How to address price pressure and sell value

Watson-Marlow Fluid Technology Group (WMFTG) is a world leader and premium provider. They share their experience on using SPIN® Selling to counter market pressure on price and product.

By | 2017-06-02T11:03:17+00:00 November 5th, 2016|Categories: Sales, Sales case studies|Tags: , |

How to challenge your business – effectively. Part 1

Many professionals are fearful or uncomfortable with challenging their business. But it can be a highly effective strategy. Here's why.

By | 2017-06-02T11:03:54+00:00 November 3rd, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , |

Negotiation in the virtual world

Making long distance business relationships work can be extremely challenging but technology has allowed us to overcome these challenges, or has it? We may think that technology can fix everything but as many organisations have learnt, the move towards virtual can equally add complications if not managed effectively.

How not to make a sale

What makes a successful salesperson? Fast talking, pushy, and pressurising? Or at least that’s what most people think but the reality is that salespeople like this would not last long in the real business world.

By | 2017-06-02T11:05:05+00:00 September 30th, 2016|Categories: Sales, Sales articles|Tags: , , |

Appropriate behaviours for temporary negotiations – part 2

In part 2 of this report Ian Newall examines a group of behaviours that we at Huthwaite have termed ‘Low Reacting’. Our research has demonstrated that sellers are usually rattled when facing a Low Reactor.

How to measure and create value from service

What’s the best way to train a field service team? The most obvious answer is to ensure they are experts in the products or technologies they are servicing.

By | 2017-06-02T11:07:38+00:00 September 21st, 2016|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|

SPIN® Selling Model- measuring the return on investment

When Clients invest in sales training it’s because they want their sales people to improve and see a return on investment. The client needs to know that they are not only feeling the performance improvement, but that they can see it and – if necessary – report on it quantitatively.

By | 2017-06-05T09:54:46+00:00 September 9th, 2016|Categories: Sales research, Sales, L&D research, Learning & Development|

Why negotiation skills are crucial in the transport industry

Why transports businesses may struggle with effective negotiation and why they need to address it.

The rise of the Dragon – how a Chinese TV channel built a worldclass sales team

How a new Chinese TV channel was launched and with it a large-scale talent development project where nothing less that worldclass sales skills would do.

By | 2017-06-02T11:09:45+00:00 August 19th, 2016|Categories: Sales, Sales case studies, L&D case studies, Learning & Development|Tags: , |

Why helping corporate buyers will boost your deal-making success

It’s an age-old challenge; how do you get somebody or something to do something that you want them to do? David Freedman explores models of motivation and why helping corporate buyers will boost your deal-making success.

By | 2017-06-02T11:10:45+00:00 July 24th, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , |