Revenue Builders Salescast

If you’re looking to improve your company’s ability to sell into the government, this Revenue Builder’s episode is for you. Our guest, Tom Smerczynski has decades of experience in winning government contracts. He’s held numerous senior executive roles, generating billions of dollars in deal flow and corporate value. His expertise lies in developing high-performance organizations within the complex government acquisition and procurement system. As CEO and President of the Talisman Group, founded in 2019, Tom focuses on translating strategy into growth, particularly optimizing sales in the public sector. His broad operating experience, from small businesses to global corporations, equips him with the ability to create scalable business development systems tailored to dynamic government organizations, while his coaching and training skills enable him to guide businesses and leaders to success.

In this episode, John McMahon and John Kaplan are joined by Tom Smerczynski, CEO of Talisman Group, to explore the complexities of selling to the government and engaging customers successfully. Tom, a government contracting expert with decades of experience, shares valuable insights on proper discovery, understanding procurement systems, and using contract vehicles effectively. The conversation delves into the significance of gathering and leveraging information, identifying key government roles, and finding the information you need to get ahead of the contracts.

Additionally, the hosts provide guidance on building a robust sales pipeline, understanding industry language, and identifying essential players in customer engagement. They emphasize the importance of past performance, value differentiation, and aligning sales teams with specific government contracts and agencies. This episode serves as a comprehensive guide for companies aiming to navigate government sales and advance their sales strategies to win deals.

Tune in and learn more about this episode of The Revenue Builders Podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:02:33] Understanding Government Sales
[00:04:12] Importance of Information in Government Sales
[00:06:39] Navigating Government Contract Vehicles
[00:08:50] Strategies for Winning Government Contracts
[00:11:36] Role of Prime Contractors and Task Orders
[00:13:46] Influencing RFPs and Early Access to Information
[00:17:23] Building Effective Sales Teams for Government Contracts
[00:28:05] Leveraging Past Performance and Experience
[00:38:07] Understanding Government Contract Vehicles
[00:38:51] The Importance of Experience and Knowledge
[00:39:27] Navigating Government Sales Cycles
[00:41:31] Leveraging Information Tools for Government Contracts
[00:44:23] Breaking Down Government RFPs: Sections C, L, and M
[00:47:10] Building a Compliance Matrix
[00:48:31] Effective Government Sales Strategies
[00:57:01] Structuring a Government Sales Team
[00:59:46] Developing a Roadmap for Government Sales
[01:03:17] Engaging with Government Customers

ADDITIONAL RESOURCES

Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP

Connect and learn more about Thomas "Tom" Smerczynski.
LinkedIn: https://www.linkedin.com/in/thomas-tom-smerczynski-b8b43a7/
E-mail: tsmerczy@verizon.net

HIGHLIGHT QUOTES

[00:44:53] On Understanding RFPs: "Every federal procurement is pretty much consistent now. Section C is the scope of work, Section L is the instructions, and Section M is the evaluation criteria."
[01:06:01] On Building Roadmaps for Success: "Before you start investing too much money, look at the infrastructure, tools, and technology needed."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan are joined by John Care from Mastering Technical Sales to discuss the crucial role of Sales Engineers (SEs) in the sales process. They explore the dynamics between SEs and Account Executives (AEs), the importance of thorough discovery, and how SEs can leverage both pain and gain to drive successful sales outcomes. Tune in to learn how effective collaboration and a balanced approach to technical sales can transform your sales strategy.

KEY TAKEAWAYS

[00:00:28] The Role of Sales Engineers in Sales Dynamics: SEs often act as a counterbalance to AEs by slowing down the process to ensure thorough discovery and alignment with customer needs.

[00:01:15] Importance of Discovery in Sales: Effective discovery is crucial for understanding customer problems and setting the stage for successful demos and proof of concepts (POCs).

[00:02:02] The "Dash to Demo" Pitfall: Rushing to present demos without proper discovery can lead to generalized demonstrations and undefined criteria for success.

[00:03:00] Balancing Pain and Gain: While most deals are driven by pain points, understanding and leveraging potential gains can significantly differentiate your sales approach.

[00:05:36] The Power of Storytelling in Sales: Using before-and-after stories of other customers can effectively highlight the benefits of a solution and engage prospects emotionally.

HIGHLIGHT QUOTES

[00:00:57] "The biggest point of friction between sales engineers and account execs is the speed of the transaction, particularly when it relates to discovery."

