2010 Government Sales Series
Debunking the Myths to Create Powerful and Effective
Government Sales Programs
You spoke, we listened!
Many clients have said that they may not be able to attend a webinar as scheduled, but they still want access to the content. We realize that it is vital to your success to be able to listen to a webinar and its content on demand (unlimited access--as many times as needed) to ensure that you can successfully implement your government sales plan. For that reason, we are producing this series not as a one-time webinar, but as an educational resource tool (like a book that you can pick up whenever you need a guide).
Government Sales - Debunking the Myths Webinar Series is a series of webinars, but instead of attending them one at a time via live sessions, you will be able to download each one individually or as an entire series to your computer and reference them whenever you need to support your sales plan or share them with your internal sales team. You will also be able to send us questions at any time via email or call us directly. See below for series details!
Struggling to make the right connections with purchasing decision-makers within federal, state and local government offices? This webinar series is for you!
Purchasing decisions are made every day by government agencies…to the tune of almost half a trillion dollars …yet most business owners have no idea how to penetrate this massive government wall and access the key decision-makers. Regardless of economic conditions, the government is always buying…the very goods and services you sell, every single day. These purchasing decisions occur all the time, both outside of and inside the normal bid, contract and RFP process. Our webinar series will teach you:
• Which sales strategies best connect you with key government decision-makers
• How to avoid the common mistakes many businesses make approaching the government
• How to proactively take advantage of sales opportunities without waiting for the RFP to be issued and before the bidding process begins
Program Highlights
In this intensive, web-based series, we’ll explore the key issues and challenges business owners face when selling to the government. You’ll learn important sales and marketing tactics that positively impact your ability to make key personal connections with the people in government who buy what you sell. Each webinar is 60 minutes long.
Two Class Levels
To ensure you learn what you need to know, we offer two class levels: Basic and Advanced Government Sales Techniques. Purchase one series or both. Pay only $99 per series or select an individual class(es) for $49 each. Sign up for both levels and pay only $188 (save $10).
The Basics Series
Click Here to purchase the entire Basics Class Series for just $99. To purchase an individual class, simply click on its title below.
Art of the Pitch: Selling Benefits vs. Features
Solution Selling Techniques that Work
Sales Call Preparation for Decision Maker Meetings
THE BASICS SERIES CLASSES ARE AVAILABLE NOW!
Once you have placed your order for classes in the Basics series, you will receive an e-mail containing a link to the podcast, webinar, and pdf download for each class ordered. You will then have immediate access to your class(es), 24/7!
The Advanced Series
Click Here to purchase the entire Advanced Class Series for just $99. To purchase an individual class in the series, simply click on its title below.
Networking to Build Opportunities
Closing the Deal
Dealing with Difficult Customers
The Advanced series webinars will be available to you on or after March 31.
Click Here to purchase both the Basics and the Advanced Class Series for only $188 (a $10 savings)!
Expert Speakers
Beth Goldstein
Author of The Ultimate Small Business Marketing Toolkit (McGraw-Hill), and President of Marketing Edge Consulting Group, Beth Goldstein has empowered hundreds of entrepreneurs and companies to create successful marketing and sales programs. Consultant, nationally recognized speaker, and educator, Beth focuses on answering the questions that keep business owners up at night: What can I do to maximize revenue-generating opportunities? Why do some prospects buy from me and others from my competitors? How can I increase customer loyalty?
In addition to consulting, Beth is the Lead Instructor for the SBA Emerging 200 (e200), 15-state, program designed to help inner city entrepreneurs strengthen and grow their existing businesses. She has been instrumental in developing the 9-month curriculum and currently teaches the business accelerator program in Massachusetts.
Beth is the Senior Associate for Distance Learning for the Institute for Technology Entrepreneurship & Commercialization at Boston University (BU) and runs the university’s Annual $50K Business Plan Competition. She teaches Entrepreneurial Sales and Marketing at the BU School of Management and is the Faculty Director for the BU Online Certificate in Entrepreneurship (recognized by Fortune Small Business Magazine as one of the top e-learning entrepreneurship programs in the U.S.).
Beth has over 20 years of direct industry experience and holds an MBA from Boston University and a degree in Economics and Sociology from Brandeis University. Passionate about small business challenges, she writes a free, monthly newsletter: Small Business Survival Tips. She can be reached at beth@m-edge.com or 508.903.0976 or found online: www.m-edge.com.
Gloria Berthold Larkin
President of Marketing Outsource Associates, Inc. (MOA) and its division, TargetGov. The TargetGov division focuses on government procurement and related business development and marketing services including minority certification services, contract development (GSA Schedules, etc), business development, proposal management and development, contract administration and expert federal contracting services
TargetGov is the nationally-recognized business development firm assisting businesses of all sizes win government contracts.
The parent company, MOA, provides corporate business development and marketing-related services including current customer analysis to determine profitability, client profiling, targeted prospect identification and list development, database, marketing plan and strategy development, graphic design, marketing communications and calendar development and execution (advertising, direct mail, fax, email, newsletters, postcards, brochures, etc.)
Click Here to purchase both the Basics and the Advanced Class Series for only $188 (a $10 savings!).
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