This is a series to assist companies in building a successful Federal Sales 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 […]
(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 »
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 »
WHAT YOU SHOULD KNOW ABOUT YOUR GSA SCHEDULE 70 There is so much more to understand about selling product into the Federal market than 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
GSA Schedule 70 may not be your road to Federal product sales success Read More »
If you walked into a customer and they told you: “We need your product to go through ISEC to get a CoN and ATO using the DISA STIGs to validate that it is compliant with our requirements. We also added your solution to our POM and plan to use a GWAC IDIQ like SEWP V,
Let’s Talk Federal: The Twisted Federal Speak Read More »
