Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Unavailable
    The Other Side of Sales: An insider reveals the secrets to dealing with professional buyers
    Unavailable
    The Other Side of Sales: An insider reveals the secrets to dealing with professional buyers
    Unavailable
    The Other Side of Sales: An insider reveals the secrets to dealing with professional buyers
    Ebook150 pages2 hours

    The Other Side of Sales: An insider reveals the secrets to dealing with professional buyers

    By Mark Schenkius

    ()

    Currently unavailable

    Currently unavailable

    Listen to the audiobook instead

    About this ebook

    Whether it is in sports, in games or in business, the ones who are most successful are often the ones who know how to think like their opponent. And especially in the continuously evolving world of buying and selling, will these insights truly make the difference. Want to put an end to lost sales or decreasing margins? Re-think the relationship with your buyer.

    In The Other Side of Sales author Mark Schenkius crosses over to the other side of the table and shares his secrets from almost two decades of experience in negotiations and procurement.

    The book even reveals what power the buyer and seller have in all possible situations and how sellers can act on this. By creating the right strategies, sellers can decide to use pressure or build a long-term relationship with buyers.

    Packed with new content, fresh insights and a unique set of 47 questions, this book is undeniably a game-changer for any sales professional.
    LanguageEnglish
    PublisherAstronaut Boeken
    Release dateNov 11, 2019
    ISBN9789492744067
    Author

    Mark Schenkius

    Mark Schenkius is 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.

    Related to The Other Side of Sales

    Related ebooks

    Negotiating For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      Caring for Clients

      Dec 31, 2019

      Caring for Clients
      3 min read

    • Article

      Two Powerful Ways To Grow Your Sales

      Apr 22, 2020

      If you have ever failed, you know something that those who never tried don’t. You learn much more from failure than you do from success. If you pay attention. However, salespeople are failing every day and missing the opportunity to learn. I’ve disti

      2 min read

    • Article

      Building Credibility in Business

      Dec 31, 2019

      Building Credibility in Business
      3 min read

    • Article

      Improving Your Close Rate

      Mar 26, 2019

      Improving Your Close Rate
      2 min read

    • Article

      Choosing Sales Activity That Determines The Best Outcome

      May 27, 2019

      IN THE NEXT look at our “8 levers of sales growth” series I tackle the decision between doing more volume of sales activity generally or focusing on more targeted sales activity. It seems like a simple answer, but it isn’t always as obvious as you’d

      2 min read

    • Article

      Strengthening Your Sales Management

      Jun 30, 2021

      1. Providing clarity and support • Is your team prepared for ongoing volatility and uncertainty in the months ahead?• Are your Managers adept at countering the emotional impacts of stress and its impact on productivity, for themselves and their teams

      2 min read

    • Article

      Simple Works

      Jun 17, 2018

      Simple Works
      2 min read

    • Article

      Building Good Client Relationships

      May 14, 2021

      There are many pillars that support good customer relations (and hence business success); amongst these are recognition, acknowledgement and praise. The fresh-produce sector provides many opportunities to practise these. Indeed, they are essential it

      1 min read

    • Article

      Is Your Company Facing These Challenges?

      May 26, 2022

      Inability to improve revenue and EBITDA as the company is not the #1 Low Cost or Proposition player in the industry. Many players fighting for market share in a defined, shrinking territory. New market entrants from adjacent industries (local and glo

      1 min read

    • Article

      Strengthening Yourcompetitive Advantage

      Jun 30, 2021

      • Have you developed an up-to-date profit and loss statement?• Do you understand your current strengths and weaknesses?• Have you clearly articulated what needs to change in your organisation, and why?• Have you clearly mapped your change process? Ar

      2 min read

    • Article

      4 Deploy Stronger Value Propositions Within A Sales Organisation Maturity Framework

      Jun 30, 2021

      ThinkSales' Sales Organisation Maturity Framework Mature Sales Organisations are built on a state of optimisation that is agile and iterative. This is the path they follow. • Your Sales Organisation has not defined a ‘value-led’ proposition. In clien

      2 min read

    • Article

      4 Pricing Tweaks To Increase Profit

      Apr 20, 2022

      Most small business owners I know got into business to have more freedom and flexibility. Or more recently, to have more control over their financial stability.  Yet, often the more successful you become, the more the needs of your business take ove

      2 min read

    • Article

      Master Class Training

      Nov 2, 2016

      Experiencing a reduction of profit margins? Battling to differentiate your offering? Struggling to win new business? • Prospects who don’t understand your differentiation increasingly commoditise your offering • Not creating greater value exposes you

      2 min read

    • Article

      Level 4 Value Creation™

      Aug 9, 2017

      Are you experiencing a reduction of profit margins? Battling to differentiate your offering? Struggling to win new business? • Prospects who don’t understand your differentiation increasingly commoditise your offering • Not creating greater value exp

      1 min read

    • Article

      The Execution Trap

      Nov 2, 2016

      An obvious fact and one that is well-known to every executive tasked with growing revenue in their organisations is that it’s not getting any easier. And that is before we even begin to feel the potential impacts of Brexit, a Trump administration and

      2 min read

    • Article

      Discipline Is Sexy. Motivation Isn’t

      Apr 20, 2022

      What if an over-reliance on inspirational speakers is the reason your salespeople are failing? Motivation is often bandied around as what salespeople need. That kick in the ass, or coaching and mentoring. Inspirational words and support. But what if

      2 min read

    • Article

      Insight Job

      Aug 1, 2017

      Insight Job
      4 min read

    • Article

      Get Happy

      Jun 18, 2021

      Get Happy
      2 min read

    Reviews for The Other Side of Sales

    0 ratings

    0 ratings0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words