Lynn Powers is the Top Sales Director at Clari as well as a Board Member of Women in Revenue, a non-profit organization focused on current and future women leaders in technology sales and marketing. Lynn is a two-time LinkedIn Sales Star recipient. Her expertise is demonstrating the ability to think innovatively, maximize efficiency and identify areas of improvement. She’s an agent for change and innovation, and has demonstrated an impressive career path with companies that focus on continuous innovation. Lynn is refreshingly optimistic and has a track record of being a leader, an excellent mentor, quota overachiever, and strategic thinker. Lynn fosters trusting relationships with clients, coworkers, and supervisors.
Today, Lynn talks about her sales origin story and her ‘superpower’ which is her energy, or “Lynnergy,” if you will. Lynn shares the three things she most attributes to her success, including her ability to foster relationships, her processes, and her ability to maintain pipeline consistency. Lynn and Scott go deep into each of these, especially Lynn’s processes. Lynn blows our minds with an insanely amazing approach to sales that is just too good to spoil in the notes. It is well worth the listen! Lynn speaks to her servant-hearted sales style as well as the importance she places on allyship. Equality and inclusion are two things Lynn values tremendously, as she is a self-described AAPI advocate and social justice warrior.
Lynn speaks to mentorship and the value she places on giving back. She gives a huge shoutout to her SDR and others who help her achieve such incredible results. Finally, Lynn issues an actionable challenge to the audience. She challenges listeners to put a very short window of time in front of them over the next week or so and ask yourself, ‘How can I religiously prospect?’ If you make it more tangible for yourself and avoid it getting too big, that’s going to make you more successful in the long run if you consistently give yourself the short wins.
What We Covered:
00:01 – Scott thanks today’s sponsors, QuotaPath, Vidyard, and the 2022 Sales Success Summit
00:38 – Scott introduces today’s guest, Lynn Powers
01:00 – The top three things Lynn attributes to her success
01:21 – Number One: People and Relationships
02:25 – Number Two: Process
02:58 – Number Three: Pipeline consistency
03:26 – Lynn talks about her role at Clari and quantifies her sales results
05:57 – Scott takes a moment to thank one of today’s sponsors, QuotaPath
06:25 – Commercial to mid-market to enterprise sales
10:09 – Lynn’s sales origin story
13:18 – What Lynn would do differently if given the chance
14:56 – Lynn’s favorite sales story
17:42 – Explaining an S1
18:28 – Scott takes a moment to thank another of today’s sponsors, Vidyard
19:04 – Lynn’s proudest accomplishment
20:24 – Lynn’s ‘Why’ and her ability to overcome adversity
21:23 – Obstacles and challenges that Lynn has overcome throughout her life and career
22:38 – Finding the right level of support
23:22 – Lynn takes the audience through a typical day in the life
26:40 – The value Lynn places on giving back
28:53 – Clari’s Strategic Growth Initiative
34:55 – Creating opportunities and moving through to close
38:16 – How Lynn collaborates with her SDRs
41:46 – Lynn explains her process of ‘Walking the Halls’
49:43 – Lynn’s tech stack
53:30 – The books, news, podcasts, and trade information that Lynn consumes
55:40 – Lynn’s sales style and philosophy
58:12 – What motivates and drives Lynn
1:00:12 – Lynn’s favorite failure and Lynn’s game-changing approach
1:13:53 – One of Lynn’s beliefs that the average sales professional would think is crazy
1:15:05 – An average sales professional’s belief that Lynn thinks is crazy
1:15:53 – Lynn’s cold calling process
1:18:44 – The most important lesson Lynn has learned
1:21:13 – Advice Lynn would give to an upstart sales professional
1:23:48 – What Lynn wants to know about other top sales professionals
1:28:56 – Allyship and Women in Revenue
1:35:41 – Lynn issues an actionable challenge to the audience
Tweetables:
“Sales is built on relationships – relationships with buyers, the team that supports you on a deal, the network that you’re building to help showcase the success that you have with your product.” (01:29)
“There’s two things that I’m really passionate about. One is revenue and two is being a woman in business.” (03:35)
“Any chance that you get to live your life, any chance you get to do the things that you love or to dig your heels into things that scare you enough to push you to be greater, I think is something I try to live each day.” (20:48)
“If we make the buyer’s journey very easy for them, it’s easy for them to lean in with us .” (38:07)
“I have a sales philosophy of how do I prioritize people and how do I prioritize what’s important. And I think those two together help me be accountable.” (55:51)
“Sales is all about relationships. It’s not about a deal. So whether or not I lost the deal, it doesn’t matter. I didn’t lose a person.” (1:08:53)
“At Clari, [allyship] is such a beautiful aspect to have because we’re constantly sharing and learning from each other. And, beyond that, this is the only sales organization I’ve been a part of where there’s a lot of women.” (1:29:24)
Links Mentioned:
[email protected]
ALL Enterprise Sales Episodes
ALL Sobriety Inspirational Episodes
ALL SDR Episodes
2022 Sales Success Summit
Lynn Powers on LinkedIn
Clari
Women In Revenue
Wingman
Groove
LinkedIn Sales Navigator
Google Alerts
Demand Base
6Sense
Zoom Info
Quip
One Note
MEDDIC Sales Process
Books Mentioned:
The Challenger Sale
The New Power Base Selling
The Power of Your Subconscious Mind
Gabrielle Bernstein Books