053 | Adam Griffen: Outreach That Works in a 3-Year Sales Cycle

Tired of spray-and-pray sales tactics that go nowhere—especially when your buyer’s locked into a five-year government contract? In this episode of GTM Secrets, Stephen Lowisz pulls back the curtain on one of the most misunderstood markets in SaaS: government sales. Whether you think B2G is slow, bureaucratic, or impossible to crack, think again.Stephen sits down with Adam Griffin, a 20-year GovTech sales veteran currently at Cot Systems, to break down what it really takes to succeed in this niche but high-potential space. From navigating long sales cycles and RFP landmines to building trust with elected officials and working around outdated procurement systems, Adam shares powerful insights from the trenches of B2G.Discover how Adam and his team generate demand without a marketing department, why relationships still beat automation, and how to craft outreach that actually gets a response in a world flooded with generic AI emails. Learn the real value of intentionality, the importance of timing in a three-year contract environment, and why most sales teams are missing the mark by leading with "I would love..."Whether you're a SaaS founder looking to break into public sector sales, a revenue leader refining your sales process, or just tired of hearing the same playbook regurgitated, this episode will challenge your assumptions and leave you with smarter, more strategic ways to win.Don’t just hit quota—build a repeatable, high-integrity revenue engine. Tune in now!