Huthwaite’s picks

A survey conducted through YouGov has found that 85 per cent of respondents believe a good buying experience involves a salesperson listening carefully in...

Mind the gap: Salespeople missing the mark with clients?

If you want a career in the City, you’ll need to be a good negotiator. It’s a skill that pops up again and again.

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

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 changes...

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

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 environment...

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

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