Ted Stephany
TEDx Speaker. Ted helps B2B software sales teams with the confidence and insider knowledge they need to turn every negotiation into a massive advantage, closing deals faster and for more money. Author of the upcoming book, "Stop Selling. Start Negotiating."
Ted comes from the world of law, technology and high-stakes negotiation; where outcomes aren’t just numbers, they’re the result of strategy, psychology, and presence. Ted has spent his career immersed in the dynamics of complex deals, navigating the tension between what each side wants… and what it actually takes to move forward. Now, I bring that experience to sales teams who are ready to level up, from reps who sell to professionals who negotiate with intention, confidence, and control. Ted sits on the other side of the table. Now he is sharing what really works.
Ted has spent years inside enterprise purchasing, leading negotiations, reviewing hundreds of sales decks, and listening to all the sales tactics you’ve been taught to use. He wants to give your team the edge: from decoding how the buyer thinks, to the mental game behind elite negotiation, to practical ways to win deals faster without discounting your prices or your value.
This isn’t theory. It’s real-world insight from someone who’s lived it, and it’s delivered with energy, clarity, and a deep respect for both sides of the deal. Ted can help your sales team excel with the following most-requested topics:
- Your Best & Final Offer is BS: Learn tactical approaches to control the pricing conversation, hold your ground under pressure, and deliver offers that maximize value, without caving to unnecessary concessions.
- Deal Time Engineering: It’s all about speed to close. Time is a term, negotiate it. Take control of the deal timeline by learning techniques to make time a first-class deal term in any sale.
- The Power of Procurement: Uncover 5 secrets to engage enterprise Procurement teams as allies in the deal process; learning what truly drives their decisions, how to anticipate roadblocks, and how to build internal champions from within.
- The Negotiator's Mindset: Elevate from sales executive to negotiator. By using a 7-step planning method, develop the mental discipline, language, and presence required to lead high-stakes conversations, turning objections into opportunities and resistance into rapport.
In addition, Ted's recent TEDxDuluth talk focused on the power of "asks" and embracing tough conversations to drive personal and community change.
Ted comes from the world of law, technology and high-stakes negotiation; where outcomes aren’t just numbers, they’re the result of strategy, psychology, and presence. Ted has spent his career immersed in the dynamics of complex deals, navigating the tension between what each side wants… and what it actually takes to move forward. Now, I bring that experience to sales teams who are ready to level up, from reps who sell to professionals who negotiate with intention, confidence, and control. Ted sits on the other side of the table. Now he is sharing what really works.
Ted has spent years inside enterprise purchasing, leading negotiations, reviewing hundreds of sales decks, and listening to all the sales tactics you’ve been taught to use. He wants to give your team the edge: from decoding how the buyer thinks, to the mental game behind elite negotiation, to practical ways to win deals faster without discounting your prices or your value.
This isn’t theory. It’s real-world insight from someone who’s lived it, and it’s delivered with energy, clarity, and a deep respect for both sides of the deal. Ted can help your sales team excel with the following most-requested topics:
- Your Best & Final Offer is BS: Learn tactical approaches to control the pricing conversation, hold your ground under pressure, and deliver offers that maximize value, without caving to unnecessary concessions.
- Deal Time Engineering: It’s all about speed to close. Time is a term, negotiate it. Take control of the deal timeline by learning techniques to make time a first-class deal term in any sale.
- The Power of Procurement: Uncover 5 secrets to engage enterprise Procurement teams as allies in the deal process; learning what truly drives their decisions, how to anticipate roadblocks, and how to build internal champions from within.
- The Negotiator's Mindset: Elevate from sales executive to negotiator. By using a 7-step planning method, develop the mental discipline, language, and presence required to lead high-stakes conversations, turning objections into opportunities and resistance into rapport.
In addition, Ted's recent TEDxDuluth talk focused on the power of "asks" and embracing tough conversations to drive personal and community change.
Your Best & Final Offer is BS!
Format: 30-45 minutes
Keynote, Breakout, Workshop
This program is perfect for:
- Enterprise B2B Sellers
- Revenue Leaders
- Sales Enablement Team
The audience will leave with:
- Tactics that remove the need to discount and guard against unnecessary value erosion
- Negotiation...
