Business-to-Government Best Practices in Sales/BD & Access to Opportunities

RECORDED Webinars with Procurement Experts / Officials and a Certified Sales Coach to BUILD AND CONVERT Your Pipeline Of Federal, State, and Commercial Contracting Opportunities. • 24/7 Access to the Virtual Library of 5 Recorded Webinars. After you register, you will receive an email from rteter@umd.edu WITH the Governor’s Office of Small, Minority & Women Business Affairs (eduardo.hayden@maryland.gov) and the Sales/Business Development Library of Tools, eBooks, and More from Sandler Training’s “Sales Academy” authorized licensee (matthew@neubergerco.com). • No Cost (Normal Cost: $95) Powered by the U.S. Small Business Administration • Best Practices in Sales/Business Development to FIND & WIN CONTRACTS..with Sandler Training: Join worldwide leader Sandler Training as they teach and apply Sandler’s “7-Step System” to capture Federal, State, and commercial contracts; This session will focus on the best sales/business development strategies and practices to FIND & WIN CONTRACTS! Effective communication is vital to building and converting a pipeline (BEYOND SAM.GOV AND eMMA) of sub, prime, and commercial opportunities; To successfully sell your products/services, you must communicate with clarity and certainty, interact naturally and composedly, and stand out from the crowd; A certified Sandler Training Instructor, as well as procurement experts/officials from federal and state government, will help you understand how to: convey complex material directly and simply, discover ways to project confidence and enthusiasm to build credibility, deliver winning sales presentations, create a system that will drive up your conversion rates by 20%, build rapport by using qualifying and insightful questions to identify a prospect’s pain or emotional discomfort, explore techniques to overcome adverse situations, build trusting relationships that lead to increased wins; and communicate effectively to investors/underwriters to raise the capital necessary for growth. PLUS: Learn about new Federal opportunities and State priorities under the current Governor; This is an abridged version of Sandler Training’s 8 -Week “Sales Academy” (a $2,500 Value). • Access to Opportunities-Federal, State & Local Government Contracting 4 Part TO WIN MORE! — Tools, Tips, Tactics, Talent, Techniques, Training, Tackle (Equipment)– Series: Understand what the Federal Government (APG, Fort Detrick, Joint Base Andrews, NASA, NSA, NIH), State of Maryland (DGS, MAA/BWI, MDOT) & Local Governments (Anne Arundel, Cecil, Frederick, Harford, Howard, Montgomery Prince George’s Counties) BUYS, what they DO NOT BUY, and HOW THEY BUY; Obtain resources on identifying/Nurture Opportunities (Download Free “Tools & Resources” to Identify Federal Opportunities and Free CRM / “Pipeline” Template in Excel), Writing Proposals/Bidding, Contact Management (Cash Flow Budget Template), AND Secure the necessary financing to grow. ADDITIONAL TOOLS: GovCon Giants Podcasts of “16,000 stories of what works and what doesn’t to get your business where you want it to be;” “8a Certification Application” Podcast, true story contracting lessons of what to do and what not to do AND MORE.