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Five reasons why a Federal salesperson needs Federal sales training

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 …

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GSA Schedule 70 may not be your road to Federal product sales success

WHAT YOU SHOULD KNOW ABOUT YOUR GSA SCHEDULE 70 There is so much more to understand to selling product into the Federal market then just getting your own GSA Schedule 70 contract. What is a GSA Schedule 70 contract/procurement vehicle? The U.S. General Services Administration (GSA) provides companies the opportunity to sell to the Federal …

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The Side Effects of the Federal Budget Process on Federal Product Sales

WHAT IS SO SPECIAL ABOUT “OCTOBER 1” FOR FEDERAL SALES PEOPLE? 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 …

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Three Ways Original Equipment Manufacturers (OEMs) view Federal resellers for Product Sales

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 …

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