This episode features Mark Schenkius - sales trainer, and author of 'The Other Side of Sales.' 

Mark has fifteen years experience in procurement, working with Mars across technical and strategic divisions. He then set up his own company, ROI10, who now provide training and development support to professionals within sales and procurement. Alongside this, he lectures part-time in business economics.

We discuss how the elements of partnering skills can be used to develop buyer relationships, and gain a greater understanding of buyers.

Key insights from this episode include:

Ignore what buyers say

The best question in 15 years

Procurement has left sales behind

Connect with Mark on LinkedIn and visit his website www.roi10.com to learn more.