Episode Description

In this episode of All Quiet on the Second Front, TJ sits down with Ted Reynolds, Chief Revenue Officer at Decision Lens, to discuss the challenges and opportunities of selling software to the federal government. Ted shares insights from his 25+ year career, exploring the unique demands of public sector sales, the shift from “coin-operated” to mission-driven sales teams, and how Decision Lens is helping agencies navigate complex planning and prioritization. Tune in for a conversation about scaling in defense tech, overcoming barriers to entry, and aligning technology with mission impact.

What’s Happening on the Second Front

• Why hiring mission-oriented salespeople is crucial for success
• How Decision Lens helps agencies prioritize resources effectively
• Lessons on moving from early contracts to sustainable growth
• Key differences between commercial and federal sales

Connect with Ted

LinkedIn: Ted Reynolds

Connect with TJ

• LinkedIn: TJ Rowe