1. Dates:
Thursday, January 15th
Thursday, January 22nd
Thursday, January 29th
Thursday, February 5th
Thursday, February 12th
Dissecting the Government Sales Process
Location:
UCF Business Incubator
Central Florida Research Park
3267 Progress Drive
Conference Room 116
Orlando, FL 32826
RSVP:
Nicole Schmidt
Nicole.schmidt@ucf.edu
407-207-7249
Time :
8:30 AM—10:30 AM
Presented By:
Russ Pandel
Source Partners Group
Cost:
FREE
To
Incubator Clients
Outline of each phase
1. Definition of Market Phases
2. Detailed Characteristics of the Phase in discussion
3. Characteristics of the Decision Makers particular to
this phase
4. Elements of a message for the target organization
5. Dealing with Objections in the Sales Cycle
6. Triggers that cause a market to shift to the next
phase
Russ Pandel is a Sales Leader who consistently exceeds expectations by building
winning teams from the opportunity ecosystem including: internal resources,
partners, consultants, contractors, service providers, industry advocates and
customer supporters.
Source Partners Group specializes in the sales and marketing of enterprise and
technical products to large organizations. These organizations include Federal, State,
Municipal & Local Government (B2G); Commercial Firms (B2B); Non governmental
Organizations (NGO) and to Defense Agencies & Defense Contractors.
Session 1—Concept and Early Adopters
Session 2—Vertical Adopters
Session 3—Early Majority
Session 4—Late Majority
Session 5—Laggards