))
Strategic Sourcing and Relationship Management with Jonathan Gardner
Manage episode 456855462 series 3426303
Контент предоставлен Larry Levine and Darrell Amy, Larry Levine, and Darrell Amy. Весь контент подкастов, включая эпизоды, графику и описания подкастов, загружается и предоставляется непосредственно компанией Larry Levine and Darrell Amy, Larry Levine, and Darrell Amy или ее партнером по платформе подкастов. Если вы считаете, что кто-то использует вашу работу, защищенную авторским правом, без вашего разрешения, вы можете выполнить процедуру, описанную здесь https://ru.player.fm/legal.
Jonathan Gardner is the Principal and Founder of J. Gardner Group, where he leverages decades of expertise in strategic sourcing and relationship management to drive profitability for organizations. His career includes working with global powerhouses like Starbucks and Dell, where he developed an acute understanding of navigating large corporations and fostering long-term partnerships.
SHOW SUMMARY
In this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy sit down with Jonathan Gardner to explore the art of strategic sourcing and relationship management. Drawing on his extensive experience with major brands, Jonathan reveals how sales professionals can establish genuine connections, navigate procurement processes, and avoid becoming just another number on a spreadsheet. He emphasizes the importance of building relationships across all levels of an organization, maintaining a strategic mindset, and engaging consistently for long-term success.
KEY TAKEAWAYS
- Beyond Procurement: Build relationships across multiple departments to avoid relying solely on procurement.
- Strategic vs. Tactical Sales: Focus on strategic, long-term actions instead of short-term wins.
- Proactive Engagement: Start building connections before a need arises and nurture them consistently.
- Perceived Power of Procurement: Procurement’s influence is often overestimated, especially when you're an incumbent supplier.
- Relationship Mapping: Create a "power map" of connections within your target organization to strengthen your approach.
- Holistic Strategies: Engage procurement as part of a comprehensive sales strategy, not as an obstacle to overcome.
QUOTES TO REMEMBER
- "Don't let yourself become equal." — Jonathan Gardner
- "Procurement has way, way less power than they want you to think they do." — Jonathan Gardner
- "Be the octopus. Engage every tentacle of your relationship strategy." — Jonathan Gardner
- "Treat this as an 'and,' not an 'or.' Engage, engage, engage." — Jonathan Gardner
- "Avoid assuming. It's easy to think you're being ghosted, but they're probably just busy and rude." — Jonathan Gardner
Connect with Jonathan Gardner
Connect with Larry and Darrell
ADDITIONAL RESOURCES:
Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Order Larry Levine’s book, Selling in a Post-Trust World:
Get it on Barnes & Noble and access exclusive content!
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
409 эпизодов
Поделиться
