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The Federal Budget Cycle

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 …

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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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Four Reasons Original Equipment Manufacturers (OEMs) need Federal Resellers for product sales

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 OEM’s need to develop …

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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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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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