Federal Sales Expert Steve Charles to Present "After the Shutdown: Using the Challenger Sales Model to Grow Your Federal Sales" on October 25 in Tyson’s Corner

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Program, sponsored by the Institute for Excellence in Sales & Business Development, will appeal to selling professionals in the Washington DC and mid-atlantic region.

Steve Charles

The challenge to sell more to the Federal Government will be even tougher when the Shutdown eventually ends. Spending some time with Steve Charles at this time is crucial.

The Institute for Excellence in Sales & Business Development (IES&BD) today announced that Steve Charles, co-author of The Inside Guide to the Federal IT Market and one of the leading sales and marketing experts on selling to the Federal Government, will present "After the Shutdown: Using the Challenger Sales Model to Grow Your Federal Sales" on Friday, October 25 at the USA Today/Gannett Building in Tyson’s Corner, Virginia. Register for the program here.

"The challenge to sell more to the Federal Government will be even tougher when the Shutdown eventually ends. Spending some time with Steve Charles at this time is crucial," said Fred Diamond, Founder of the IES&BD and President of DIAMOND Strategic Marketing. "Few people understand how to effectively sell products to the Federal market as deeply and relevantly as Steve does."

Diamond said that Charles will take the unique approach of showing how to implement The Challenger Sales approach, popularized by CEB, in the Federal market.

"The hottest sales methodology book in recent years, The Challenger Sale from the CEB, shows that the most successful salespeople during the economic downturn were Challengers; challenging the customer and taking control of the conversation by knowing more about the customer than the customer themselves," said Diamond. "Steve will map the concepts of Challenger to the early steps that federal buyers are supposed to complete for all procurements larger than $150,000. As Steve says, you can be a Challenger in Federal, but timing is everything."

Diamond said that the following audiences will benefits from Charles’ presentation:

  •     Seasoned and successful B2B (business-to-business) and B2G (business-to-government) sales professionals looking to stay fresh on the latest and greatest sales techniques and technologies.
  •     Sales managers and their sales teams.
  •     Service professionals, such as attorneys, lawyers, consultants, and accountants, who need to generate revenue for their firms.
  •     Business owners now tasked with bringing in sales. This is often represented by someone who is now the sales leader but has not had any real sales training.
  •     Marketing professionals who support the selling function.

The program will start with networking and hot breakfast at 7:30 a.m. at the USA Today/Gannett Headquarters in McLean. Steve Charles will start at 8:15 a.m. and continue until 10:30 a.m. IES&BD sponsors include Access National Bank, HireStrategy, People Stretch Solutions, Vorsight, SJV Media, Team Visibility, Sonic Promos, SysArc, DIAMOND Strategic Marketing, Bendure Communications and the Washington Business Journal.

Register for the program here.

About Steve Charles:

Steve Charles is the co-founder and executive vice president of immixGroup, Inc., which helps companies do business with the government. For the past two decades he has helped hundreds of companies succeed in the government marketplace. His breadth and depth of expertise on every dimension of the government technology ecosystem provides product manufacturers with a strategy and clear focus for the greatest success. He is actively involved in government-industry associations including TechAmerica, ACT-IAC, Coalition for Government Procurement, and the National Contract Management Association.

About the Institute for Excellence in Sales & Business Development

The Institute for Excellence in Sales & Business Development (IES&BD) is a center of actionable best practices, insights, tools, thought leadership, and recognition in the Mid-Atlantic region. It was created to develop excellence in sales and business development professionals and to help organizations maximize their selling efforts. The annual IES&BD Sales Excellence Awards recognize companies and organizations for excellence in sales training; sales innovation; sales management; customer partnering; and strategic alliances. The IES&BD Lifetime Achievement Award has become one of the most coveted prizes for sales professionals. Learn more about the IES&BD at http://www.i4esbd.org or by calling 888.443.9943.

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