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.

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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.

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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…

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Huthwaite International 2 min read

How to effectively communicate to high-value customers

Are you trying to target high value sales? Find out how Oxford Instruments uses SPIN® Selling to effectively communicate to high value customers.

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Steve Thurlow 1 min read

How manufacturing companies can shift from product to value sell

There is no doubt the world of commerce has changed dramatically in recent years. However, particularly in the B2B world, there are other, more subtle chan…

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Tony Hughes 1 min read

Talking sales and negotiation success to The Telegraph

In an interview with The Telegraph, CEO Tony Hughes, shares insights into how to become a successful salesperson and an effective negotiator.

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Robin Hoyle 3 min read

Resolving to change behaviour and why culture matters

Behaviour change is tricky. We need to work on culture. The language, skills and behaviours we seek to implement will need to be in tune with the environm…

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Steve Thurlow 9 min read

Reflections on the future of selling in manufacturing

We take a look back through the archive and a gaze ahead at the changes in selling in the manufacturing and industrial sector.

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Dr Janet Curran 3 min read

Can key account management bring true differentiation?

The reasons organisations consider a Key Account Management training implementation is because they see it as a way of increasing revenue, protecting again…

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Robin Hoyle 1 min read

Why effective coaching requires time, proper investment and specialist coaching skills

Coaching improves performance results. However effective coaching requires time, proper investment, and specialist coaching skills.

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Huthwaite International

YouGov survey findings hail listening skills as a key sales trait

A recent study by Huthwaite International reveals that decision-makers think listening skills are essential to being a successful sales person however do n…

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