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So far Huthwaite International has created 62 blog entries.

Urgo Medical – evidencing sales training ROI

Every organisation that embarks on a training project – particularly in a vital discipline like sales skill – wants to know that it’s working. But how often can you actually prove, in hard financial terms, that the investment in the training has been repaid many times over?

By | 2017-10-10T10:36:49+00:00 April 18th, 2016|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|

How INVISTA took a flexible approach to improve their negotiation skills and value-sell LYCRA® fibre

How global polymer and fibre specialist INVISTA took a flexible approach to improving negotiation skills and value-selling LYCRA® fibre and other speciality apparel lines.

By | 2017-10-10T10:37:06+00:00 April 16th, 2016|Categories: Sales, Sales articles, Procurement articles|

Global medical technology firm Medtronic – boosting the health of its customer service

How global technology firm Medtronic overcame increased competitive pressure and closer spend scrutiny within hospitals to achieve standout.

By | 2017-10-10T10:38:03+00:00 April 12th, 2016|Categories: Sales, Sales case studies, L&D articles|

Developing sales effectiveness

This paper explores, in the broadest terms, the potential areas for development within a sales function. By comparing, at each stage of the process, the behaviours of a sales operation that is world-class with one that is typical.

By | 2017-11-02T09:14:24+00:00 April 7th, 2016|Categories: Sales whitepapers, L&D whitepapers, Sales, Learning & Development|

How SAP improved their commercial outcomes with SPIN® Selling training

Global software company SAP share their story of improved commercial outcomes from SPIN®.

By | 2017-10-10T10:39:42+00:00 April 6th, 2016|Categories: Sales, Sales case studies|

How Zurich Municipal went back to basics to improve sales

ZM had seen a lot of change in personnel over recent years including with their salesforce. They went back to basics to improve sales.

By | 2017-10-10T10:40:00+00:00 April 5th, 2016|Categories: Sales, Sales case studies|

SPIN® applies science to the art of selling

Find out the science behind SPIN® Selling.

By | 2017-11-02T09:15:05+00:00 March 15th, 2016|Categories: Sales whitepapers, Sales|

Selling in mature markets is hard, but not impossible. Hollister share their story

Having customers who tend to stick with products they know, and are often resistant to change is commonplace, but also frustrating for sales employees. It's not insurmountable however.

By | 2017-10-10T10:41:40+00:00 March 11th, 2016|Categories: Sales, Sales articles|

How Manx Telecom reinforced its total brand proposition in a competitive environment

As part of a broader drive to reinforce its total brand proposition in a new and tougher competitive environment, Manx Telecom reviewed and enhanced the performance of its sales and customer service teams. Here's how.

By | 2017-10-10T10:42:14+00:00 March 6th, 2016|Categories: Sales, Sales case studies, Marketing case studies|

Spire Healthcare increase appointments through careful conversations

At the Spire Leicester Hospital, in England’s East Midlands, the need to draw together patient service, care and increasing revenue led to a strategic review in 2012 of whether the very first contact the patient has with the hospital was as good as it could possibly be.

By | 2017-09-05T09:06:06+00:00 February 21st, 2016|Categories: Sales, Sales case studies|