Do you truly understand the Federal Budget Cycle? This includes understanding: What impact do changes in government spending and funding have on most economic activity? How are those effects communicated? What is the relationship between the fiscal or budgetary cycles of the government and the business cycles? If you are doing business with the Federal […]
The Federal Budget Cycle Read More »
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 »
WHY DO YOU HAVE TO MANAGE EXPECTATIONS FROM YOUR CORPORATE STAKEHOLDERS? – Part II Having successfully sold into the Federal Government for over twenty-five years, I’ve found the single most critical factor for success is obtaining buy-in and managing the expectations of the key stakeholders. In my last Blog article, I discussed developing and managing
Managing Corporate Expectations: The Federal Market – Part II 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
