{"id":5614,"date":"2023-02-08T04:30:35","date_gmt":"2023-02-08T10:30:35","guid":{"rendered":"https:\/\/top1.fm\/DailySalesTips\/?p=5614"},"modified":"2023-02-07T21:40:55","modified_gmt":"2023-02-08T03:40:55","slug":"sales-tip-1458-partnering-with-procurement-lynn-powers","status":"publish","type":"post","link":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/","title":{"rendered":"Sales Tip 1458: Partnering with Procurement – Lynn Powers"},"content":{"rendered":"

\"\"“But for me, procurement in this dance and the deal that I was working in this competitive nature was incredibly important.” – Lynn Powers in today’s Tip 1458<\/strong><\/p>\n

What’s your thought about this?<\/b><\/p>\n

Join the conversation below<\/a> and go check out the links!<\/p>\n

Submit a Sales Tip<\/a>
\nGrit & Tenacity For The Win! \u2013 Lynn Powers on Vimeo<\/a>
\nGrit & Tenacity For The Win! \u2013 Lynn Powers (Summit Presentation)<\/a>
\nLynn Powers on Sales Success Stories Interview<\/a>
\n2023 Sales Success Summit<\/a><\/p>\n

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442<\/strong> or Email: scott@top1.fm<\/strong><\/p>\n

Transcript<\/h3>\n

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today\u2019s tip is a clip from the audio of Lynn Powers’ presentation on Grit & Tenacity from the last Sales Success Summit that we just shared on the Sales Success Stories podcast in its entirety, yesterday. Here\u2019s Lynn:<\/p>\n

Lynn Powers: And so making sure you’re making it as easy as possible for them to buy throughout that process, very low lift effort. The second is becoming best friends with procurement, which often is not the easiest thing to do, I will say. But for me, procurement in this dance and the deal that I was working in this competitive nature was incredibly important. I knew that in order for them to purchase over six figures for me, with a failed deployment that is still going through implementation, I’m either going to wait for their implementation to finish and they’re going to waste everyone’s time, or I’m going to come in very strategically with procurement and procurement will offer that suggestion, not me.<\/p>\n

So in this, I worked with procurement very closely around what levers did you pull in order for my competitor to win. And in those levers that you had pulled, who did that escalate to and then I start selling to them and that becomes my buying committee post losing my jewel. So in that procurement process, they became very maniacal about how I was working with them. They’re documenting everything, they’re looking at different ways that they’ve purchased in the past. And I’m doing full-on strategy sessions with a procurement person based off of how he’s coped instead of how I need to get a deal done.<\/p>\n

And so creating those relationships beyond your typical buying team is just as essential in order to close the deal at a higher ASP, at a higher rate, at a quicker sale cycle than any other time. In this procurement process as well, I had to go against a situation where the implementation is still ongoing. I have to convince everyone to stop the implementation of an investment that they just made in order to start my implementation instead. And so for me, what this looks like from a procurement process is dialing in for them that timeline, because time to value is still something that the executive team is holding to my buyers, but they’re not executing on it with the current solution. And so showing that I’m able to align not only to the value that they’re looking to deliver, but to the value that I can serve for them in the short amount of time that they have left to execute on that project. So, driving the urgency around process, but also leveraging procurement in order to be successful with that.<\/p>\n

Scott Ingram: For a link to the full audio<\/a>, as well as the video<\/a>, just click over to DailySales.Tips\/1458<\/a> and I\u2019d encourage you to listen or watch all the way through that because we talked more about leveraging your relationship with procurement in the Q&A. Once you\u2019ve checked that out, be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"

