Federal Sales 101

What You Will Learn

Take our exclusive course and gain a comprehensive understanding of the Federal government and Acquisition Regulations. Our beginner-level curriculum covers the basics of Federal money, budget, and buying cycles, providing you with a solid foundation for success.
Introduction to the Federal Government
This is a high-level overview of the Federal Government operational composition and components while viewing how a Federal Sales market can be composed. 
Breakdown of the Federal Market
Understanding the Federal Sales Market 
Federal Speak
Understanding Federal Government Terminology 
FARS
Understand how to find the FARs and learn key points of the FARs that pertinent to you successfully working with the Federal Market. 
The Federal Budget Cycle
Understand the Federal Government's annual budget cycle and ramifications to your company's overall revenue.
Federal Buying Cycle
Understand Federal customer buying cycles 
 
Reseller Coaching

Access the OnDemand Federal Sales Training 101 Course

Learn more about how the Federal Government operates and how money flows through the government customer 

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Why You Need To Know Your Territory

Successful Federal Sales Reps Understand Their Territory & Whitespace

By understanding your Federal territory, you can easily locate agencies and the departments within those agencies that:

  • Are unaffected by Federal Government shutdowns and continuing resolutions
  • Face similar product requirements to your existing customers
  • Use similar Federal speak and purchasing process to your existing customers & more

All this knowledge, allows you to quickly sell your product to new Federal customers and pivot when the unpredictability of the Federal Market comes into play.

Learn More About The Unpredictability Of The Federal Market
Questions Answered in Class

Do You Really Understand the Federal Market?

Who is the largest Federal customer?
The Executive Branch has 15 major departments and agencies including civilian and defense. The IT budget for the Executive Branch is in the billions every year.
Who can obligate U.S. Government funding?

Federal laws and regulations are very clear: Only a contracting officer can purchase goods or services, or contract for them on behalf of the government. Without a warrant as a contracting officer, issued by an authorized government official, an individual cannot commit the government. If they do, they are in effect establishing a personal commitment and possibly personal financial liability for the action.

Who is the Federal customer?

Though the Federal Government is divided into three branches, a salesperson should view this market as divided into four submarkets:

  • Department of Defense
  • Civilian Departments and Agencies
  • Intelligence Agencies
  • Federal System Integrators
What are the steps in the Federal Buying Cycle?
  1. Needs, requirements, and pains
  2. Technical presentations, demonstrations
  3. Proof of concept
  4. Statement of work
  5. Preliminary quotes
  6. Funding
  7. Acquisition
  8. Award
  9. Purchase order
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Have Questions?

Have questions about our Federal Sales 101 Training course or any of our other offerings? Just submit the form to the left to contact our team.