VEChannel Event Profile

How to Sell Technology Products to Government

In this session of Landslide Moves Richard Kent, former National VP, Federal Sales, FORE Systems, will address key points and topics that sales professionals dedicated to selling to government organizations need to know to effectively market and sell to the single largest consumer market in the world the United States federal and state governments. Selling to government is a highly competitive and complex process where partnerships and relationships are as essential as technical expertise. Richard has over 20 years of executive level high technology marketing and sales experience focused on selling to US government. Richard headed the government sales team at ATM technology leader FORE Systems between 1995 and 1999. Most recently, he was the President Federal Operations and Executive Vice President Americas for Marconi which acquired FORE Systems for $4.5B in 1999. He is currently the CEO of Fedforce, a consultancy that specializes in sales and marketing into the Federal marketplace. In this talk show Richard will share practical knowledge and insider tips about: Key Success Factors Myths and Realities of Selling to the Government How to Identify the Right Decision Makers How to Respond to Bids Effectively What Not to Do in Government Sales About Landslide Moves R Ask renowned experts and personalities your specific questions about sales and marketing with Landslide Moves R a series of internetbased talk shows where instead of a few minutes of Q&A, your questions are answered throughout the show.

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