Federal 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
Federal 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...
Entering 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...
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 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 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...
You 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...
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