Government Sales Boot Camp: From Theory to Practice

Course Details:

Have you ever wondered what a business development, sales, or marketing persondoes every day that results in success? What steps does she take, where does he go, what research does she perform, how does he reach decision-makers, what is her secret to getting the important meetings, what follow-up needs to be done?

All of these daily tasks and much more will be covered in detail in the Government Sales Boot Camp Class.

Government sales and marketing has developed through the years into a complicated process understood only by those with many years of trial and error experience. For the FIRST TIME EVER, a one-day long intensive, instructor-led, hands-on class will clearly identify all of the required processes and procedures any government sales person or sales team must employ to see success in this unique and potentially lucrative market.

This unique sales and marketing process class is designed as a realistic every-day sales and marketing activity focused class.

Topics covered in this course include:

• Sales Drivers
• Registrations
• Current and recommended NAICS Codes and PSC Codes
• Value Proposition/Differentiators
• Capability Briefings 
• Use of Purchasing Thresholds in Sales and Marketing Tactics and Purchase Timeline
• Purchase Vehicles
• Tools
• Targeted Agencies, Prime Contractors & Teaming Partners
• Market Intelligence
• Simplified Daily Sales and Marketing Process
• Contracting Opportunities
• Decision-Maker Meetings
• Review of the Daily Year-Long and Fiscal Year End Sales Processes