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850: Persuasion Is a Procurement Power Skill – When It’s Done Right W/ Martin John

Art of Procurement

Release Date: 01/26/2026

EP 06: Startup of the Week: Zinit W/ Stan Moskovtsev show art EP 06: Startup of the Week: Zinit W/ Stan Moskovtsev

Art of Procurement

It’s no secret: procurement teams are under increasing pressure to deliver savings, handle more work with leaner teams, and modernize outdated processes… all at once. While software solutions have flooded the market, much of the daily reality still involves spreadsheets and emails, especially for indirect or non-strategic spend. Stan Moskovtsev, co-founder and U.S. CEO of Zinit, wants to solve this. Drawing on his years leading digital procurement at McKinsey, Stan built a SaaS-enabled B2B marketplace that addresses these day-to-day pain points. In this ProcureTech Insider Startup of the...

info_outline 864: Benchmarking Procurement: Lessons from $1.4 Trillion in Spend W/ Sammeli Sammalkorpi show art 864: Benchmarking Procurement: Lessons from $1.4 Trillion in Spend W/ Sammeli Sammalkorpi

Art of Procurement

“Don’t speak about category savings because that’s procurement lingo. We need to speak about gross margin expansion at the end-product level.” - Sammeli Sammalkorpi, Co-Founder and CEO, Sievo Spend analytics has moved well beyond spreadsheets, but most organizations are still guessing about what ‘good’ performance looks like.  When Sievo analyzed $1.4 trillion of procurement spend, the findings were both confirming and, in some places, eye-opening. With the business landscape changing rapidly, adaptation backed by data is more important than ever. In this Art of Procurement...

info_outline BTW EP 30: The Talent Shift No One in Procurement Is Ready For W/ Friddy Hoegener show art BTW EP 30: The Talent Shift No One in Procurement Is Ready For W/ Friddy Hoegener

Art of Procurement

AI is already changing procurement, but, for many, the bigger and more difficult question is what will happen to people in the process. Procurement has long been constrained by capacity: too much data, too many transactions, and not enough time to step back and think strategically. Now, with AI accelerating analysis, automating tasks, and reshaping workflows, that constraint is starting to loosen. But more capacity doesn’t automatically create more value. In this episode of Buy: The Way…To Purposeful Procurement, Friddy Hoegener, co-founder of Scope Recruiting and a former procurement...

info_outline 863: The Agentic Shift in Procurement: The Rise of Autonomous Processes show art 863: The Agentic Shift in Procurement: The Rise of Autonomous Processes

Art of Procurement

“Procurement now gets to decide where to play, who does the work, and how much of that work is done by humans versus agents.” - Viji Doraiswamy, VP Product Marketing, Coupa Senior procurement leaders are under pressure to deliver much more than just savings. The next advantage lies in the intelligent orchestration of processes, where agentic AI not only automates intake, but enables teams to truly focus on value and strategy. In this episode, Philip Ideson speaks with Viji Doraiswamy, VP of Product Marketing at Coupa. Drawing on hands-on experience with large-scale clients, Viji explains...

info_outline EP 05: Provider of the Week: Prewave W/ Harald Nitschinger show art EP 05: Provider of the Week: Prewave W/ Harald Nitschinger

Art of Procurement

In a world defined by volatility, procurement leaders need more than gut instinct to navigate supply chain risks. From regulatory pressure to sudden trade disruptions, organizations can’t afford blind spots. This is why risk intelligence and AI-powered efficiency are climbing the CPO agenda. This week, Harald Nitschinger, co-founder and CEO of Prewave, joins the ProcureTech Insider podcast to discuss how their platform helps organizations move beyond basic supplier visibility to real-time, actionable risk insights. Built with both ESG compliance and resilience in mind, Prewave’s approach...

info_outline 862: AI, Talent, and the New Shape of Procurement in India W/ Dr. Swapnil Dubey show art 862: AI, Talent, and the New Shape of Procurement in India W/ Dr. Swapnil Dubey

Art of Procurement

“In the AI regime, things are going to be disrupted. So be ready to be disrupted.” - Dr. Swapnil Dubey In a market as complex and fast-changing as India, procurement’s role has transformed from tactical to strategic… and fast. As global manufacturers shift operations and Indian firms chase world-class performance, the need for advanced procurement leadership has never been greater. In this Art of Procurement podcast episode, Philip Ideson speaks with veteran procurement leader Dr. Swapnil Dubey, whose four-decade career spans India’s procurement evolution, from the early days of...

