Selling to Procurement: Why Value Always Beats Discount
Most sellers still treat procurement as the last obstacle between them and a signature. Dean Edwards would like a word.
In this episode of Value Coffee Talk, Tom Pisello sits down with procurement expert Dean Edwards to explain what the function has actually become. The cost-squeeze caricature is a decade out of date. Modern procurement is measured on risk exposure, supplier resilience, and alignment to corporate objectives, which means the professional across the table is often solving a harder problem than the seller assumes.
Dean’s point is blunt: if you cannot articulate how your solution…
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