Government Team Training

The Fundamentals of Selling Technology in the Federal Government

Thursday, May 1, 2008

8:00am - 4:30pm

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A salesperson relatively new to Federal needs to understand how agencies operate, how they receive money, how they spend money and what they care about. How will you know when you have fully penetrated your territory? How do you work with the many partner types, understand what they are and what are their business drivers?

This one-day training gives you the tools you need to approach your territory with confidence. We will cover the elements of a typical government sales cycle and describe the key factors that impact it, including: government culture, organizational structures, procurement and acquisition requirements, and budgetary and management concerns. Taught by people with both practical experience and excellent presentation skills, this one-day investment will make a difference in your career immediately.

Who Should Attend

This training course is ideal for anyone new to selling technology to the federal Government or anyone looking to acquire a basic understanding of how to sell in this unique market, including all levels of Federal Sales, Technical Sales, Channels, Business Development, and Marketing.

Agenda

8:00am	Registration and continental breakfast
	Introduction - Why is Selling in the Federal Market Unique?
	Federal Government Overview
	Trends in the Federal Government
	The Impact of the Federal Budget on Technology Sales
	Introduction to Government Procurement & Contracts
	Identifying Players, Partners and Opportunities
	Selling at the Program Level
4:30pm	Wrap-up

Presenters

Steve Charles

EVP/Co-founder, immixgroup

Doug Gaines

Marketing Research Group Manager, immixGroup