Course Outline | Sanctum Federal

The Ins & Outs of the Federal Market

Imparts an overview and understanding of how the Federal market operates and procures goods and services.

Introduction
Breakdown of Federal market
Federal capital planning
Federal speak
Federal acquisition regulations
Federal product certifications
Assemble

Learn more about the Federal Territory Planning module

Learn the Budget Process

Supplies comprehensive knowledge of the flow of money through the government’s procurement processes.

Federal budget cycle
Color of money
Federal buying cycle
Alignment of money
Tactical vs strategic money
Behind the curtain: Contracting shop

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Expert Guidance in Creating Your Plan

Provides the salesperson with tools to systematically build a Federal business / territory plan.

State of the Federal plan
Total addressable market
Marketing plan
Channel or original equipment manufacturing plan
Build your plan
Plan your alignment to close

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Put Everything Into Action

Offers tools and techniques to execute your new Federal territory plan and start building your pipeline.

Federal business essentials
Generating leads
Qualifying leads
Summation of course

Learn more about the Federal Sales Planning & Execution module