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Federal Sales Training
- Webinar: Selling to the Government from Your Own Backyard
Take 90-minutes and walk away with new approaches to selling to the federal marketplace locally.
Articles
- The Value of Federal Marketing
Some believe that marketing is a critical component to having success in the federal market. Marketing efforts make the public, official buyers and end users aware of your company and your products or services... - Report from the GSA Expo, San Antonio, TX 2006
GSA Schedule holders, GSA employees, government buyers and end users descended upon San Antonio, TX the week of May 14, 2006 for the GSA Expo... - When Selling to the Government, Know Your Audience!
I have to write about this subject because I was in a sales pitch presentation today and I walked away from the presentation angry and frustrated... - End User Spotlight: Facility Managers
According to the International Facility Management Association, facility management "is a profession that encompasses multiple disciplines to ensure functionality of the built environment by integrating people, place, process and technology... - Small Businesses, Take Note...
While 2005 is starting to 'ramp up' to be a successful year for savvy federal contractors and prime vendors, we all know that we need to continue to fill the pipeline through brand identity and face time in front of our potential federal buyers and ... - The Only Way To Uncover Government Business is to Focus, Focus, Focus!
How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." It seemed overwhelming and a little frightening... - The Networking Dance - The Keys to Doing it Right
Events, networking, lunches, lead sharing. Sometimes being in sales you feel you have to become the social butterfly. That's right... - Michigan Sales Executive Networks His Way to Success in Washington, DC
October, 2004 -- Stuart Newman, Sales Executive, of 3 Leaf Group from Oak Park, MI says he made it his mission to meet key federal government decision makers at a recent government human resources conference in Virginia... - 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... - Now's the Time To Sell To the Government, Now's The Time to "Get Real"
Some people sell with enthusiasm, others are more laid back. The best sales technique is to be yourself - a human being looking to help government employees by making their job easier and following the rules... - Cold Caller Adventure: State of Colorado
During the week of August 15, 2004, I was teaching a "Winning Government Business" at the Burnsley Hotel at Grant and 10th Street... - Formula for Government Sales Success Depends On Many Factors, But The Number of "Impressions" Each Week is The Manager's Key
Business owners are constantly challenged with the issue of what to expect from their government sales executives in terms of time management, goals and actual results... - Patience, Persistence, Perseverance Are the Keys to Winning Government Business
When I took a class from Richard White on "Doing Business with Homeland Security," in early 2002, I was absolutely shocked to hear, "It will take well over 12 months to get business from the government... - Goal for 2006 - Focus, Focus, Focus
How did you feel when you first considered selling to the government? I always thought I was looking into the face of the "Great and Powerful Oz." The process seemed overwhelming and a little frightening... - Selling IT: Marketing IT to the Government
In this article, we define marketing as activities to make the public, official buyers and end-users aware of your company and your products or services... - Use of GSA Schedules for Selling Services
GSA schedules are very powerful tools for selling services. In recently adding services to the list of available GSA schedules, the federal government recognized the reality of how services are purchased... - Starting Out the New Year - Government Contracts
Like many companies, you would undoubtedly like to add federal government revenues to your 2004 commercial sales. It is the time of year for the proverbial resolutions; we would therefore suggest the following if you are new to the federal market... - Picking the Low-Hanging Fruit - Federal Sales
During the dot.com boom, venture capitalists turned up their noses at companies doing federal business...
