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So far Huthwaite International has created 68 blog entries.

Why bad things happen to good new products

A significant new product is about to be launched. It's technologically innovative, it meets a clear market need and, best of all, it leapfrogs the competition. So why does a product with such great promise seem to be struggling for its life?

By | 2018-03-13T13:01:56+00:00 June 30th, 2016|Categories: Sales whitepapers, Marketing whitepapers, Sales, Marketing|

Doubling revenue in 3 years. IT firm NetEvidence share their story

Online service and Cloud Computing have opened up options and opportunities to a wide audience of IT users, delivering on demand services previously unavailable. NetEvidence explain how they capitalised on this growth and saw revenues double.

By | 2018-03-13T13:02:14+00:00 June 8th, 2016|Categories: Sales, Sales case studies|Tags: , |

How the SPIN® method is creating a customer centric climate for Zehnder

Beauty, or in this case value, is in the eye of the beholder. So the seller must see the situation through the buyer’s eyes if they are to have a persuasive dialogue between the two parties.

By | 2018-03-13T13:02:23+00:00 May 12th, 2016|Categories: Sales, Sales case studies, Learning & Development, L&D articles|Tags: , |

How Granta are increasing sales with a different type of customer conversation

The growth of Granta’s business depends heavily on the development of credible commercial relationships with people at a senior level within their client organisations. To achieve that, they need to hold a different type of conversation and establish a different kind of need.

By | 2018-03-13T13:02:28+00:00 May 7th, 2016|Categories: Sales, Sales case studies|Tags: , |

Developing effective negotiation skills

Huthwaite International has carried out extensive research studies into what makes an effective negotiator. Find out more.

Siemens and Huthwaite reach for economic growth – in the toughest of markets

What's next when a company as renowned and consistently excellent as Siemens, realises that the Greek market is one of the toughest sales environments in the world?

By | 2018-03-13T13:03:32+00:00 April 22nd, 2016|Categories: Sales, Sales case studies|Tags: , |

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 | 2018-03-13T13:03:47+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 | 2018-03-13T13:03:49+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 | 2018-03-13T13:03:57+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 | 2018-03-13T13:04:03+00:00 April 7th, 2016|Categories: Sales whitepapers, L&D whitepapers, Sales, Learning & Development|