[45380] in Zephyr_Bugs
Federal Sales: Developing a Federal Sales Plan
daemon@ATHENA.MIT.EDU (Fedmarket)
Mon Apr 10 03:28:02 2006
Date: Mon, 10 Apr 2006 01:04:01 -0600
From: "Fedmarket" <noreply@fedmarket.com>
To: bug-zephyr@mit.edu
Reply-To: "Fedmarket" <noreply@fedmarket.com>
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<title>Federal Sales</title>
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<p align="left"><img src="http://www.fedmarket.com/images/logo.gif" width="254" height="51"></p>
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<b>Welcome to our series called "Federal Sales." This newsletter is the eleventh installment in a series of email newsletters about current topics relating to Federal Sales.
This series joins our other popular newsletters; "Proposal Writing" and "GSA Schedules" in a weekly rotation.</b></font><br>
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<p><font face="Courier New, Courier, mono" size="2"><b>Installment 11 - Developing a Federal Sales Plan</b></font> <br><hr>
<p><font face="Courier New, Courier, mono" size="2">How early should you identify
a sales opportunity in the federal market? The answer is that an opportunity
must be identified before anyone, including the customer, knows that an opportunity
exists. Our customers frequently say "We don't want potential opportunities.
Instead, we want contact information for potential customers that know they
have a problem, have approved money to solve the problem, and are ready to contract
out to solve the problem." Although it would be ideal to come across the opportunity
described above, everyone in the market knows about such opportunities and it's
likely your competitors have already sold the customer. </font>
<p><font face="Courier New, Courier, mono" size="2">Companies can research sales
opportunities, or the re-bids of existing contracts, in sales databases which
are sold as subscription services. Although the opportunities listed are often
solid leads, the competition is intense. In the case of re-bids, the incumbent
vendors have been selling the customers for the entire duration of their contracts.
The critical question is how potential customers can be targeted before your
competitors find them. There is no secret formula to developing a federal sales
plan - - it is just focused research. </font>
<p><font face="Courier New, Courier, mono" size="2">The development of your company's
federal sales plan is an art, not a science. Furthermore, companies find that
their federal sales plans improve as they gain experience in the federal market.
If it's an art, how do we get started? </font>
<p><font face="Courier New, Courier, mono" size="2">In a general sense, you need
the following: </font>
<ul>
<li><font face="Courier New, Courier, mono" size="2">Agency information </font>
<li><font face="Courier New, Courier, mono" size="2">Organizational data </font>
<li><font face="Courier New, Courier, mono" size="2">Titles and contact data
for end users and official buyers </font>
<li><font face="Courier New, Courier, mono" size="2">Historical data on who
is buying what product or service</font>
</ul>
<p><font face="Courier New, Courier, mono" size="2">When doing research on the
Internet, you need to focus your efforts. Consider the following tips: </font>
<ul>
<li><font face="Courier New, Courier, mono" size="2"><u>Geographic focus</u>
- Small businesses selling commercial products and commodities and small service
companies can focus on the agencies in their geographic delivery or service
area. </font>
<li><font face="Courier New, Courier, mono" size="2"><u>Functional </u>- Companies
selling training, IT services, recruiting, human resources, etc. can focus
first on an agency and then the people who head related departments within
an agency. For example, such companies would want to target the training director,
the chief information officer, the head of personnel, etc.</font>
</ul>
<p><font face="Courier New, Courier, mono" size="2">Secondly, commercial companies
(like fedmarket.com) compile and refine the data to save you research time and
expense. Even the specialists, such as our company, have to do research because
we don't have the ultimate "what they buy" list that you hoped existed somewhere.
