Keynotes and breakouts for improving revenue performance

Hi, I'm Dean Edwards

Are you tired of watching deals stall in procurement? Drawing from decades as a Chief Procurement Officer for Fortune 500 sized organizations, I share battle-tested insights that help sales teams’ close bigger deals, faster. 

Nothing excites me more that working with revenue teams, showing them how to engage with procurement to drive value rather than wrangling over price. When I see sales teams evolve from tactical price discussions to strategic value partnerships – and witness the resulting growth in both margins and trust – that’s what motivates me.

Learn how top sales performers build strategic partnerships that drive mutual success. Through engaging keynotes and workshops, I’ll equip your sales organization with:

  • Proven tactics to position value beyond price
  • Common mistakes that instantly kill credibility with procurement
  • Strategies to become a trusted advisor rather than just another vendor
  • Keys to navigating complex stakeholder negotiations
  • Building barriers to your competition through stronger relationships and alignment

Having witnessed both successful and failed sales engagements with Procurement, I bring practical, actionable insights your team can implement immediately to improve close rates and deal values.

Let’s unlock your team’s potential to build procurement partnerships that drive sustainable growth.

Thanks for giving me the opportunity to work with you and your teams to have better value conversations and watch your margins grow!

Beyond Price in Modern Procurement: Transform Price Discussions into Strategic Value Conversations

Format

Engaging Keynote Presentation – In-person or Virtual

This program is designed for:
  • B2B Sales Leaders ready to redefine how they engage with procurement
  • Account Managers aiming to establish long-term strategic partnerships
  • Commercial Teams wanting to go beyond negotiating based just on cost to demonstrating the lasting value of their solutions
The audience will gain:
  • Strategies to demonstrate value beyond price, addressing what procurement truly cares about
  • Frameworks for building strategic partnerships that procurement leaders prioritize
  • Techniques for mastering the metrics that matter most to procurement teams
Program overview:

Dean Edwards reveals how forward-thinking sales teams can move beyond the price trap by understanding procurement’s broader goals. This program provides a roadmap for establishing strategic partnerships that go beyond cost savings and create genuine value.

Participants will explore real-world examples of how to position offerings as indispensable to procurement, enhancing both the buyer’s success and their own.

With insights drawn from leading procurement transformations at companies like Yahoo and Kaiser Permanente, Dean’s session is packed with practical tools to shift the focus from cost to impact.

What sets this program apart:
  • Procurement Insider Insights: Learn directly from a senior procurement leader’s experience
  • Strategic Positioning Exercises: Interactive sessions to practice building value-driven pitches
  • Real-World Examples: Case studies showing successful value-based procurement engagements

Transform Your Team into Data-Driven Value Partners

Format

Engaging Keynote Presentation – In-person or Virtual

This program is designed for:
  • B2B Leaders aiming to leverage procurement analytics for better alignment
  • Sales Executives wanting to align proposals with procurement metrics
  • Commercial Teams striving to build stronger value propositions backed by data
Your team will leave with:
  • A clear understanding of key procurement analytics tools and how to use them
  • Strategies for developing data-driven proposals that resonate with procurement
  • Techniques to align sales approaches with procurement priorities for greater impact
Program highlights:

In this session, Dean Edwards shares insights into how procurement teams use data to make sourcing decisions. Your team will learn to leverage procurement’s own tools and metrics to create winning sales proposals.

Participants will discover how to use procurement analytics to uncover hidden opportunities and become true partners in driving business outcomes.

Drawing on his experience leading procurement for organizations like Levi Strauss & Co. and Kaiser Permanente, Dean offers actionable strategies that transform sales engagements.

What sets this program apart:
  • Real-World Application: Actual procurement analytics case studies from major industries
  • Interactive Data Exercises: Hands-on use of procurement metrics for building proposals
  • Immediate Implementation: Tools and frameworks your team can apply the next day
See Dean in Recent ValuePros Show Episodes:
How to Engage with Procurement with Bruce Scheer and Dean Edwards

Before the Program

Hit the Mark with Great Discovery

We will interview you and other key stakeholders and review relevant materials to help ensure we understand the problem you are seeking to solve and the outcomes you are excited to realize.

Keep Everyone in the Know with Program Communications

We will help you hit the “easy button” with written and video-based abstracts and promos to help your stakeholders get excited and talk about the upcoming event.

During the Program

Gain High Engagement with Multi-Model Experience

Our goal is 100% audience engagement, and we use a blend of mixed media, audience polling, contests, and shout outs to keep everyone on their edge.

Go Beyond Typical Zoom Engagement

If our event is virtual, think beyond Zoom and typical multi-tasking behavior. We are masters at driving virtual + physical engagement.

After the Program

Transcend the Forgetting Curve with Sustained Reinforcement

Did you know audiences forget 90% of what was learned within weeks of an event? We prevent that tragedy by producing and packaging bite-sized media that reinforces learning concepts and best practices.

Amplify the Outcome with Additional Programs

We have complementary programs that help you and your stakeholders achieve even greater levels of personal and business performance.

Let’s have a conversation.

Find out if the ValuePros team is a good fit for your value-ready initiative by scheduling a free 30-minute conversation.

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