The Other Side of Sales

Whether it is in sports, in games or 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.

Packed with new content, fresh insights and a unique set of 47 questions, this book is undeniably a game-changer for any sales professional.

Check it out!


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What our clients say
about us

Wilco Koers

Director Logistics Innovation and Operations

“Mark has given the Procurement team of Samsung SDS training in determining the optimal procurement strategy for various logistics markets. Here, his knowledge of both logistics procurement and other sectors is very valuable. He can thereby illustrate his training with relevant examples from various markets. In addition, as an experienced trainer, he knows how to guide his audience energetically in a relatively short time through the material, involving intensive interaction. He prepares the training well through intake interviews and market analysis. During the training he provides a helpful toolkit, which the team can apply well to other logistics markets. Striking is also his aftercare, in which he tries to activate help from his network for specific issues that surfaced during the training.”

Ron Holland

Sales Director

“With the Sales team, we went through two training courses with ROI 10, which we enjoyed very much. As a trainer, Mark is very enthusiastic and has many good real-life examples available as a result of his extensive work experience. In the training ‘procurement for sales’ much attention is paid to the strategy of a buyer. The training provides good insights and is very useful in preparing your sales conversations. By being aware of the buying game and the ‘tricks’ you are definitely more powerful at the negotiating table. The negotiation skills training was a very good preparation for the sales team for our year end negotiations. Because of the video recordings, the training is certainly confrontational but therefore highly effective. All in all, we are very pleased with the approach of ROI 10 and I am convinced that the training will eventually yield 10 times the investment!”

Robert Eller

Head of Purchasing

“We engaged Mark via a positive reference to provide negotiation skills training to our purchasing and sales teams. His approach and communication prior and during the event was highly professional and clear, and the teams benefitted greatly from the training and tips that Mark provided. I would have no hesitation in recommending Mark and we will have further training in our plans with him.”

Gunnar Vahlenkamp

Sales Director Europe

“A warm thank you for the valuable, productive and enjoyable training session to our Taghleef Industries Regional Sales Force Europe. Your skilled approach, your deep knowledge about the psychology of our business and the key players were a real asset. The Team appreciated your background coming from a multinational procurement and the techniques how to deal with fast-changing markets and the business challenges companies are facing today. Thank you again for inspiring us in reaching new boundaries.”

Patrick van Son

VP Business Development Europe Contract Logistics

“Before the workshop, I was particularly interested to see whether it would be in line with the challenges our team faces every single day. Fortunately, the participants were enthusiastic about the content and short-term applicability of what was covered during the workshop. They immediately started working on it with regards to active projects. Mark is very experienced in professional purchasing and knows how to convey these deep insights in a compelling way to the participants. This was very educational. I can therefore wholeheartedly recommend this workshop to people who are active in selling to professional purchasing organizations. You gain solidity through better understanding and insight.”

Jeroen Braun


“Beforehand I was convinced that I still had something to learn in the area of negotiation. I was certainly not disappointed! A very practical training, with very useful tools for preparation, actual negotiation and follow-through. The structure is clear and simple and is filled with examples, cases and practical exercises. This way you quickly acquire the necessary skills and they will stick more easily. I have more tools at my disposal before starting a negotiation process and I wholeheartedly recommend this training to all sales and buying professionals who are open to improve their ways of working in negotiations. It pays for itself easily.”