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Federal Sales Training
- Federal Contracting Action Plan
Federal Contracting Action Plan- A Lead Development Workshop . - Teach Your Onsite Contract Employees to Sell and Win!
A seminar for Primes who want to keep their customers. .
Articles
- Small Businesses and the Federal Market
Knowing your customers is the key to sales success. This is true whether you're selling to public or private organizations... - GSA Visits Contractor Sites
GSA will visit you to make sure you're tracking your GSA sales properly. GSA's auditors will also pay close attention to whether you have offered better pricing to the "basis of award group" defined under your GSA Schedule contract... - Call Your Area Military Base and Get a Tour
When I was sixteen years old, I remember driving to Selfridge Air Force Base outside of Detroit to go pick up some groceries for the family... - The Key To Successful Federal Sales
The most difficult person to find in the federal government is your potential end user. If you do not have a directory of an agency, it is always difficult to get started... - Jump into Your Customer's Shoes -- What Would You Do If You Encountered a Stranger in the Federal Building?
Jump into Your Customer's Shoes -- What Would You Do If You Encountered a Stranger in the Federal Building?by Eileen KentConsider for a moment that you are an employee for the federal government... - 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 ... - Using Freedom of Information Act to Obtain End User Information
Whenever we read a paper or hear the cable news networks use the acronym FOIA it always seems to be about information the media is trying to uncover... - 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... - 2005 New Year's Resolution - Make Six More Sales Calls A Day
On average, it takes six "impressions" - cold calls, messages, letters and emails -- to get an appointment out of one lead. So I would like to set a daily challenge for each of us in 2005 - make six more sales calls between 8:30 and 9:00 a.m... - 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... - Turn a Losing "Blind Bid" into a Winning Opportunity
An agency of the US Government may send you a random Request for Proposal, which looks like it is a perfect fit for your organization... - Getting Embedded in Government Sales Circle
One of the keys to success in the government is to develop a strong relationship at an agency. My contention is to take it another step: you need to become not just an insider, but embedded... - 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... - Agency Uncovered
When I taught "Winning Government Business" and "Selling to the Government" this week, I found there was an interesting trend in the attendees... - Finding a Great Government Sales Executive
We were asked by a recent attendee of our "Winning Government Business" class in Atlanta how to find a great person to sell his products and services... - Is Selling to the Feds Worth the Hassle?
Is it worth doing business with the government? This is a question all of us ask ourselves daily... - 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... - Fourth Quarter Frenzy - Contractors Called Again To "Fill the File"
As we approach the end of the fourth quarter, please be wary of the call which starts with, "I need a quote in the next few hours..." and it continues with a perfect listing of the contracting officer's needs... - 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... - Disaster Response and Recovery: Is There an Opportunity for You to Help?
While the politicians and department directors argue over what went wrong during the Katrina disaster, savvy contractors are becoming more and more embedded in the agencies... - More Hot News Puts Private Sector "On the Sales Firing Line"
It seems that I see more and more headlines that virtually beg you to make the cold call. The government is literally pounding the table asking for your help... - Entry into the Federal Market
Our readers frequently inquire about the difficulties associated with entering the federal sales market...
