Fundamentals of Selling Technology to the Federal Government

Upcoming Courses

Date	Time
Tuesday, October 19, 2010	8:00 a.m. - 4:30 p.m. EST

To succeed in a government sales career, you must understand how the federal customer does business and how to best position yourself to capture it. This interactive one-day training provides you with the foundational background, actionable tools, and techniques you need to succeed.

This class will help you:

Understand how federal agencies operate and the government trends shaping their technology needs
Navigate federal IT budget documents to identify funded opportunities that align with your technology solutions
Become familiar with the key government and industry stakeholders involved in the federal sales process and how to most effectively work with them

Who Should Attend

Intended for those with up to five years of experience in federal technology sales, business development, and/or marketing, this single-day investment will equip you to make an immediate impact on your career.

Agenda

8:00 a.m.	Registration and Networking Breakfast
8:30 a.m.	The Impact of the Federal Budget on Technology Sales
	Procurement Drivers in the Federal Government
	Exercise: Prospecting
12:00 p.m.	Working Lunch (provided)
	Selling at the Program Level
	Exercise: Territory Planning
	Introduction to Government Procurement & Contracts
	Working with Partners
4:30 p.m.	End

Presenters

Steve Charles

EVP/Co-founder
immixgroup

Doug Gaines

Senior Manager, Market Intelligence Group
immixGroup