Sales

Smart intermediate players are set to strengthen the Logistics supply chain

As the logistics industry continues to transform, one major change emerging is the scope for intermediate players. Increasingly large companies’ ‘one size fits all’ approach struggles with local presence. Anna Home, Client Director at Huthwaite International, considers how the impact of a rise of local logistics will benefit the sector, enabling local and niche markets to be reached.

By | 2017-11-08T16:46:02+00:00 November 8th, 2017|Categories: Procurement, Sales articles, Procurement articles|

Could revealing the economic impact to the UK on Brexit effect negotiations with the EU?

Brexit negotiations are highlighting the need to re-establish the government’s position. Many commercial businesses struggle to demonstrate power and control in negotiations. Neil Clothier discusses how adopting the right strategies and tactics can result in highly viable propositions.

By | 2017-11-08T16:33:34+00:00 November 8th, 2017|Categories: Procurement, Sales articles, Procurement articles|

How to break negotiation deadlock

The Telegraph invites comments from Huthwaite on the verbal behaviours at play from Theresa May’s Brexit speech in Florence

In her attempts to avoid a Brexit talks deadlock, the Prime Minister gave an address billed by some as a watershed speech and arguably, the most important of her premiership. Her words will be analysed in great

By | 2017-12-06T10:42:14+00:00 September 27th, 2017|Categories: Procurement, Sales articles, Procurement articles|

How to be persuasive

The secret to success in sales is that there is no secret; the same applies to being persuasive. A sales person never stops working on their sales persuasion techniques. Every lead, every prospect, and every client is different, and smart sales people know that there isn’t a one size fits all approach to selling success.

By | 2017-10-31T09:34:50+00:00 September 6th, 2017|Categories: Sales|

Cutting through the noise – five steps to develop a win-win sales deal

David Freedman, Director at sales and negotiation specialists, Huthwaite International, the team behind the world-famous SPIN® Selling, outlays five steps to secure a win-win deal, using the methodology applied by 30% of the UK’s Forbes 100 companies.

Selling is one of the oldest professions on Earth, and so over the years the way we sell has

By | 2017-09-26T13:11:57+00:00 September 4th, 2017|Categories: Sales|

Brexit shines spotlight on negotiating – revealing hidden growth area for businesses across the globe

In the light of Brexit and a hung Parliament, David Freedman – Director of Sales at Huthwaite International – considers the crucial role effective negotiating can play for businesses. 

In the wake of the EU referendum and a hung Parliament for the UK, the need for effective negotiation has been thrown firmly into the limelight. 

By | 2017-09-27T08:37:55+00:00 August 29th, 2017|Categories: Sales, Procurement, Sales articles, Procurement articles|