info_outline BTW EP 29: The Phil-Ins: Confront the Data Delusion show art BTW EP 29: The Phil-Ins: Confront the Data Delusion

Art of Procurement

“What you think of as the data isn't the right data.”  This observation from FineTune COO Brian Gamble shines an (uncomfortable) spotlight on one of procurement's biggest challenges: AI has the potential to completely transform the function (in a good way) and drive a significant amount of value for the business, but only if organizations first acknowledge how inadequate their current data actually is. In the twenty-ninth episode of "Buy: The Way...To Purposeful Procurement," Philip Ideson, Rich Ham, and Kelly Barner reflect on recent conversations with procurement tech pioneer Jason...

info_outline 861: Procurement Under Pressure: Disruption, AI, and the New Operating Model W/ Amit Mahajan and Jon Jensen show art 861: Procurement Under Pressure: Disruption, AI, and the New Operating Model W/ Amit Mahajan and Jon Jensen

Art of Procurement

“Change is the only constant today. Disruption is happening more frequently, and procurement has to be ready for the unknown.” - Jon Jensen, Partner & Managing Director, AlixPartners Procurement leaders are facing more disruption, pressure, and technology change than ever before. Resilience, agility, and the smart use of AI are now table stakes, but only a handful of teams are turning these shifts into real business advantage.  How are the best-in-class CPOs getting ahead? In this episode, Amit Mahajan and Jon Jensen, Partners at AlixPartners, reveal insights from the 2026 CPO...

info_outline EP 04: Procurement’s Innovation Sandbox: How Digital Garages Deliver Value with Adam Brown show art EP 04: Procurement’s Innovation Sandbox: How Digital Garages Deliver Value with Adam Brown

Art of Procurement

“The world as we know it in procurement and tech will change beyond recognition over the next couple of years.” - Adam Brown Procurement teams are grappling with a wave of new digital solutions and AI-powered tools, making it harder than ever to stay ahead. The role of the CPO is shifting, as leaders must balance business risk, speed-to-value, and a tech landscape that doesn’t wait for anyone. In this ProcureTech Insider episode, Adam Brown joins host Jyothi Hartley to demystify how procurement organizations can innovate faster while remaining practical. Adam, a founding voice in the...

info_outline 860: Inside AOP’s Catalyst Event Series: Elevating CPO Collaboration Beyond the Conference Room W/ Philip Ideson and Jim Cahalan show art 860: Inside AOP’s Catalyst Event Series: Elevating CPO Collaboration Beyond the Conference Room W/ Philip Ideson and Jim Cahalan

Art of Procurement

“The goal isn’t to create a room where people consume content, it’s to create a room where they come ready to work on their organization.” - Philip Ideson, Founder and Managing Director, Art of Procurement The pace of business change has made traditional procurement conferences feel outdated. Senior procurement leaders can’t afford passive learning; they need real conversations with peers who face the same challenges they do.  That’s what the Art of Procurement Catalyst event series was built to deliver. This week, AOP Founder and Managing Director Philip Ideson and Jim...

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“Persuasion is about your intent. If your intent is solely to win at the other person’s expense, that’s manipulation. If you want the other party to also benefit from the conversation, then that’s collaborative, and that’s ethical persuasion.” - Martin John

Procurement leaders know that success often depends on more than just negotiating skills or cost models; it demands the ability to influence people at every level. 

But what does it take to move from presenting facts to truly persuading suppliers, stakeholders, and executives to take action? This is a question that’s more urgent than ever in today’s complex business environment.

In this episode of Art of Procurement, Philip Ideson speaks with Martin John, a seasoned procurement pro and licensed ethical persuasion trainer. Martin shares tools and science-backed frameworks that chief procurement officers and their teams can use right away. He pulls back the curtain on Cialdini’s principles, real-world negotiation stories, and how to avoid crossing the line into manipulation.

In this episode, Martin discusses how to:

  • Recognize the thin line between ethical persuasion and manipulation
  • Build trust and rapport faster using evidence, not guesswork
  • Move beyond data to engage the emotions and subconscious drivers of decision-makers
  • Translate behavioral science into everyday procurement

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