Federal Sales Articles
Thank you for visiting our Federal Sales Articles. We will cover many different and interesting elements in regard to selling products and product related services to the Federal market. In future articles, we will be interviewing many Original Equipment Manufacturers (OEM), Federal resellers and Federal Government personnel to gain their aspects and expectations of selling into the Federal market. I hope you enjoy reading them. Please provide feedback it will be much appreciated.
- Strategies For Uncovering B2G Sales ProspectsFederal salespeople need to constantly be prospecting to new agencies or departments within their Total Addressable Market (TAM) in order to keep their pipeline full. However, uncovering new B2G sales prospects can sometimes feel like a very inefficient process. Between the lack of B2G specific tools for prospecting and the shear depth of government agencies, …
- Tools For Generating Sales Leads In The B2G MarketEntering the Federal market can be very frustrating for new federal salespeople. Between learning Federal speak, navigating the Government fiscal year, understanding contract vehicles and more, it can be an overwhelming experience to say the least. Specifically, generating sales leads in the B2G market can be frustrating primarily because of the lack of B2G specific …
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- What Is The Risk Management Framework (RMF)?The Risk Management Framework (RMF) provides a 7-step repeatable process used to identify, mitigate and monitor risk within information systems and organizations. The RMF process is managed by the National Institute of Standards and Technology (NIST) under the Federal Information Security Modernization Act (FISMA) and applies to all US federal information systems. While originally adopted …
- What Is Supply Chain Risk Management?Supply Chain Risk Management (SCRM) is the process of assessing and mitigating the risk of vulnerabilities within the acquisition supply chain from being exploited. Within the Federal Government, specifically, supply chains may be targeted by foreign military/intelligence, corporations, terrorists or criminal organizations seeking any information that could weaken the United States’ economic and national security. …
- Federal Government Budget Cycle: The #1 Reason You Need To Understand ItAs a Federal Salesperson, the number one reason you need to know the Federal Government Budget Cycle all comes down to closing. By understanding how the Government is funded, you will better understand when money will be available to your customer to spend and your opportunities can potentially close. We outline below everything you need …
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- What Is Controlled Unclassified Information (CUI)?The United States Department of Defense (DoD) defines Controlled Unclassified Information (CUI) as “Government created or owned UNCLASSIFIED information that must be safeguarded from unauthorized disclosure.” The idea of CUI was established by Executive Order 13556 on November 4, 2010. It was a product of the realization that across all levels of mission areas, DoD …
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- What Is A DUNS Number & Unique Entity Identifier (UEI)?Since 1998, the DUNS number has been the primary entity identifier used for federal contracting purposes. Starting April 4, 2022, the General Services Administration (GSA) will replace the DUNS Number with a nonproprietary system know as the “Unique Entity Identifier” or UEI, for short. Do You Still Need A DUNS Number? The DUNS numbering system …
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- What Is A NAICS Code?The North American Industry Classification System (NAICS) created the NAICS codes used today to support the Federal Statistical Agencies’ need “for the collection, analysis and publication of statistical data related to the US Economy” [source]. Simply put, NAICS codes operate on a self-assigned system where companies select the code(s) best aligned to their business activities. The codes …
- What Is The Federal Acquisition Regulations (FAR)?The Federal Acquisition Regulations (FAR) are the written guidelines and rules that offer direction to government personnel as they navigate the daily operation of acquiring products and services for their Agencies and Departments. As a Federal Salesperson trying to do business with the Government, it is imperative for you to understand and follow these publicly …
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- How To Qualify A Federal Sales Lead?In any sales environment, a lead is simply a potential prospect. Sales reps need to properly qualify leads in order to efficiently focus their time on the leads that can potentially become prospects and not those that quite literally cannot buy from you. In a Federal sales environment there are six steps to qualifying a …
- Iron Bow Technologies Enrolls More Employees In Federal Sales Certification TrainingIron Bow Technologies (Iron Bow) recently sent new Federal Sales hires to complete Sanctum Federal’s Federal Sales Certification Training course. Iron Bow first sent members from their public sector sales team to this training course in early 2020. John Meier, Iron Bow’s General Manager of DoD Sales, stated “Sanctum Federal’s Federal Sales Certification Training course …
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- What Is A Territory Sales Plan? [Template Download]A Territory Sales Plan Template is a tool that allows you to quickly visualize your Total Addressable Market and understand where to focus your efforts to grow your pipeline. When it comes to Federal Government sales, your Territory Sales Plan should encompass the entire Federal market, broken down by your current customers, pipeline customers and …
