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Articles

  • Entering the Federal Market
    You are a small to medium sized business located outside the Washington, DC area and you have decided that you want to enter the federal market. What should you do? 1...
  • Four Cold Calling Tactics
    Many readers of "On the Firing Line" have asked about my thoughts on whether it is possible, in the post-September 11th world, to make personal cold calls on federal buyers...
  • GATEKEEPERS - The Sales Rep's Best Friend
    The owners of our companies expect the sales people to be making cold calls that sound professional and direct...
  • Selling in the Federal Marketplace
    Up until the actual close of a sale, selling in the federal market is essentially the same as selling in the commercial market...