How are you planning your success? Have you ever heard management say they wanted to cover the Federal market, so they would just put one of their commercial salespeople on it? How did that turn out? My experience is that it can be very frustrating for both the company and the “lucky” salesperson. I am […]
Five reasons why a Federal salesperson needs Federal sales training Read More »
WHAT IS SO SPECIAL ABOUT “OCTOBER 1” FOR FEDERAL SALESPEOPLE? It is the beginning of the new Federal Government Fiscal Year! DID YOU KNOW? In 2018 the Federal Government budget for IT spending was approximately $87 Billion. WOW! That is a lot of money! Now you know that the Federal Fiscal Year begins October 1
The Side Effects of the Federal Budget Process on Federal Product Sales Read More »
A Company’s Questions: Why do I need to give any Federal reseller more than five points off MSRP? Why do they deserve any discount? Why should one reseller get a price advantage over other resellers? Is it legal to provide different pricing to different resellers? Throughout my career I have had to answer these questions
Well, your first questions may be: WHY DO I NEED A FEDERAL RESELLER? Why can’t I just sell directly to the Federal customer? Easy answer: With larger procurements, the Federal customer procures their goods and services through Federal resellers who have pre-negotiated contracts with the Federal Government. This is why OEMs need to develop a
(that your commercial counterparts don’t understand) The REAL differences between selling to Commercial and Federal customers THE CONVERSATION Have you had this conversation before? VP Sales: Where is the deal you said was going to close this quarter? Federal Sales Rep: It has been quoted through the reseller and is in Contracting right now. VP Sales: Then
TEN challenges of selling into the Federal Market Read More »
