In this document Huthwaite’s CEO Tony Hughes examines how B2B selling is changing, how we can best prepare our sales teams for the future and explains why validated solution sales methodologies like SPIN® are more crucial than ever.
In this ever-evolving industry environmental factors are of growing importance to governments and regulators. Tony Hughes, CEO of Huthwaite International discusses how strong commercial skills will provide leverage to the logistics players of the future.
In this ever changing environment, Tony Hughes, CEO of Huthwaite International, considers the impact of e-commerce giants and how smaller players can capitalise.
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.
Tony Hughes, CEO of Huthwaite International, considers how the rise of Artificial Intelligence is providing opportunities to those selling and negotiating in the Logistics supply chain
Tony Hughes, CEO of Huthwaite International, considers how the logistic sector is changing, and whether new starts-ups, like drone manufacturers, have the potential to revolutionise the market.
Ensure a successful negotiation outcome with these 10 key behaviours and strategies.
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
Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.
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.