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Podcast: TheInquisitor Podcast with Marcus Cauchi
Episode: Mark Schenkius: How To Think Like A Buyer
Description: "The secret to sales is to think like a buyer", says Mark Schenkius
Professional #procurement is only 20 years old as a discipline. Unlike sales, many #professionalbuyers are trained in the most modern tactics and strategies, and many have been trained in the sales training programmes sellers go on. The advantage lies with buyers in most cases because too few salespeople have evolved to keep up with #purchasing practices.
Too many salespeople continue to use what might have worked in the past, and savvy buyers know every move, every technique and every tactic. And they have...