Federal sales is simply not the same as commercial sales. Many sales professionals and leaders will try to say "sales is sales," but the truth is there are 10 real differences between selling to Commercial and Federal customers.
In 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...
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...
When 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...
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...
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...
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...
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