[00:02:09] "One of the most popular workshops that we deliver is called business value discovery, and it's really, we say, you have to paint the target before you can shoot at it."

[00:03:23] "Everybody in the world, every sales methodology, says find the pain, solve the pain, you'll get the deal. However, about 20 percent of deals are driven by gain."

[00:04:41] "The difference between a good SC and a world-class SC is that they can find the gain and that extra 20 percent of deals that they can put in pipeline to help the AE."

[00:07:18] "The best sales conversations include pain and gain. One without the other is not a very successful sales call."

Listen to the full episode with John Care through this link:
https://revenue-builders.simplecast.com/episodes/the-value-of-sales-engineers-in-the-sales-process-with-john-care/

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

In this episode John McMahon and John Kaplan talk to special guest Doug Holladay, author of 'Rethinking Success.’ Doug returns for his second time on the podcast to discuss the illusions of success and the importance of purpose and meaning in life. They explore key themes from Doug's book, including building rich human connections, redefining personal identity beyond professional achievements, and integrating purpose into life's pursuits. Through personal anecdotes, the speakers emphasize the significance of vulnerability, authentic relationships, and balanced life goals. Doug also shares insights on various practices that can help individuals achieve a meaningful and purposeful life.

Tune in and learn more about this episode of The Revenue Builders Podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT


[00:02:13] Rethinking Success: The Illusions
[00:04:57] The Crisis of Identity and Success
[00:07:35] The Importance of Human Connections
[00:09:25] Cultural and Gender Perspectives on Success
[00:13:52] The Power of Presence and Authenticity
[00:34:14] Embracing Vulnerability and Authenticity
[00:37:17] Lessons from Historical Figures
[00:39:49] Humility and Success
[00:43:16] The Importance of Relationships
[00:47:51] The Power of Personal Stories
[00:56:08] Path North and Finding Meaning

ADDITIONAL RESOURCES

Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP

Connect and learn more about Doug Holladay.
https://www.linkedin.com/in/dougholladay/

HIGHLIGHT QUOTES

[00:14:11] "Success isolates you. You don't have peers and friends that you can talk to."

[00:23:44] "The legacy we invest in unconsciously are the eulogy virtues, not the resume virtues."

[00:25:42] "You just want people to sit with you. You don't want them to fix anything. You don't want them to do anything. You just want them to be there."

[00:28:16] "The fundamental problem of a person is never learning to be still within four walls."

Carl Froggett and Joe Lynch are back for the second part of their conversation on engaging the Economic Buyer. Before they were colleagues at Deep Instinct, Joe sold to Carl when he was a CIO at Citi. Carl shares his extensive experience as an economic buyer in tech deals. The conversation is a valuable one for sellers who are trying to engage the economic buyer, particularly in the information security space.

Tune in and learn more about this episode of The Revenue Builders Podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:00:55] Revisiting Key Sales Insights with Carl Froggett and Joe Lynch
[00:01:46] Deep Dive: The Art of Selling to Economic Buyers
[00:06:14] Strategies for Effective Sales and Building Value
[00:13:21] Navigating Complex Sales Processes and Stakeholder Dynamics
[00:16:05] Leveraging Internal and External Champions in Sales
[00:28:35] The Critical Role of References and Final Decision Criteria
[00:38:32] Understanding the Collective Yes in B2B Sales
[00:41:30] Navigating Internal Dynamics and Stakeholder Influence
[00:42:35] The Impact of Technology Deployment on Internal Teams
[00:43:17] Strategies for Managing Internal Opposition and Building Support
[00:43:48] The Importance of End-User Experience in Technology Adoption
[00:45:02] Leveraging Partnerships and Advice for Navigating Corporate Politics
[00:48:05] Executing a Successful Pilot: Strategies and Outcomes
[00:52:51] The Decision-Making Process and Finalizing the Deal
[01:08:08] Insights on Product-Led Growth and Enterprise Strategy
[01:14:42] RSA Conference Takeaways and the Future of Cybersecurity

ADDITIONAL RESOURCES

Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP

Connect and learn more about Carl Froggett.
https://www.linkedin.com/in/carlfroggett/
https://www.deepinstinct.com/

Connect and learn more about Joe Lynch.
https://www.linkedin.com/in/joe-lynch-6613745a/

HIGHLIGHT QUOTES

[00:46:30] "Nobody thinks about the end user; nobody's thinking about network and identity. So I was able to see how internally, and I leveraged my boss at the time to get there. If you have someone who's not thinking like that, I hate to say it, but you probably need to find somebody different, right?"
[00:47:40] "Ultimately, it's about the business, right? We're not buying a Zscaler because it's cool. We're buying it because I've got X, Y, Z from a business strategy to sort out, and you need to add value to that, right? I hate to say it, but maybe you got the wrong person."
[00:51:30] "It's not about wasting our time; it's about committing resources to try to solve this problem together. You respect our people, we respect your people and our time. We're not here to waste anyone's time."

