Huthwaite's picks

Laura Errington 4 min read

Why SPIN Selling still works (even when your buyers know everything)

Discover why SPIN Selling still works – helping buyers make confident decisions by addressing their unique challenges.

Read more

Robin Hoyle 6 min read

Artificial Intelligence and the leadership conundrum

Explore the challenges and opportunities of AI literacy in leadership and its implications for workforce development and organisational strategy.

Read more

Robin Hoyle 6 min read

From sceptics to supporters – building buy-in for Sales training

Learn how to transform sceptics into supporters for sales training by addressing common challenges and using effective strategies for organisational buy-in…

Read more

Tony Hughes 4 min read

Effective virtual negotiation

Ensuring that virtual negotiations are effective can be extremely challenging but technology has allowed us to overcome these challenges, or has it?

Read more

Huthwaite International 1 min read

Association of Professional Sales and Huthwaite International join forces

The Association of Professional Sales (APS) announces partnership with Huthwaite International, working together to bring fresh insights and research to th…

Read more

Tony Hughes 1 min read

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 l…

Read more

Ian Newall 5 min read

What are the appropriate behaviours for contemporary negotiations?

How can procurement adopt behaviours more appropriate for the needs of contemporary negotiation?

Read more

Ian Newall 4 min read

Appropriate behaviours for temporary negotiations - part 2

In this article Ian Newall examines a group of behaviours that we at Huthwaite have termed ‘Low Reacting’.

Read more

Tony Hughes 1 min read

What we measure matters

For anyone involved in learning programmes, how to assess return on Investment is a constant question.

Read more

Huthwaite International 4 min read

How to measure and create value from service

What’s the best way to train a field service team? learn how Waters are creating value for their customers

Read more

Huthwaite International 2 min read

Sales skills vital to progression in any business career

Skills demonstrated by salespeople, including negotiation, persuasion and being a good listener, have been named vital to career progression in a study con…

Read more