What is it? Why it matters? How to achieve it? In this article we examine why leading an agile sales team is key to succeeding in this disruptive, technology-driven, commercial landscape. We explain what changes you can make now, including the importance of a common and effective sales methodology.
In this article we highlight the 14 most common tricks which can impact your trading relationships and how to counteract them.
Knowing what is true and what is perceived wisdom can make a huge difference to your sales success. Here Huthwaite shares the definitive research behind the top 10 myths in sales.
Knowing fact from fiction can be the difference between success and failure in your negotiations. Huthwaite takes the 10 most common assumptions around negotiation and separates truth from myth.
In this paper Huthwaite discusses the fundamental design principles which separate outstanding skills training from the mediocre.
SKF saw the opportunity to create more mutually rewarding deals through the raising of the perceived value of their propositions. Here's what they did and why they did it.
Huthwaite International’s latest research has identified five golden rules of effective coaching. Head of Thought Leadership, Dr Janet Curran, shares the key findings.
Selling to central Banks and National Mints across the world The Royal Mint chose SPIN® to help their salespeople better understand their customers and improve sales.
How Atkins Global achieved sales excellence with SPIN®
SkillForce share their experience of SPIN®. “The SPIN® sales process isn’t about showing us how to stand up and sell, which can be a frightening prospect, it’s about showing us how to share what we do with others in a way they’ll understand. And become as excited about it as we are.”