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- Microsoft Surface Resellers Complete Federal Sales Certification TrainingMicrosoft and Sanctum Federal have partnered to create and deliver a Federal Sales Certification Training / Microsoft Surface training to Microsoft’s top twenty Surface Federal resellers. This training delivers a focused approach in selling the Microsoft Surface technologies to the Federal customer. After members of Microsoft Corporation’s Cloud and Tablets Division attended Sanctum Federal’s live …
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- Govplace Selects Sanctum Federal’s Federal Sales Certification Training Course For EmployeesGovplace, a leading value-added reseller and systems integrator for federal agencies, recently selected Sanctum Federal’s Federal Sales Certification Training course to support their team’s professional development initiatives. Kevin Mahoney, creator of the Federal Sales Certification Training course and CEO of Sanctum Federal, developed this one-of-a-kind course to provide Federal sales people tactical skills when it …
- How To Build Your Sales Training Budget [Federal Sales Teams]Properly and continuously trained sales reps produce greater revenues for their organizations than their undertrained peers (50% higher actually). Yet sales leaders continue to ignore their sales training budget and downplay the positive effects of training, in fact: 55% of sales professionals do not receive the sales training and tools they need to be successful …
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- VMware Account Managers Complete Sanctum Federal’s Federal Sales Certification Training CourseMembers of VMware, Inc.’s Federal Civilian team recently attended Sanctum Federal’s live online Federal Sales Certification Training course. The Federal Sales Certification Training course is currently the market’s only available training course specifically focused on a Federal Product Sales methodology. The methodology taught in the course was developed by Kevin Mahoney and is designed to help students …
- Sanctum Federal Collaborates with Intellectual Point To Launch New On-Demand Federal Sales Certification Training CourseSanctum Federal and Intellectual Point, two Virginia-based training organizations, teamed up to develop an on-demand version of Sanctum Federal’s Federal Sales Certification Training course. Intellectual Point’s mission to prepare busy professionals with the skills and certifications needed to be successful in their careers pairs perfectly with Sanctum Federal’s course. The Federal Sales Certification Training course …
- ABM Federal Sends Sales Reps To Federal Sales Certification TrainingABM Federal, a Federal Business Plan and Federal Sales Consulting customer of Sanctum Federal recently sent members of their Federal Sales team to the Federal Sales Certification Training (FSCT) course led by Sanctum Federal. ABM Federal’s goal is to provide their team with a targeted understanding of the Federal market so they can continue to …
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- ABM Federal Selects Sanctum Federal To Build Their Federal Business PlanABM Federal, a provider of secure information technology products and managed IT services to the federal government, contracted Sanctum Federal to develop a Federal Business Plan aimed at maximizing revenue through their “Best In Class” (BIC) Government-wide Strategic Sourcing (GSS) vehicle for “HP Desktops, Laptops, Tablets and accessories.” BIC Contracts is an acquisition designation defined by …
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- Microsoft’s Cloud and Tablets Division’s Federal Sales Team Attends Sanctum Federal’s Federal Sales Certification Training CourseMicrosoft Corporation’s Cloud and Tablets Division recently selected several members of their Federal Sales Team to attend a private OEM focused training delivery of Sanctum Federal’s Federal Sales Certification Training course. The Federal Sales Certification Training course is currently the only Federal Product Sales training and certification available. It was developed by Kevin Mahoney based on his …
- Cost-Benefit Analysis Of Pursuing A Federal Market Sales StrategyBefore jumping into a Federal Sales Strategy, performing a cost-benefit analysis of the Federal Market for your unique product can help you make the right decision for your organization and prevent a lot of wasted time and resources. At some point, every growing business faces the choice of expanding into new sales verticals that may …
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- Is Now The Right Time To Hire Your Federal Sales Team?You will find that when a company decides to pursue a Federal vertical, the first thing the think about is hiring a Federal sales team to spearhead the initiative. More often than not, this is the worst action to take and one we often advise against. Instead, start by honestly asking yourself, “are you ready …
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- Sanctum Federal Develops Channel Partner Program for ExaGrid Systems, Inc.ExaGrid Systems, Inc., who recently contracted Sanctum Federal to develop a Federal Business Plan, is currently working with Sanctum Federal to launch their Federal Channel Partner program. This program is a direct recommendation from the Federal Business Plan, Sanctum Federal previously provided. ExaGrid President & CEO, Bill Andrews, commented “The ExaGrid team is excited to …
