BEGIN:VCALENDAR
VERSION:2.0
PRODID:Charles County, MD Calendar Creator
METHOD:PUBLISH
BEGIN:VEVENT
DTSTAMP:20260219T171821
DTSTART:20251231T000000
DTEND:20251231T235900
SUMMARY:SBDC: Webinar: Business-to-Government (B2G): Best Practices in Sales/BD & Access to Opportunities (4 Part)
DESCRIPTION:<p><strong>Date</strong>: 12/31/2025 Recorded Webinar<br><strong>Status</strong>: Open - 902 places remaining</p><p><strong>Registration Deadline</strong>: 12/31/2025 11:59 PM (EST)<br><strong>Fee</strong>: No Fee</p><p><a href="https://mdsbdc.ecenterdirect.com/login?event=18195" target="_blank" rel="noopener" class="styled-button">Register Here</a></p><p><strong>Point of Contact</strong>: <a href="mailto:&#114;&#116;&#101;&#116;&#101;&#114;&#64;&#117;&#109;&#100;&#46;&#101;&#100;&#117;">Russell C. Teter III</a>, (240) 463-8686</p><p><strong>Program Format</strong>: Online Meeting (Live)</p><p><strong>Training Topics</strong>: 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</p><p><strong>Description:</strong><br><strong>Recorded</strong> Webinars with Procurement Experts / Officials and a Certified Sales Coach to <strong>Build and Convert</strong> Your Pipeline of Federal, State, and Commercial Contracting Opportunities.</p><p>24/7 Access to the Virtual Library of 5 Recorded Webinars. After you register, you will receive an email from <a href="mailto:&#114;&#116;&#101;&#116;&#101;&#114;&#64;&#117;&#109;&#100;&#46;&#101;&#100;&#117;">rteter@umd.edu</a> <strong>with</strong> the Governor's Office of Small, Minority &amp; Women Business Affairs (<a href="mailto:&#101;&#100;&#117;&#97;&#114;&#100;&#111;&#46;&#104;&#97;&#121;&#100;&#101;&#110;&#64;&#109;&#97;&#114;&#121;&#108;&#97;&#110;&#100;&#46;&#103;&#111;&#118;">eduardo.hayden@maryland.gov</a>) and the Sales/Business Development Library of Tools, eBooks, and More from Sandler Training's "Sales Academy" authorized licensee (<a href="mailto:&#109;&#97;&#116;&#116;&#104;&#101;&#119;&#64;&#110;&#101;&#117;&#98;&#101;&#114;&#103;&#101;&#114;&#99;&#111;&#46;&#99;&#111;&#109;">matthew@neubergerco.com</a>).</p><p>No Cost (Normal Cost: $95) Powered by the U.S. Small Business Administration</p><p>Best Practices in Sales/Business Development to <strong>find &amp; win contracts</strong> 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 <strong>find &amp; win contracts</strong>! Effective communication is vital to building and converting a pipeline (<strong>beyond SAM.gov and eMMA</strong>) 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:</p><ul>    <li>convey complex material directly and simply</li>    <li>discover ways to project confidence and enthusiasm to build credibility</li>    <li>deliver winning sales presentations</li>    <li>create a system that will drive up your conversion rates by 20%</li>    <li>build rapport by using qualifying and insightful questions to identify a prospect's pain or emotional discomfort</li>    <li>explore techniques to overcome adverse situations</li>    <li>build trusting relationships that lead to increased wins; and</li>    <li>communicate effectively to investors/underwriters to raise the capital necessary for growth.</li></ul><p><strong>Plus</strong>: 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).</p><ul>    <li>Access to Opportunities-Federal, State &amp; Local Government Contracting 4 Part <strong>to Win More</strong>!</li>    <li>Tools, Tips, Tactics, Talent, Techniques, Training, Tackle (Equipment)</li>    <li>Series: Understand what the Federal Government (APG, Fort Detrick, Joint Base Andrews, NASA, NSA, NIH), State of Maryland (DGS, MAA/BWI, MDOT) &amp; Local Governments (Anne Arundel, Cecil, Frederick, Harford, Howard, Montgomery Prince George's Counties) <strong>buys</strong>, what they <strong>do not buy</strong>, and <strong>how they buy</strong></li>    <li>Obtain resources on identifying/Nurture Opportunities (Download Free "Tools &amp; Resources" to Identify Federal Opportunities and Free CRM / "Pipeline" Template in Excel), Writing Proposals/Bidding, Contact Management (Cash Flow Budget Template), <strong>and</strong> Secure the necessary financing to grow.</li></ul><p><strong>Additional Tools</strong>: 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 <strong>and more</strong>.</p><p><strong>Instructions</strong>: Will receive an email from rteter@umd.edu with the link to the recorded webinars with the Governor's Office Of Small, Minority &amp; Women Business Affairs (<a href="mailto:&#101;&#100;&#117;&#97;&#114;&#100;&#111;&#46;&#104;&#97;&#121;&#100;&#101;&#110;&#64;&#109;&#97;&#114;&#121;&#108;&#97;&#110;&#100;&#46;&#103;&#111;&#118;">eduardo.hayden@maryland.gov</a>) and the Sales/Business Development Library of Tools, eBooks, and More from Sandler Training's "Sales Academy" authorized licensee (<a href="mailto:&#109;&#97;&#116;&#116;&#104;&#101;&#119;&#64;&#110;&#101;&#117;&#98;&#101;&#114;&#103;&#101;&#114;&#99;&#111;&#46;&#99;&#111;&#109;">matthew@neubergerco.com</a>).</p>
