In this episode, Ray Makela sits down with Caldwell Hart, Principal, Procurement and Supply Chain Management at Avetta, to explore how sales and procurement teams can transform adversarial relationships into strategic partnerships.

Caldwell shares insider insights on how leading procurement organizations prepare for negotiations, why total value trumps lowest price, and the critical importance of involving procurement early in the sales process.

Together, they discuss common misconceptions salespeople have about procurement, proven negotiation tactics that focus on solutions over price wars, and how AI is reshaping procurement processes to create more collaborative, value-driven business relationships.