Cost Savings Or A Predication Of Increased Cloud & Cyber Investment To Come?

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 …

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How To Improve Your Federal Sales Cycle To Meet The Government’s FY Deadline

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 …

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