In this curated episode of the Revenue Builders Podcast, John McMahon and John Kaplan dive into a discussion with Joe Young, the Vice President of Worldwide Commercial Sales at Zscaler. They explore the challenges of maintaining consistency in the sales process across different teams and segments. Joe shares insights into how they align the inside and outside sales processes, ensuring smooth transitions and effective sales execution.

KEY TAKEAWAYS

[00:00:55] Consistency in Processes: Maintaining consistency in the sales process across different teams and segments is crucial for effective sales execution.

[00:02:32] Standardization Across Stages: Standardizing fundamental sales processes across each stage ensures that reps are equipped with necessary skills for smooth transitions and quicker ramps.

[00:03:43] Focus on Key Needle Movers: Prioritizing key aspects of the sales process, such as pain identification and champion building, helps reps ramp more quickly into their roles.

[00:04:43] Establishing the Three Why's: Understanding the reasons behind a customer's decision to buy—why buy anything, why buy now, and why buy from me—lays the foundation for effective sales engagement.

[00:06:33] Mapping the Sales Process: Mapping out the sales process stage by stage helps maintain clarity and alignment, ensuring that reps understand their roles and responsibilities at each stage.


HIGHLIGHT QUOTES

[00:01:41] "Our job is promoting people... It's recruit and develop the future generation of sales talent and sales leadership at the company."

[00:05:09] "Regardless of what the qualification criteria is, you've got to be able to scoop up those three big things."

[00:07:55] "If we do the right things in stages 1 through 3, it's a proof of value. We should be delivering a proposal in stage 4 and hopefully closing."

Listen to the full episode with Joe Young through this link:
https://revenue-builders.simplecast.com/episodes/from-inside-to-outside-sales-the-growth-and-progression/

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here:
https://my.ascender.co/Ascender/

This episode of the Revenue Builders podcast, hosted by John McMahon and John Kaplan, is a special replay focusing on leadership and resilience insights from Navy SEAL veterans Mike Hayes and Brent Gleason. Hayes, a former commanding officer of SEAL Team 2 and current SVP and COO of VMware, discusses his book "Never Enough" and the importance of constantly striving for improvement, embracing difficult situations, and fostering a team-oriented mindset.

Gleason shares his SEAL experiences and insights from his book "Embrace the Suck," underscoring the significance of persistence, purpose, and passion in overcoming adversity. Both interviews delve into how SEAL training philosophies on embracing challenges, dynamic subordination, and the mental aspect of enduring hardships can be applied to business leadership and personal growth, promoting a narrative of continuous learning and team cohesion.

Tune in and learn more about this episode of The Revenue Builders Podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:47] Memorial Day Special: Lessons from Veterans
[00:01:07] Mike Hayes: Leadership Lessons from a Navy SEAL
[00:02:15] Embracing Challenges and the Concept of 'Never Enough'
[00:10:35] The SEAL Mindset: Team, Teammate, Self
[00:14:59] Dynamic Subordination and Leadership in SEALs and Business
[00:18:51] Brent Gleason: Embracing the Suck for Extraordinary Life
[00:20:44] The SEAL Training Experience and Building Resilience
[00:24:08] Channeling Pain and Persistence for Success

ADDITIONAL RESOURCES

Learn more about aligning customer-facing teams to improve execution: https://forc.mx/48o1jyP

Learn more about Mike Hayes.
https://www.thisismikehayes.com

Learn more about Brent Gleeson.
http://www.brentgleesonspeaker.com/index.html

HIGHLIGHT QUOTES
You're only excellent if you know you're never excellent enough - Mike: [00:03:52] “Whatever ways we define 'better', I think it has nothing to do with seniority, age, or where we are in our careers. You can be ninety-something years old and still be trying to get better at different things.”
Brent on having a passion for what you're trying to accomplish: [00:28:24] “If you think about any lofty goal we've ever pursued in life whether it's sports, work, charitable organizations, or in relationships, no lofty goal is ever achieved without some stress, pain, and adversity.”