3 min read
Neil Rackham discusses the resistance faced when introducing SPIN Selling, its rapid adoption by major corporations, and its eventual success.
Huthwaite’s picks
3 min read
Neil Rackham discusses the resistance faced when introducing SPIN Selling, its rapid adoption by major corporations, and its eventual
Recent blog posts
1 min read
Neil Rackham shares his breakthrough moment with SPIN Selling and its transformative impact at Xerox, propelling it from last to first in the UK.
3 min read
Explore key insights from the World of Learning Summit 2026, focusing on ecosystems, human-AI collaboration, and the role of L&D in fostering organisational...
1 min read
Neil Rackham shares how an early feeling that sellers were use questions to uncover problems and develop needs lead to the creation of the SPIN Selling.
2 min read
Neil Rackham, creator of SPIN Selling explains how one question sparked the creation of the most researched and validated sales methodology in the world.
4 min read
Learn why complacency is the biggest threat to your key accounts and how to stay ahead of changes to protect your valuable client relationships.
5 min read
Explore the importance of learning transfer and skill transferability for effective and adaptable L&D programmes in 2026.
5 min read
Discover how SPIN Selling helps tech companies stand out in saturated markets by focusing on insightful, customer-centric conversations rather than...
4 min read
Discover why staying engaged during implementation is crucial for B2B sales success and learn key strategies for building long-term client relationships.
Sales
3 min read
Neil Rackham discusses the resistance faced when introducing SPIN Selling, its rapid adoption by major corporations, and its
1 min read
Neil Rackham shares his breakthrough moment with SPIN Selling and its transformative impact at Xerox, propelling it from last to
1 min read
Neil Rackham shares how an early feeling that sellers were use questions to uncover problems and develop needs lead to the
Negotiation
4 min read
Learn how Zuhlke equipped their Technical Consultants and Project Managers with sales skills for their direct customer
9 min read
Discover the common negotiation mistakes even seasoned professionals make and learn effective strategies to enhance your
11 min read
Achieving a win-win in negotiation discussions can be tough. Gain invaluable perspectives on strategies to help you negotiate
Communication
6 min read
Discover how the SPIN framework can transform persuasive communication in leadership, team meetings, coaching, negotiations, and
6 min read
Learn strategies to create persuasive presentations that drive business growth and avoid common mistakes. Enhance your skills
6 min read
Discover the essential role that middle managers play in an organisation and find out how effective verbal behaviours and