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

• Jonathan's LinkedIn.

Connect with Larry and Darrell

• Darrell Amy’s LinkedIn
• Larry Levine’s LinkedIn
• Selling from the Heart website

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