</font>
<hr><br>
<p align="center"><font face="Courier New, Courier, mono"><b>The Federal Sales
Plan eLab </b></font>
<p align="center"><font color="#0000A0" face="Courier New, Courier, mono"><b><font size="3">Develop
a Federal Sales Plan for Your Company<br>
With the Help of Experienced Federal Marketing Consultants</font></b><br>
</font>
<hr width = 500>
<p><font face="Courier New, Courier, mono" size="2">The<b> <a href = "http://www.fedmarket.com/seminars/federal-sales-plan.shtml"><b>Federal
Sales Plan eLab</b></a> </b>is for companies that want answers to the question
"Who are the persons we need to call to get federal business?" Our instructors
will walk attendees through the process of developing a company-specific sales
plan to the extent that attendees should leave the eLab with a completed federal
sales plan<b>.</b> </font>
<p><font face="Courier New, Courier, mono" size="2">The Federal Sales Plan eLab
is not a seminar or a course; it is a hands on interactive event. Our experienced
federal marketing consultants will lead attendees through the process of creating
their corporate plan. At the conclusion of the event your company should have
a completed federal sales plan. </font>
<p><font face="Courier New, Courier, mono" size="2"><b>The Federal Sales Plan
eLab is a two-day event held monthly in Bethesda, Maryland. </b> </font>
<p><font face="Courier New, Courier, mono" size="2"><b>Price:</b> </font> <font face="Courier New, Courier, mono" size="2">
$2,900 per person</font>
<p><b><font face="Courier New, Courier, mono" size="2">Sign-up for our Federal
Sales Plan eLab today!</font></b>
<p align="center"><font face="Courier New, Courier, mono" size="2" color="#FF0000"><b><font color="#0000A0">Register
Online</font></b></font> - <a href ="http://www.fedmarket.com/catalog/product_info.php?cPath=22&products_id=89"><b><font face="Courier New, Courier, mono" size="2">Click
Here</font></b></a>
<p align="center"><font face="Courier New, Courier, mono" size="2" color="#FF0000"><b><font color="#0000A0">Questions? Call 888-661-4094 press 8. </font></b></font><font face="Courier New, Courier, mono" size="2">
<br><hr><br>
<p><b>For more information on federal sales download the following White Papers:</b>
<DIV align=center>
<P><IMG height=56 src="http://www.fedmarket.com/images/whitepaper.jpg" width=72> <FONT
color=#0000a0><B><FONT face="Courier New, Courier, mono" color=#000000
size=2> <A
href="http://www.fedmarket.com/whitepaper_download.php?which_one=entering">So You Have Decided to Enter the Federal Market, Now What</a>
By Richard White</FONT><FONT color=#000000><br>
<FONT face="Courier New, Courier, mono" color=#000000
size=2><A
href="http://www.fedmarket.com/whitepaper_download.php?which_one=training">Developing a Trained Federal Sales Team</a>
By Eileen Kent</FONT><FONT color=#000000><br>
<FONT face="Courier New, Courier, mono" color=#000000
size=2><A
href="http://www.fedmarket.com/whitepaper_download.php?which_one=gsa">GSA Schedules - A Vendor's Path to Federal Sales</a>
By Elizabeth White</FONT><FONT color=#000000><br></font></font>
</FONT></B></FONT></P></DIV><hr>
<p><b><font color="#0000A0">Locate End Users Specific to Your Product or Service:</b></font>
<p><a href ="http://www.fedmarket.com"><font face="Courier New, Courier, mono" size="2"><b>Fedmarket.com</b></font></a><font face="Courier New, Courier, mono" size="2">
can provide you with current end user contact data. Our <a href = "http://www.fedmarket.com/products/industry-contact-data.shtml"><b>Industry
Specific End User Contact Data</b></a> provides you with a spreadsheet of end
users to help you reach those who are instrumental in placing a product or service
request with a buyer. For more information call a sales representative today
at 888-661-4094 and press 8. </font><br>
<br><hr><br>
<p><font face="Courier New, Courier, mono" size="2">If you need help with any
other product sales, call or write as follows: (888) 661-4094 Press 8 for <a href="mailto:">sales@fedmarket.com</a>.
</font>
<p><font face="Courier New, Courier, mono" size="2">Regards, <br>
Richard White<br>
President <br><a href = "http://www.fedmarket.com">Fedmarket.com </a><br>
<a href = "http://www.fedmarket.com/seminars/academy-index.shtml">The Federal Sales Academy</a> <br>
<a href = "mailto:"><b>rwhite@fedmarket.com </b></a><br>
(301) 652 - 9504 EXT. 18 (office)<br>
(434) 962-9508 (cell) </font>
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