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- Sanctum Federal To Build And Execute Accruent’s Federal Sales PracticeUpon acceptance of a customized Federal Business Plan, Accruent selected Sanctum Federal to build and help execute their Federal Sales Practice throughout 2021. Accruent’s Senior Vice President of Sales for North America, Pete Mansel commented, “We are excited about Sanctum Federal’s targeted Federal sales approach and are anticipating great results in identifying the specific …
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- ExaGrid Selects Sanctum Federal To Develop Federal Business PlanExaGrid Systems, Inc a Marlborough, Mass company, contracted Sanctum Federal to develop a Federal Business Plan to increase customer engagements and examine their Federal Channel for their ExaGrid family of products and services to the Federal Market. One of Sanctum Federal capabilities is in developing Federal channel partner/reseller strategies for organizations, which is a major …
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- Accruent Data Insights Selects Sanctum Federal To Build Their Federal Business PlanAccruent, a market leader in optimizing all stages of real estate, facilities and asset management, recently selected Sanctum Federal to develop a Federal Business Plan to provide Accruent a complete roadmap in building and executing their federal sales practice for Accruent’s Data Insights (DI) products and services. Accruent Data Insights leverages “the power of medical equipment reliability data to streamline predictive maintenance and …
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- How To Build A Federal Business PlanIn 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 …
- What Is Total Addressable Market And How To Identify Whitespace To Increase Your SalesOne 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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- How To Increase B2G LeadsWhen 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 …
- The Unpredictability of the Federal Market: Federal Budget, Continuing Resolution and Government ShutdownAs 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 …
- What Is A Compelling Event?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 …
- Understanding The Federal Buying CycleThe 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 …
- Epoch Concepts Finds A Valuable Federal Sales Training Course For All EmployeesEpoch Concepts, an award-winning IT Solutions Provider, recently invested in Sanctum Federal’s Federal Sales Certification Training course and they couldn’t be happier with the results. “This training was easily worth the time and effort. In fact, we intend to send every new employee through this training. The course covers everything from the basics of the …
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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 …
- How To Build A B2G Sales StrategyBuilding 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 …
- How To Improve Your Federal Sales Cycle To Meet The Government’s FY DeadlineYou 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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- Best Products To Sell To The Federal GovernmentThis 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 …
- 11 Product Certifications You Need To Sell To The Federal Government CustomerIf you want to do business with the Federal Government, then you may need the right product certifications to meet their specific standards and requirements. U.S. and International Governments are now mandating security certifications for products they are integrating into the technology infrastructure to help: Provide defense against increasingly sophisticated cyber attacks Meet Government mandates …
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- Iron Bow Technologies’ DoD Sales Team Finds Sales Success With Sanctum Federal’s Federal Sales Certification Training CourseIron Bow Technologies (Iron Bow), an award-winning IT Solutions Provider, used their time at home during the COVID-19 crisis to refresh their sales skills with Sanctum Federal’s Federal Sales Certification Training course. The Federal Sales Certification Training course was developed by Kevin Mahoney based on his experience working in and selling to the Federal Government …
- How To Sell To The Federal Government [A Step-by-Step Guide]The Federal Government is a treasure trove of opportunities for a salesperson. It is the Fortune One. According to ITDASHBOARD.GOV, Information Technology spending in the 2021 Fiscal Budget year is projected to be $90.9 Billion. This guide will help direct a Federal Sales Team on how to navigate the Federal Market and position their pipeline …
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- Five Important Factors in Setting C-Level Personnel Expectations in Federal SalesThe Federal Sales Market The Federal Market has its own unique sales cycle and requirements if you are going to successfully close business. The Federal acquisition model was developed back when new technology moved at a snail’s pace, and it took decades to design a new ship and the processes to fit that need. Today, …
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- Building a Successful Federal “Product” Sales PracticeFEDERAL SALES Federal Government – Fiscal Year 2021 $90 Billion* Government-wide Information Technology Spending *According to ITDASHBOARD.GOV During these unprecedented times, information technology product companies may be feeling the pain of decreased revenue and dwindling pipeline from your commercial enterprise sales teams. Not to be depressing, but it is our new normal. Question: …
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