David Sonde, managing partner at Winvale, recently provided end-of-the-fiscal-year sales advice to GovPro that you might find valuable. Along with having the right contracting vehicles in place, he suggested that companies should do the following:
- Provide customers with pre-sales support
- Extend sales hours
- Provide an expedient quoting service
- Give the customer a phone number and email address that is manned 24/7
- Create separate web pages or microsites that are tailored toward year-end purchases
He also recommended that companies should develop White Papers that could influence upcoming RFPs and RFQs. That’s thinking ahead and it shows the importance of a proactive capture communications program. Thought leadership pieces such as bylined articles can also complement those white papers and should be an integral part to any capture campaign.
Be sure to check out the full FedBizBeat post here.