How SCA Packaging reduced margin erosion through solution selling

SCA Packaging is one of Europe’s leading designers and producers of corrugated board-based packaging, with a strong reputation for innovation and sustainable design.

By |2018-09-18T08:19:39+00:00January 13th, 2017|Categories: Sales, Sales case studies|Tags: , |

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 |2018-09-18T08:19:30+00:00January 9th, 2017|Categories: Sales, Sales articles|Tags: , |

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.

Does SPIN® Selling work? A company share their story

In a video testimonial Atkins Global share their story of achieving sales excellence from a SPIN® implementation to 400 people.

By |2018-09-18T08:19:01+00:00December 1st, 2016|Categories: L&D case studies, Learning & Development, Sales, Sales case studies|Tags: , |

How to challenge and retain a creative and productive conversation – part 2

To create a feeling of collaboration you need to show Support for the other person. This means finding the areas of common ground on which you can both agree. Sometimes, when we hear a proposal or an opinion put forward with which we don’t agree, or we think we have a ‘better’ idea or opinion it is human nature to jump in with giving our own idea or opinion straightaway.

By |2018-09-18T08:18:51+00:00November 20th, 2016|Categories: L&D articles, Marketing articles, Procurement articles, Sales|Tags: , |

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 |2018-09-18T08:18:43+00:00November 17th, 2016|Categories: Procurement, Procurement articles, Sales, Sales 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 |2018-09-18T08:18:35+00:00November 12th, 2016|Categories: Sales, Sales articles|Tags: , |

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 |2018-09-18T08:18:28+00:00November 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 |2018-09-18T08:18:21+00:00November 3rd, 2016|Categories: Procurement, Procurement articles, Sales, Sales articles|Tags: , |

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 |2018-09-18T08:18:05+00:00September 30th, 2016|Categories: Sales, Sales articles|Tags: , , |