Episode 148 – Negotiation Lessons from the Buyer's Side with Ted Stephany
In Episode 148, Drewbie flips the script and brings in someone from the other side of the table—professional buyer and sourcing expert Ted Stephany—to unpack what actually happens inside procurement conversations and why most sales professionals unknowingly sabotage their own deals.
Ted shares his journey from being a tech sales rep who was taught to "go around procurement" to becoming a procurement leader himself—and why that advice was completely wrong. With firsthand experience on both sides of the deal desk, Ted explains why sales and procurement are far more aligned than most sellers…
The skinny
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