[44271] in Zephyr_Bugs
Vol.66: More Hot News Puts Private Sector "On the Sales Firing Line"
daemon@ATHENA.MIT.EDU (Fedmarket)
Thu Mar 30 22:51:29 2006
Date: Thu, 30 Mar 2006 20:09:10 -0700
From: "Fedmarket" <noreply@fedmarket.com>
To: zephyr-bugs@mit.edu
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<title>Eileen Kent</title>
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<DIV align=center><B><FONT color=#0000a0 size=4> *** ON THE SALES FIRING LINE: Vol. 66 ***
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Welcome to "On the Sales Firing Line," written by Federal Sales Academy Director, Eileen Kent.
The purpose of this article series is to educate and inspire you to create immediate government
opportunities, through true sales stories and savvy marketing tactics.<br><br><hr><br>
<p><font face="Arial, Helvetica, sans-serif" size="2"><b>Eileen Kent Brings Federal Sales Training to Atlanta, Georgia <br>Dates:
</b><br>
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<ul>
<li>April 24, 2006 - <a href =
"http://www.fedmarket.com/seminars/federal-sales101.shtml"
>Federal Sales 101: Winning Government Business</a> - Our most popular class goes
on the road with speaker Eileen Kent<br>
<li>April 25, 2006 - <a href
="http://www.fedmarket.com/seminars/proposal-writing-seminar.shtml">Writing and Managing Winning Proposals</a> - Learn to strategize your
approach to writing winning proposals
</ul>
</font>
<p align="left"><font face="Arial, Helvetica, sans-serif" size="2" color="#0000a0"><b>Register
Online</b></font><font face="Arial, Helvetica, sans-serif" size="2"> - <a href ="http://www.fedmarket.com/seminars/register-online.shtml"><b>Click
Here</b></a></font><font face="Arial, Helvetica, sans-serif" size="2">
<br><br>
Visit our <a href = "http://www.fedmarket.com/calendar/index.php"><b>Seminar Calendar</b></a> for more seminar dates and locations.<br>
<br>
Call Suzie White at 301-652-9504 EXT. 10 for details.</font>
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<p align="center"><b><FONT color=#0000a0>More Hot News Puts Private Sector "On the Sales Firing Line"
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<p>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. However, businesses are paralyzed like deer in the
headlights because they freeze from the fear of red tape.
<p>Fedmarket students, sales executives and readers should fear no more! It's
time to get out of the stands. Stop watching such opportunities as a
spectator would. Get in the field, get in front of your potential
customers and shake their hands. Selling to the federal government, more
than any other business, is a contact sport. You need to contact, call,
email, touch base, call again, email, visit, call, email, pop in and call again.
The most successful federal sales executives walk the halls. It's time to
put on your bullet proof vest and get "on the sales firing line" with the
rest of us!
<p>With that in mind, I have found you some clippings which may result in
some great leads for you. Find the end user whose job is on the line, offer
to fix these problems and show them how you can help them in a pinch.
<p>If you are still staring into those headlights like a deer, come to our
"Federal Sales 101: Winning Government Business" class. We will help you
shed the fear of red tape and eliminate your confusion. Fedmarket's instructor
will help you focus on your key contacts and will coach you through the
initial sales call.
<p>As promised, the following is a list of some potential opportunities. If you
want to uncover more opportunities, our sales staff will gladly help you
choose the appropriate roadmaps, lists, classes and workshops. In the meantime,
pick up the phone and find the government employee who needs your solution today.
<br><br><hr width = 600><br>
<p><b>OPPORTUNITIES REPORTED IN THE NEWS RECENTLY:</b>
<p>National Journal's Technology Daily Reports:
<p><a href = "http://www.govexec.com/story_page.cfm?articleid=33615&dcn=e_hsw">"Lawmakers Urge Government, Industry to Partner on Emergency
communications,"</a> by Michael Martinez, National Journal's Technology Daily.
<p>The following are excerpts from the story:
<p>"Senate Homeland Security and Governmental Affairs Committee Chairwoman
Susan Collins, R-Maine, said private entities responded faster and more
effectively to Hurricane Katrina than their public counterparts at all
levels of government.
<p>"Speaking at an event organized by the Harvard University
Kennedy School of Government, Collins said agencies should form regional
response teams with private-sector partners that could be deployed rapidly
and facilitate communications systems that work across jurisdictions."
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<p>GovExec.com Reports
<p><a href = "http://www.govexec.com/dailyfed/1005/102405c1.htm">"After Katrina, Justice Weighs Changes to Wireless Communications
Upgrade," </a>by Chris Strohm.
<p>The following are excerpts from the story:
<p>"The Justice Department is moving forward with an effort to build a
nationwide wireless communications system for federal law enforcement
agencies, but is reviewing whether any of its requirements should be
changed based on what happened to communications networks during Hurricane
Katrina."
