L&D articles

Embedding best practice in sales. Fujitsu’s story

Fujitsu tell us why IT excellence alone wasn’t enough to build on their success and that “adding value” required high order sales skills as well.

By | 2017-10-10T12:52:05+00:00 January 16th, 2016|Categories: Sales, Sales articles, Learning & Development, L&D articles|

Can key account management bring true differentiation?

The reasons organisations consider a Key Account Management training implementation is because they see it as a way of increasing revenue, protecting against competitor activity and customer churn. But does it?

By | 2017-10-10T12:53:08+00:00 December 15th, 2015|Categories: Sales, Sales articles, L&D articles, Marketing articles|

Why effective coaching requires time, proper investment and specialist coaching skills

There is real evidence that investment in Coaching does improve performance results. However effective coaching requires time, proper investment, and specialist coaching skills. In a two part article Robin shares some of the difficulties and problems which can hinder effective coaching.

By | 2017-09-05T09:10:10+00:00 December 14th, 2015|Categories: Sales articles, Learning & Development, L&D articles|

SPIN® ‘simply a better way to sell’ so says Richard King, Managing Partner, EY

King, who is retiring from EY after 35 years with the firm, first came into contact with SPIN® as a training tool in the late 1980s and has been a keen advocate of the Huthwaite International approach ever since.

By | 2017-10-10T12:54:00+00:00 December 4th, 2015|Categories: Sales, Sales articles, L&D articles|

How much of your training budget is being wasted?

Too many companies waste too much of their training budgets. In this article Tony looks at why he thinks this is and how organisations can solve the problem in order to get the most out of their training budgets.

By | 2017-09-05T09:10:48+00:00 December 2nd, 2015|Categories: Learning & Development, L&D articles|

Why does training often fail to embed, and what can guarantee that embedment is effective?

In the article, David covers some of the key factors and questions for us to think about.

By | 2017-09-05T09:11:00+00:00 November 23rd, 2015|Categories: Learning & Development, L&D articles|

Three reasons why investing in company sales training might fail

Most people operating in the commercial arena have had good, bad and indifferent experiences of company sales training and it can go wrong for a number of reasons.

By | 2017-10-10T13:03:56+00:00 August 3rd, 2015|Categories: Sales, Sales articles, Learning & Development, L&D articles|

Why training that confers knowledge and theory without altering ability is pointless

Particularly in the sales business, an improvement in the observable skill with which a thing is done will have an equally observable impact on the personal and corporate outcome. Huthwaite's Director of Sales David Freedman explains.