Defense Sales Academy
Early Enrollment Opens This Fall
Classes Start Early 2026
Why Enroll
Train Anywhere
Sell With Integrity
Support the Warfighter
Comprehensive 3+ Weeks of Intense Business to Government (B2G) Sales Training
Master the full B2G development lifecyle – from gathering sales intelligence, building a pipeline to closing deals with the U.S. Gov’t and Allied Partners World Wide. Each week is packed with synchronized Terminal/Learning Objectives supported by clear tasks, conditions, standards and validated through uncompromised testing procedures.
Doctrine Based Learning
The DSA curriculum is built on JPUB-01, the first ever Joint Sales Publication for B2G sales, ensuring every lesson aligns with proven defense doctrine and regulations. Our course curriculum is constantly being updated with the ever changing world environment in which the warfighter stands watch. “The Federal Acquisition Regulation our Compass, The Unit’s Readiness our Azimuth.“
About the Instructors
Expert Instruction
Learn from “current” seasoned federal sales operators, former contracting officers and defense industry experts who have lived and or living the warfighter ethos. Our instructors know what it takes to win. DSA Instructors are “Doing It’ as we speak, in constant rotation, staying fresh, always be closing.
Focused on Results
Avoid costly missteps like non-compliant proposals or lost bids. DSA equips the student regardless of back ground or experience with the tools, tactics, and techniques to secure mission critical contracts.
All Training
Virtual - Hybrid - Or - On Site at Your Location
3 Day Pre-Course - Military Basic Structure, Customs and Courtesies
Learn the roles of each of the 5 branches of the U.S. Armed Forces and how the Department of Defense is structured. Become fluent in common military customs, customs, courtesies and culture so you confidently engage with service members and avoid rookie mistakes.
Chain of Command
Understand ranks, titles, protocols and salutations for all military and DOD personnel.
Week One
Entry Level
"Where and the How"
B2G Sales Intelligence & Planning
Identify B2G opportunities like a seasoned sales veteran.
Market Intelligence, Strategic Prospecting, and Focused Sales Planning
Research targeted agencies and understand their mission, budgets, and procurement timelines. Identify key decison-makers and early indicators of upcoming Contracts, RFP’s, RFQ’s and RFI’s. Map out a robust pursuit plan and customer engagement strategy to get in front of the right government stakeholder at the right time. Study real life manufacturer data sheets and take part in live recorded training vignettes.
Week Two
Intermediate Level
"Stop Chasing the Op"
Capture Strategy and Deal Shaping
Identify, develop and drive strategies to influence procurements before the RFP drops.
Capture Planning. SHIP building. Control the Space.
Craft capture plans that align with your customers mission and address readiness capability gaps. Build SHIPS. parterSHIPS, relationSHIPS, friendSHIPS. SHIPS reallly do matter. Operate and Control the sales space from the ethical, moral and legal high ground.
Week Three
Advanced and Beyond
"Make it Look Easy"
Proposals, Pricing, and Compliance
Master the final steps to winning the contract.
Proposal Excellence. Quoting Strategy. Regulatory Compliance.
Write compelling, compliant proposals that clearly address evaluation criteria, and stand out to evaluators. Quoting Strategy. Learn how to justify pricing to the U.S. Gov’t. Master the FAR and DFARS. Meet protests head on armed with knowledge. Sales project management…after the sale.
