Tactical Sales Methodology

Every client has sales goals to reach and quotas to fill. We understand these pressures and have developed extensive tactical sales capabilities to generate sales revenue as quickly as possible. These capabilities revolve around three critical components:

	1 In-depth research
	2 Personal meetings with key decision makers
	3 Management of the sales process through procurement

1 In-depth Research
A key component of GSF’s success is our ability to identify and pursue funded sales opportunities. Our research team relies upon a wide variety of sources - including web-based databases, Inspector General and OMB reports, trade shows, seminars and personal contacts - to identify promising programs. Once identified, we then contact the program managers to gather technical detail and identify the key decision makers who will influence the procurement process.

2 Personal meetings with key decision makers
GSF's primary value may lie in the extensive network of senior contacts throughout the federal government. Once we identify a sales opportunity, we verify the identity of the key decision makers and take a top down approach to scheduling a meeting. Starting at the CIO level, we present our clients' technology and coordinate meetings with all involved parties.

The value of these meetings cannot be overstated. As many of our clients have discovered on their own, without the proper introductions and connections, it is virtually impossible to introduce your technology so that it is considered at the start of the procurement process.

GSF maintains a trusted advisor relationship with senior executives, CIO’s and Program Managers in the Civilian, DoD and Intelligence communities. The breadth of our network allows GSF to schedule audiences with the correct decision makers and dramatically shorten the sales cycle.

3 Management of the sales process through procurement
GSF's executives are all skilled sales managers with experience managing sales teams. Each client's activity is overseen and managed on a daily basis by the same internal team that is also responsible for conducting weekly sales calls with each client. During these regular calls, we discuss the sales forecast, pipeline activities, action items and deliverables. Every activity is tracked and movement charted from introduction through close.

Once a buying decision has been made, we work with the client and the government to determine the most expedient method to secure the order. Often, we are able to orchestrate unique procurement strategies to accommodate the requirements imposed by budgetary, sole source or other issues that arise.