Coming Soon in 2026! In Dealcraft: Negotiation Secrets for B2B Sales Teams, Ted Stephany gives sales leaders and reps a compact, battle-tested playbook to stop leaving margin on the table and start closing deals faster — for more money. Drawing on years of front-line dealmaking, practical psychology, and repeatable frameworks, this book strips negotiation down to the few high-leverage moves that win complex sales: how to diagnose stakeholder power, set anchoring terms that protect margin, use calibrated concessions to accelerate timelines, and convert procurement tactics into predictable outcomes.

Coming in 2026! Filled with real-world scripts and tactics, Stop Selling - Start Negotiating turns anxiety into muscle memory so your team negotiates from a position of control, even when customers push back hard. Whether you lead a revenue organization, coach account executives, or carry quota on strategic deals, this book gives you the confidence and insider knowledge to turn every negotiation into a competitive advantage.

Speaker Programs + Learning Objectives

  • 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.

  • Harness 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 Negotiators 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.