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This is a series to assist companies in building a successful Federal Sales Vertical

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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TEN challenges of selling into the Federal Market

(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 …

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Two things you need to know about Battling for Company Resources in Building your Federal Vertical

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 it …

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