Are you persuasive? Learn the verbal behaviours and methods that you can use to influence and and persuade others.

How can salespeople work better with procurement departments to improve both their own sales success and procurement’s standing and leverage in the business?

Looking to improve your sales strategy? Learn how top salespeople use persuasive case analysis to uncover customer needs and value.

Watson-Marlow Fluid Technology Group is a world leader and premium provider. They share their experience on using SPIN® Selling to counter market pressure on...

Many professionals are fearful or uncomfortable with challenging their business. But it can be a highly effective strategy. Here's why.

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

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 like...

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

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