X-ALT-DESC;FMTTYPE=text/html:<p><strong>Date</strong>: 12/31/2025 Recorded Webinar<br><strong>Status</strong>: Open - 902 places remaining</p><p><strong>Registration Deadline</strong>: 12/31/2025 11:59 PM (EST)<br><strong>Fee</strong>: No Fee</p><p><a href="https://mdsbdc.ecenterdirect.com/login?event=18195" target="_blank" rel="noopener" class="styled-button">Register Here</a></p><p><strong>Point of Contact</strong>: <a href="mailto:&#114;&#116;&#101;&#116;&#101;&#114;&#64;&#117;&#109;&#100;&#46;&#101;&#100;&#117;">Russell C. Teter III</a>, (240) 463-8686</p><p><strong>Program Format</strong>: Online Meeting (Live)</p><p><strong>Training Topics</strong>: 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</p><p><strong>Description:</strong><br><strong>Recorded</strong> Webinars with Procurement Experts / Officials and a Certified Sales Coach to <strong>Build and Convert</strong> Your Pipeline of Federal, State, and Commercial Contracting Opportunities.</p><p>24/7 Access to the Virtual Library of 5 Recorded Webinars. After you register, you will receive an email from <a href="mailto:&#114;&#116;&#101;&#116;&#101;&#114;&#64;&#117;&#109;&#100;&#46;&#101;&#100;&#117;">rteter@umd.edu</a> <strong>with</strong> the Governor's Office of Small, Minority &amp; Women Business Affairs (<a href="mailto:&#101;&#100;&#117;&#97;&#114;&#100;&#111;&#46;&#104;&#97;&#121;&#100;&#101;&#110;&#64;&#109;&#97;&#114;&#121;&#108;&#97;&#110;&#100;&#46;&#103;&#111;&#118;">eduardo.hayden@maryland.gov</a>) and the Sales/Business Development Library of Tools, eBooks, and More from Sandler Training's "Sales Academy" authorized licensee (<a href="mailto:&#109;&#97;&#116;&#116;&#104;&#101;&#119;&#64;&#110;&#101;&#117;&#98;&#101;&#114;&#103;&#101;&#114;&#99;&#111;&#46;&#99;&#111;&#109;">matthew@neubergerco.com</a>).</p><p>No Cost (Normal Cost: $95) Powered by the U.S. Small Business Administration</p><p>Best Practices in Sales/Business Development to <strong>find &amp; win contracts</strong> 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 <strong>find &amp; win contracts</strong>! Effective communication is vital to building and converting a pipeline (<strong>beyond SAM.gov and eMMA</strong>) 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:</p><ul>    <li>convey complex material directly and simply</li>    <li>discover ways to project confidence and enthusiasm to build credibility</li>    <li>deliver winning sales presentations</li>    <li>create a system that will drive up your conversion rates by 20%</li>    <li>build rapport by using qualifying and insightful questions to identify a prospect's pain or emotional discomfort</li>    <li>explore techniques to overcome adverse situations</li>    <li>build trusting relationships that lead to increased wins; and</li>    <li>communicate effectively to investors/underwriters to raise the capital necessary for growth.</li></ul><p><strong>Plus</strong>: 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).</p><ul>    <li>Access to Opportunities-Federal, State &amp; Local Government Contracting 4 Part <strong>to Win More</strong>!</li>    <li>Tools, Tips, Tactics, Talent, Techniques, Training, Tackle (Equipment)</li>    <li>Series: Understand what the Federal Government (APG, Fort Detrick, Joint Base Andrews, NASA, NSA, NIH), State of Maryland (DGS, MAA/BWI, MDOT) &amp; Local Governments (Anne Arundel, Cecil, Frederick, Harford, Howard, Montgomery Prince George's Counties) <strong>buys</strong>, what they <strong>do not buy</strong>, and <strong>how they buy</strong></li>    <li>Obtain resources on identifying/Nurture Opportunities (Download Free "Tools &amp; Resources" to Identify Federal Opportunities and Free CRM / "Pipeline" Template in Excel), Writing Proposals/Bidding, Contact Management (Cash Flow Budget Template), <strong>and</strong> Secure the necessary financing to grow.</li></ul><p><strong>Additional Tools</strong>: 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 <strong>and more</strong>.</p><p><strong>Instructions</strong>: Will receive an email from rteter@umd.edu with the link to the recorded webinars with the Governor's Office Of Small, Minority &amp; Women Business Affairs (<a href="mailto:&#101;&#100;&#117;&#97;&#114;&#100;&#111;&#46;&#104;&#97;&#121;&#100;&#101;&#110;&#64;&#109;&#97;&#114;&#121;&#108;&#97;&#110;&#100;&#46;&#103;&#111;&#118;">eduardo.hayden@maryland.gov</a>) and the Sales/Business Development Library of Tools, eBooks, and More from Sandler Training's "Sales Academy" authorized licensee (<a href="mailto:&#109;&#97;&#116;&#116;&#104;&#101;&#119;&#64;&#110;&#101;&#117;&#98;&#101;&#114;&#103;&#101;&#114;&#99;&#111;&#46;&#99;&#111;&#109;">matthew@neubergerco.com</a>).</p>
LOCATION:Online Meeting (Live)\, 
CLASS:PUBLIC
END:VEVENT
END:VCALENDAR