“But for me, procurement in this dance and the deal that I was working in this competitive nature was incredibly important.” – Lynn Powers in today’s Tip 1458 What’s your thought about this? Join the conversation below and go check out the links! Submit a Sales Tip Grit & Tenacity For The Win! \u2013 Lynn…<\/p>\n","protected":false},"author":2,"featured_media":5251,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":"","tve_updated_post":"","tve_custom_css":"","tve_user_custom_css":"","tve_globals":{},"tcb2_ready":0,"tcb_editor_enabled":0,"tve_landing_page":"","_tve_header":"","_tve_footer":""},"categories":[40],"tags":[],"class_list":["post-5614","post","type-post","status-publish","format-standard","has-post-thumbnail","category-daily-sales-tips","entry"],"yoast_head":"\nSales Tip 1458: Partnering with Procurement - Lynn Powers - Daily Sales Tips<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Tip 1458: Partnering with Procurement - Lynn Powers - Daily Sales Tips\" \/>\n<meta property=\"og:description\" content=\"“But for me, procurement in this dance and the deal that I was working in this competitive nature was incredibly important.” – Lynn Powers in today’s Tip 1458 What’s your thought about this? Join the conversation below and go check out the links! Submit a Sales Tip Grit & Tenacity For The Win! \u2013 Lynn...\" \/>\n<meta property=\"og:url\" content=\"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/\" \/>\n<meta property=\"og:site_name\" content=\"Daily Sales Tips\" \/>\n<meta property=\"article:published_time\" content=\"2023-02-08T10:30:35+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2022\/05\/Lynn-Powers-Headshot.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"500\" \/>\n\t<meta property=\"og:image:height\" content=\"500\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Scott Ingram\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ScottIngram\" \/>\n<meta name=\"twitter:site\" content=\"@DailySales_Tips\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Scott Ingram\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/\"},\"author\":{\"name\":\"Scott Ingram\",\"@id\":\"https:\\\/\\\/top1.fm\\\/#scott-ingram\"},\"headline\":\"Sales Tip 1458: Partnering with Procurement – Lynn Powers\",\"datePublished\":\"2023-02-08T10:30:35+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/\"},\"wordCount\":665,\"commentCount\":0,\"image\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2022\\\/05\\\/Lynn-Powers-Headshot.jpg\",\"articleSection\":[\"Daily Sales Tips\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/\",\"url\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/\",\"name\":\"Sales Tip 1458: Partnering with Procurement - Lynn Powers - Daily Sales Tips\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2022\\\/05\\\/Lynn-Powers-Headshot.jpg\",\"datePublished\":\"2023-02-08T10:30:35+00:00\",\"author\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/#scott-ingram\"},\"breadcrumb\":{\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/#primaryimage\",\"url\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2022\\\/05\\\/Lynn-Powers-Headshot.jpg\",\"contentUrl\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/wp-content\\\/uploads\\\/sites\\\/4\\\/2022\\\/05\\\/Lynn-Powers-Headshot.jpg\",\"width\":500,\"height\":500},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/sales-tip-1458-partnering-with-procurement-lynn-powers\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Sales Tip 1458: Partnering with Procurement – Lynn Powers\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/#website\",\"url\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/\",\"name\":\"Daily Sales Tips\",\"description\":\"A Daily Podcast and Blog for B2B Sales Professionals\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/top1.fm\\\/DailySalesTips\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/top1.fm\\\/#scott-ingram\",\"name\":\"Scott Ingram\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g\",\"caption\":\"Scott Ingram\"},\"sameAs\":[\"https:\\\/\\\/top1.fm\",\"https:\\\/\\\/x.com\\\/ScottIngram\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Tip 1458: Partnering with Procurement - Lynn Powers - Daily Sales Tips","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/","og_locale":"en_US","og_type":"article","og_title":"Sales Tip 1458: Partnering with Procurement - Lynn Powers - Daily Sales Tips","og_description":"“But for me, procurement in this dance and the deal that I was working in this competitive nature was incredibly important.” – Lynn Powers in today’s Tip 1458 What’s your thought about this? Join the conversation below and go check out the links! Submit a Sales Tip Grit & Tenacity For The Win! \u2013 Lynn...","og_url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/","og_site_name":"Daily Sales Tips","article_published_time":"2023-02-08T10:30:35+00:00","og_image":[{"width":500,"height":500,"url":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2022\/05\/Lynn-Powers-Headshot.jpg","type":"image\/jpeg"}],"author":"Scott Ingram","twitter_card":"summary_large_image","twitter_creator":"@ScottIngram","twitter_site":"@DailySales_Tips","twitter_misc":{"Written by":"Scott Ingram","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/#article","isPartOf":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/"},"author":{"name":"Scott Ingram","@id":"https:\/\/top1.fm\/#scott-ingram"},"headline":"Sales Tip 1458: Partnering with Procurement – Lynn Powers","datePublished":"2023-02-08T10:30:35+00:00","mainEntityOfPage":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/"},"wordCount":665,"commentCount":0,"image":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/#primaryimage"},"thumbnailUrl":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2022\/05\/Lynn-Powers-Headshot.jpg","articleSection":["Daily Sales Tips"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/","url":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/","name":"Sales Tip 1458: Partnering with Procurement - Lynn Powers - Daily Sales Tips","isPartOf":{"@id":"https:\/\/top1.fm\/DailySalesTips\/#website"},"primaryImageOfPage":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/#primaryimage"},"image":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/#primaryimage"},"thumbnailUrl":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2022\/05\/Lynn-Powers-Headshot.jpg","datePublished":"2023-02-08T10:30:35+00:00","author":{"@id":"https:\/\/top1.fm\/#scott-ingram"},"breadcrumb":{"@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/#primaryimage","url":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2022\/05\/Lynn-Powers-Headshot.jpg","contentUrl":"https:\/\/top1.fm\/DailySalesTips\/wp-content\/uploads\/sites\/4\/2022\/05\/Lynn-Powers-Headshot.jpg","width":500,"height":500},{"@type":"BreadcrumbList","@id":"https:\/\/top1.fm\/DailySalesTips\/sales-tip-1458-partnering-with-procurement-lynn-powers\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/top1.fm\/DailySalesTips\/"},{"@type":"ListItem","position":2,"name":"Sales Tip 1458: Partnering with Procurement – Lynn Powers"}]},{"@type":"WebSite","@id":"https:\/\/top1.fm\/DailySalesTips\/#website","url":"https:\/\/top1.fm\/DailySalesTips\/","name":"Daily Sales Tips","description":"A Daily Podcast and Blog for B2B Sales Professionals","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/top1.fm\/DailySalesTips\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/top1.fm\/#scott-ingram","name":"Scott Ingram","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","url":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b608fbca687fcf4fc5d4d70f1be7f0093166028da70809b0d79cf63e7fd52865?s=96&d=mm&r=g","caption":"Scott Ingram"},"sameAs":["https:\/\/top1.fm","https:\/\/x.com\/ScottIngram"]}]}},"_links":{"self":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/5614","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/comments?post=5614"}],"version-history":[{"count":0,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/posts\/5614\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media\/5251"}],"wp:attachment":[{"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/media?parent=5614"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/categories?post=5614"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/top1.fm\/DailySalesTips\/wp-json\/wp\/v2\/tags?post=5614"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}