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.
