Federal Sales Lead Puzzle: Where Do You Put That Lead?

Where Do You Put That Lead? Eileen Kent can answer that question.

When you're ready to piece the puzzle together, Eileen Kent can help you develop a strategic sales plan.  Eileen has a new class coming up called "Federal Contracting Action Plan - Lead Development Workshop." Eileen will teach you how to fish for federal leads online in a workshop setting. Eileen says "Once you learn how to fish, you'll never starve as an executive selling to the feds."

Workshop: Federal Contracting Action Plan-Lead Development Workshop
Date: Wednesday, April 13, 2011
Location: Bethesda, MD or Live at your desktop
>>Register now

Many CRM systems are great at helping you keep an eye on the amount of leads and the amount of "contacts" your sales team makes but have you been able to clearly identify all of the pieces of the puzzle when it comes to each territory's activities, wins, partnerships, incumbents etc? What happens when that sales executive leaves? Can you make sense of their sales relationships, teaming arrangements and opportunities?

As a federal sales manager, you need to develop a sales action plan that is multi-faceted, easy to use and creates legacy at your organization.

Eileen Kent will answer the questions you need to consider before you begin competing for federal opportunities.

Who, What, Where, When, Why, How?

  1. What agencies/bases purchase my products and services?
  2. What are the regional/local offices close to my HQ?
  3. Who in those agencies/bases would need to use my products/services?
  4. Who in those agencies/bases would post solicitations, or seek my products/services on behalf of the "#3" group of people?
  5. Who are the current vendors providing solutions in terms of products or services at this agency?
  6. Why is the agency choosing that current vendor?
  7. Should I compete with that incumbent or should I consider partnering with them?
  8. What are the preferred contracting vehicles the agency uses to purchase my products/services?

Read more about Federal Contracting Action Plan - Lead Development Workshop and save your seat today. Seats are limited.

Visit Fedmarket
For inquiries, call 301 652 9504. Press 2.

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