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.
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...
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...
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...
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...
Before 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...
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...
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