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?
Huthwaite International has carried out extensive research studies into what makes an effective negotiator. Find out more.
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.
Find out the science behind SPIN® Selling.
This white paper explores the skills and strategies that can help to capitalise on initial sales success, to ensure we enjoy a profitable ongoing customer relationship not just a one hit sale.
This whitepaper explores some of the common traps negotiators fall into and the skills and strategies that can be employed to avoid these traps.
The rise and spread of external procurement consultants poses a real challenge for many sales professionals. So what are the best strategies for dealing with them?
Separating the myth from reality in the critical aspect of the seller/buyer relationship and what organisations are doing to adjust to a shifting commercial landscape.
With strategic procurement ‘transformation’ being a board level priority for many companies and aggressive tools such as reverse e-auctions being unleashed, how can sales professionals manage the procurement relationship better?
In the sales area, where it is relatively easy to measure performance change, we have found that a well-executed coaching programme can improve sales revenue by 25 per cent or more, while at the same time increasing sales profitability significantly. Read more.