Events

Date: 12/31/2025 Recorded Webinar
Status: Open - 902 places remaining

Registration Deadline: 12/31/2025 11:59 PM (EST)
Fee: No Fee

Register Here

Point of Contact: Russell C. Teter III, (240) 463-8686

Program Format: Online Meeting (Live)

Training Topics: Accounting/Budget, Business Financing, Business Plan, Business Start-up/Preplanning, Buy/Sell Business, Cash Flow Management, Customer Relations, Government Contracting, Human Resources, Legal Issues, Managing a Business, Marketing/Sales, Risk Management, Small Business Certification, Social Media, Technology

Description:
Recorded Webinars with Procurement Experts / Officials and a Certified Sales Coach to Build and Convert Your Pipeline of Federal, State, and Commercial Contracting Opportunities.

24/7 Access to the Virtual Library of 5 Recorded Webinars. After you register, you will receive an email from rteter@umd.edu with the Governor's Office of Small, Minority & Women Business Affairs (eduardo.hayden@maryland.gov) and the Sales/Business Development Library of Tools, eBooks, and More from Sandler Training's "Sales Academy" authorized licensee (matthew@neubergerco.com).

No Cost (Normal Cost: $95) Powered by the U.S. Small Business Administration

Best Practices in Sales/Business Development to find & win contracts with Sandler Training: Join worldwide leader Sandler Training as they teach and apply Sandler's "7-Step System" to capture Federal, State, and commercial contracts. This session will focus on the best sales/business development strategies and practices to find & win contracts! Effective communication is vital to building and converting a pipeline (beyond SAM.gov and eMMA) of sub, prime, and commercial opportunities. To successfully sell your products/services, you must communicate with clarity and certainty, interact naturally and composedly, and stand out from the crowd. A certified Sandler Training Instructor, as well as procurement experts/officials from federal and state government, will help you understand how to:

• convey complex material directly and simply
• discover ways to project confidence and enthusiasm to build credibility
• deliver winning sales presentations
• create a system that will drive up your conversion rates by 20%
• build rapport by using qualifying and insightful questions to identify a prospect's pain or emotional discomfort
• explore techniques to overcome adverse situations
• build trusting relationships that lead to increased wins; and
• communicate effectively to investors/underwriters to raise the capital necessary for growth.

Plus: Learn about new Federal opportunities and State priorities under the current Governor; This is an abridged version of Sandler Training's 8 -Week "Sales Academy" (a $2,500 Value).

• Access to Opportunities-Federal, State & Local Government Contracting 4 Part to Win More!
• Tools, Tips, Tactics, Talent, Techniques, Training, Tackle (Equipment)
• Series: Understand what the Federal Government (APG, Fort Detrick, Joint Base Andrews, NASA, NSA, NIH), State of Maryland (DGS, MAA/BWI, MDOT) & Local Governments (Anne Arundel, Cecil, Frederick, Harford, Howard, Montgomery Prince George's Counties) buys, what they do not buy, and how they buy
• Obtain resources on identifying/Nurture Opportunities (Download Free "Tools & Resources" to Identify Federal Opportunities and Free CRM / "Pipeline" Template in Excel), Writing Proposals/Bidding, Contact Management (Cash Flow Budget Template), and Secure the necessary financing to grow.

Additional Tools: GovCon Giants Podcasts of "16,000 stories of what works and what doesn't to get your business where you want it to be;" "8a Certification Application" Podcast, true story contracting lessons of what to do and what not to do and more.

Instructions: Will receive an email from rteter@umd.edu with the link to the recorded webinars with the Governor's Office Of Small, Minority & Women Business Affairs (eduardo.hayden@maryland.gov) and the Sales/Business Development Library of Tools, eBooks, and More from Sandler Training's "Sales Academy" authorized licensee (matthew@neubergerco.com).