Sales articles

Digitisation is transforming the sales and marketing relationship – are you ready?

This digital transformation of business means the sales and marketing relationship has been – and needs to be – totally transformed. Huthwaite's Director of Marketing Karen Woodhead examines why

By | 2017-10-10T10:13:44+00:00 March 22nd, 2017|Categories: Sales, Sales articles, Marketing articles, Marketing|

Fixing the sales marketing relationship & winning more business in the digital era

Recent research in partnership with YouGov suggests the relationship between sales and marketing is weak. The sales marketing relationship is probably the single most important relationship in a company and we can’t afford for it to be broken. How do we change this?

By | 2017-10-10T10:14:33+00:00 March 13th, 2017|Categories: Sales, Sales articles, Marketing articles, Marketing|

How to ensure a successful negotiation outcome

Ensure a successful negotiation outcome with these 10 key behaviours and strategies.

Key behaviours for successful selling

Four key behaviours for successful selling

Tony Hughes, CEO, Huthwaite International. Published in Business Review Europe, January 2017

Want to know how to out-think and out-perform your competition and become a more effective sales professional? At Huthwaite International we have spent decades observing and researching the behaviours used by the most successful sales

By | 2017-10-10T10:16:39+00:00 January 9th, 2017|Categories: Sales, Sales articles|Tags: , |

Non-negotiable! Why businesses must negotiate more effectively

Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.

How to challenge effectively – part 3

There are two basic ways to challenge – you either push your alternative ideas at another person, or you ask them questions to challenge their thinking.

How salespeople can work better with procurement and achieve success for both

How can salespeople work better with procurement departments to improve both their own sales success and procurement’s standing and leverage in the business?

By | 2017-10-10T10:21:25+00:00 November 17th, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , , |

The value proposition challenge for sales and how to address it

The challenge for professional sales people, particularly in complex B2B sales, is to be able to uncover from a prospect those underlying needs that the high level value proposition is designed to solve. Find our more.

By | 2017-10-10T10:21:51+00:00 November 12th, 2016|Categories: Sales, Sales articles|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 | 2017-10-31T11:01:30+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.