3 Easy Steps to Plan for Federal Sales Success in 2026!

In this fast-moving panel discussion, public-sector sales leader Darryl Peek from Elastic delivers a masterclass on how federal and SLED sellers can win in 2026 by planning effectively, partnering intelligently, and showing up with purpose. Packed with actionable insights, Darryl explains why “hope is not a strategy,” how to qualify deals with discipline, and why your partnerships, preparation, and personal brand will define your success in the year ahead.

Along with Melissa Adamson (Snowflake) and Drew Schnabel (Zscaler), he discussed what selling professionals focused on Federal Government customers should be doing to have an ideal 2026 at the Institute for Effective Professional Selling (IEPS) Selling Essentials Workshop "Planning for your best 2026" at the Carahsoft Conference and Collaboration Center in Reston, VA on November 20, 2025.

Darryl breaks down:

🔹 Why 50% of deals fail — and how smarter qualification stops it
🔹 How to bring partners in early and build true joint business plans
🔹 Why understanding fiscal calendars (Fed, SLED, EDU) is a competitive weapon
🔹 The customer’s view: Know their mission, contracts, priorities, and pain points
🔹 How to move from discovery → demo by adding real value
🔹 The role of AI as a co-pilot, not a crutch
🔹 Building a powerful personal brand grounded in preparation, authenticity, and impact
🔹 His ‘Three E’s’ for partnership success: Engage, Enable, Execute
🔹 Daily habits that elevate your performance and presence

With memorable stories, powerful quotes, and hard-won lessons from both government and industry, Darryl challenges sellers to level up:
plan your work, work your plan, and show up as a trusted partner and not just a vendor.

Whether you sell to Federal, SLED, or EDU, this conversation will help you sharpen your 2026 strategy and execute with confidence.

📌 Key themes:
federal sales, SLED sales, channel partnerships, 2026 planning, AI for sales, public sector, government CIO insights, brand building, partner ecosystem, deal qualification, sales effectiveness