Mark Schenkius is the founder of ROI10, a globally operating training and consultancy firm focused on making you successful in negotiations, procurement and sales. He has worked for Mars Inc. for over 17 years in a variety of procurement functions and has extensive experience providing training to both sales and procurement professionals. He is also a lecturer in Business Economics at Fontys University of Applied Science and author of “The Other Side of Sales”, which gives sales professionals unique insights into the mysterious world of buying. 

• In this episode, Mark Schenkius talks about his book, “The Other Side of Sales”, and his motivation for writing the book. He discusses the deep insights he gained through his work in corporate environments and procurement.  
• He discusses how the buyer behaves and how the seller can meet the requirements of a B2B buyer in today’s world, where buying has become much more professional and buyers leverage their negotiating power to gain advantages. 
• He offers matrices that take into account win-win for buyer and seller, situations where both lose, and circumstances where only one of the negotiators wins. He proposes methods where a balance can be reached to benefit both parties. 

Run time – 00:55:06 mins.