Mark Schenkius
11 Podcast Episodes
1001: 1001 Ways to influence your buyer - Mark Schenkius
1001: 1001 Ways to influence your buyer - Mark Schenkius
"Don’t be discouraged if plan A doesn’t work. There are a thousand and one ways to get to your desired result with your ... Read more
16 Oct 2021
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3mins
916: The RFP Blackout Period - Mark Schenkius
916: The RFP Blackout Period - Mark Schenkius
"If you know why a buyer runs an RFP, you also know what your likelihood is to win business." - Mark Schenkius in today'... Read more
23 Jul 2021
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4mins
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Negotiation secrets (from an enterprise buyer): Mark Schenkius.
Negotiation secrets (from an enterprise buyer): Mark Schenkius.
A few years ago, Mark made the switch from a career as a procurement professional with Mars Foods to that as a sales co... Read more
11 Jul 2021
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32mins
WBSP092: Grow Your Business by Learning To Negotiate With FMCG Buyers w/ Mark Schenkius
WBSP092: Grow Your Business by Learning To Negotiate With FMCG Buyers w/ Mark Schenkius
If you are trying to penetrate an account, the involvement of their procurement department is the last thing you want to... Read more
23 Jun 2021
•
40mins
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Mark Schenkius - Are You a Blue or Red Negotiator?
Mark Schenkius - Are You a Blue or Red Negotiator?
This episode features Mark Schenkius - sales trainer, and author of 'The Other Side of Sales.' Mark has fifteen years e... Read more
22 Nov 2020
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35mins
667: Year End Perspective - Mark Schenkius
667: Year End Perspective - Mark Schenkius
"The one who’s under the most pressure loses the negotiation because they are more likely to give in." - Mark Schenkius ... Read more
16 Nov 2020
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3mins
629: Why Buyers Behave The Way They Do (Part 5 - Strategic) - Mark Schenkius
629: Why Buyers Behave The Way They Do (Part 5 - Strategic) - Mark Schenkius
"A word of caution is that most companies don’t have a lot of items in the strategic category. If they would, they would... Read more
9 Oct 2020
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3mins
622: Why Buyers Behave The Way They Do (Part 4 - Bottleneck Items) - Mark Schenkius
622: Why Buyers Behave The Way They Do (Part 4 - Bottleneck Items) - Mark Schenkius
"Don't listen to what a buyer tells you. Instead, look for your own facts by making a list of who your real competitors ... Read more
2 Oct 2020
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3mins
615: Why Buyers Behave The Way They Do (Part 3 - Leverage) - Mark Schenkius
615: Why Buyers Behave The Way They Do (Part 3 - Leverage) - Mark Schenkius
"Be creative in what you can do since it is never an easy step to take. It might require a significant change in your pr... Read more
25 Sep 2020
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3mins
608: Why Buyers Behave The Way They Do (Part 2 - Routine Items) - Mark Schenkius
608: Why Buyers Behave The Way They Do (Part 2 - Routine Items) - Mark Schenkius
"The more you integrate your business with that of a customer, the more difficult it will be for them to step out." - Ma... Read more
18 Sep 2020
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3mins
