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Territory

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
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Money

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
Learn more about the Federal Budget Cycle module.
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Plan

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
Learn more about the Federal Sales Planning & Execution module
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Execution

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