<p>"'The department has issued a solicitation for the Integrated Wireless
Network and is moving forward as planned,' a Justice spokeswoman said
Monday. The program is worth an estimated $2.5 billion."
<p>"The department, however, is examining lessons learned from the
hurricane, which demolished or severely degraded federal, state and local
communications networks as well as electricity and other public services."
<br><br><hr width = 600><br>
<p>Another GovExec.com Story:
<p><a href = "http://www.govexec.com/story_page.cfm?articleid=33632&dcn=e_hsw">"Poor Planning Hurt Hurricane Contracting,"</a> by Jenny Mandel.
<p>The following are excerpts from the story:
<p>"In a briefing report released Thursday, GAO summarized the findings of
a review of acquisitions conducted through the General Services
Administration, Army Corps of Engineers and Federal Emergency Management
Agency...The review found problems at GSA and FEMA in anticipating contingency
needs and having contracts in place to meet them. For example, FEMA did
not adequately anticipate the need for services such as temporary
public buildings and housing, the report said. Also, the Army Corps
indicated that FEMA assigned unanticipated tasks such as acquiring temporary
classroom spaces, contrary to a general practice of working through
planning and response teams established in advance of an event."
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<p><a href = "http://www.govexec.com/dailyfed/1204/120904dk1.htm">"Medicare Help Line Needs Improvement, GAO Finds,"</a> by Denise Kersten.
<p>The following are excerpts from the story:
<p>"Less than two-thirds of the calls to Medicare's toll-free hot line,
1-800-MEDICARE, last summer resulted in complete and accurate answers to
questions about the program, according to a Government Accountability
Office report published Wednesday."
<p>"GAO conducted an audit of the 24-hour help line in July. Researchers
selected six common questions to ask customer service representatives
and posed each question 70 times. Representatives working in call centers
provided complete, accurate answers to 256 out of 420 calls, or 61
percent."
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<p>The news has been replete with stories stating that the Department of
Homeland Security needs all of our help. Remember, don't look at
such stories with shock. Keep asking yourself while you read this, "How
can I help?" And then, pick up the phone!
<p><a href = "http://www.govexec.com/features/0306-01/0306-01s2.htm">"Wasted Year: >From In-house Bickering to a Fumbled National Crisis, The
Homeland Security Department is Still a Mess," </a>by Juston Rood, Chris
Strohm and Katherine McIntire Peters, GovExec.com.
<p>"Patience has worn thin with Homeland Security Department Secretary
Michael Chertoff since he took the reins last March, even among those who
have labored in the department's trenches and usually could be counted
on for some sympathy, or at least to hold the party line.
<p>"'I like Chertoff and his people,' says a former senior official. 'But
not what they've done in the past year. It's been a wasted year,
really.'"
<br><br><hr><br>
<DIV align=center>
<P><IMG height=56 src="http://www.fedmarket.com/images/whitepaper.jpg" width=72> <B><font face="Arial, Helvetica, sans-serif" size="2">Free Informative Whitepaper "<A
href="http://www.fedmarket.com/whitepaper_download.php?which_one=training">Developing a Trained Federal Sales Team </a>" <br>by Eileen Kent.
</FONT></B></FONT></P></DIV><br><hr>
<p align="center"><font face="Arial, Helvetica, sans-serif" size="2"><b>April
10, 2006 - 12:00 pm to 1:30 pm EST</b></font><font face="Arial, Helvetica, sans-serif" size="2"></font></p>
<p align="center"><font face="Arial, Helvetica, sans-serif" size="2"><b><font color="#0000a0">Desktop
Training - Webinar</font> </b><a href = "http://www.fedmarket.com/seminars/gsa-webinar.shtml">GSA Schedules: How to Close Business and Stay out of Trouble</a></font></p>
<font face="Arial, Helvetica, sans-serif" size="2">
<p>Attend Fedmarket's newest Webinar and invite all of your sales team and partners to attend along with you right in the comfort of your own office.
<p>This popular class is being offered as an outreach for small-to-medium sized businesses that want to learn more about GSA Schedules, but don't want to listen to another government-sponsored "take" on GSA Schedules. One of the largest myths of GSA Schedule pricing is that you must offer "Most Favored Customer Pricing." In this Webinar, we'll explain why you won't have to offer those rock bottom prices. <br>
<p align="left"><font face="Arial, Helvetica, sans-serif" size="2" color="#0000a0"><b>Register
Online</b></font><font face="Arial, Helvetica, sans-serif" size="2"> - <a href ="http://online.krm.com/iebms/reg/reg_p1_form.aspx?oc=10&ct=0210190&eventid=11543"><b>Click
Here</b></a></font><font face="Arial, Helvetica, sans-serif" size="2"><br>
<br>
</font>
<hr>
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<p>
Good luck and see you "On the Sales Firing Line!"
<p>Eileen Kent,<br>
Federal Sales Academy Director
<br><b><a href = "http://www.fedmarket.com">Fedmarket.com</a></b>
</font>
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