Federal Sales Training

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Sanctum Federal offers the only product focused Federal sales training. Our curriculum is tailored to provide Federal sales personnel a clear methodology to quickly build and execute a Federal sales territory plan. The Federal Sales Certification Training course is composed of four modules including:

  1. The Territory: Federal territory alignment strategies
  2. The Money: Provides comprehensive understanding of customer requirements and money into your bank account.
  3. The Plan: Empowers you to systematically and methodically build a Federal business / territory plan.
  4. Execution: How to quickly and effectively execute your new Federal business / territory plan.

    You will see an immediate impact

    Course Details

    Territory Module: Seven Sections

    1. Introduction into the Federal Government
    2. Breakdown of the Federal Market
    3. Federal Capital Planning
    4. Federal Speak
    5. Federal Acquisition Regulations
    6. Federal Product Certifcations
    7. Bring it Together

    Money Module: Six Sections

    1. Federal Budget Cycle
    2. Color of Money
    3. Federal Buying Cycle
    4. Alignment of Money
    5. Tactical vs Strategic Money
    6. Behind the Curtain: Contracting Shop

    Plan Module: Six Sections

    1. State of the Federal Plan
    2. Total Addressable Market
    3. Marketing Plan
    4. Channel or Original Equipment Manufacturing Plan
    5. Build Your Plan
    6. Plan Your Alignment To Close

    Execution Module: Four Sections

    1. Federal Business Essentials
    2. Generating Leads
    3. Qualifying Leads
    4. Summation of Course

What to expect:

  • Each student will be provided three “Student Guides”. One for each of the courses.
  • Comprehensive teaching and coaching on how to build and execute a Federal sales plan
  • Instructor with 26 years of real-world Federal sales and management experience
  • Quizzes and workshop activities throughout training.
  • At the conclusion of the training each student will be provided a Federal Sales Training Certificate
  • Additional resource site registration at KevinFederal.com at the completion of the entire course curriculum.

 

 

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There are ten major challenges or differences between selling into the commercial/private sector and the Federal/public sector. To be successful selling into the Federal customer, companies have to understand how to align strategically and tactically in all phases and areas of the Federal market. These courses provide very specialized training to “follow the money” from the U.S. Tax Payer to the company closing Federal revenue.

There are many Federal Sales training courses on the market today on how to “Capture” and “Business Development” for services work for the Federal market. Our Federal Sales training coursework is different. We designed this coursework to laser focus on closing business and revenue for “Products and Services”. We have created three training levels and can customize each course to any company’s requirements.

Each Level of coursework has four primary components:

  1. The Territory
  2. The Money
  3. The Plan
  4. The Company

Providing Courses:

  • 1 Day: Corporate C-Level training:
    • “Why Build a Federal vertical”
  • 2-3 Day: Intermediate Federal Sales:
    • Building a successful Federal sales plan

 

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Please click on Registration to sign up for upcoming training. 

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