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 »
Yes – it is a battle! Quick Question (or two): Have you ever been asked to complete a task that requires the support of many people and other company resources in order to be successful and not received any help at all? Oh, and you are still expected to complete the task on time! Sometimes
SCALING THE FEDERAL VERTICAL Kevin Mahoney was interviewed in March 2018 by Vox Optima, LLC, Owner and Executive Director, Merritt Hamilton Allen, and Managing Director of Operations, Gary Potterfield, the Brand Ambassadors, about “Scaling the Federal Vertical.” In this 28-minute interview, Vox Optima discussed their experience and challenges in building their Federal practice and asked Kevin his
SCALING THE FEDERAL VERTICAL – Interview with Vox Optima March 2018 Read More »
WHY DO YOU HAVE TO MANAGE EXPECTATIONS FROM YOUR CORPORATE STAKEHOLDERS? BECAUSE THEY HAVE THE TIME & MONEY TO MAKE THIS SUCCESSFUL! Have you begun to build your Federal market strategy? Have you spoken to the key stakeholders in developing this strategy? Having done Federal sales for over twenty-five years, I’ve become accustomed to the
Managing Corporate Expectations: The Federal Market – Part I Read More »
