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.
- 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 …
- 8 Product Certifications You Need To Sell To The Federal Government CustomerIf you want to sell to the your products to 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 …
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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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