Selling to the Government [December 2006]
While creating proposals and adhering to procurement requirements are important factors in government sales, the way you sell prior to the proposal can be the key advantage.
There is tremendous potential revenue in winning government business. After all, the U.S. Government is one of the largest customers of companies in the private sector. Being proactive, getting in early, identifying ideal customers within the government, understanding their issues, as well as the government's procurement process prepare your team for a winning value proposition and proposal.
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The Miller Heiman Sales Performance Journal offers insight for executives, which will drive top-line sales revenue growth.Subscribe to the Journal for timely and relevant advice from sales performance experts. Journal subscription is FREE. To begin your subscription and to access past archived issues, click here.