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 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 …
- 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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