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Content Provided by Miller Heiman

In this economic downturn, the federal government can be a target-rich area with large opportunities for many companies. It has much the same allure that the corner candy shop holds for the neighborhood children.

But before you run in, salivating, requesting a taste of everything, remember that selling to the government requires a different approach. Because of the many regulations and stipulations, sales organizations need to understand that:

-- Government sales cycles are typically longer

-- There are usually more buying influences

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