53. How Procurement Helps You Win Bigger Deals

Procurement is often seen as the final hurdle in a deal — a price-focused gatekeeper that slows things down. But what if engaging procurement early could actually help you close bigger, more profitable deals? In this episode of B2B Sales Trends, Harry Kendlbacher sits down with Mike Lander — former procurement director turned sales advisor — to rethink everything you thought you knew about working with procurement. From qualification strategies to trust-based negotiation, Mike shares practical advice that helps sales teams avoid the common traps and unlock meaningful growth through smarter stakeholder alignment. Whether you're chasing enterprise deals, navigating complex buying processes, or looking to protect your margins, this episode will challenge your assumptions and leave you with actionable tactics you can use today.