Eileen Kent, a federal sales expert, and Erich Wiemann, a seasoned sales leader at CACI, share invaluable insights into capturing government sales. They discuss the importance of leveraging existing client relationships to uncover new opportunities, emphasizing that referrals are gold. The duo highlights the critical role of adaptability in a post-pandemic federal environment, touching on budget urgency and cybersecurity challenges. They also differentiate between product and solution sales, advocating for creativity and strong communication skills to excel in the federal market.
