Global research

Our sales and negotiation methodologies are the most researched and validated in the world. Download our research to discover the differences they can make to your organisation.

Sales research

SPIN® Selling – Evidence of return on investment

SPIN® Selling – evidence of return on investment

Seven companies share their SPIN® journeys and return on investment evidence.

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Concerns - the end of cycle sales killer

Concerns - the end of cycle sales killer

Learn how to create confidence in your solution and your ability to deliver.

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Developing sales effectiveness

Developing sales effectiveness

An outline of behaviours relied on by high performance sellers.

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Why bad things happen to good new products

Why bad things happen to good new products

Discover why customer enthusiasm for new products evaporates.

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The science behind SPIN®Selling

The science behind SPIN®Selling

Learn the science behind SPIN® methodology.

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How to create and capture value

How to create and capture value

Learn the value creating behaviours  needed for successful selling from our global study.

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Surviving economic uncertainty

Surviving economic uncertainty

Five key elements businesses must consider when economic factors impact planning and investment decisions.

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Developing outstanding customer service 

Developing outstanding customer service 

Discover key insights of complaint resolution behaviours in corporate customer service.

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Going for growth - How to ensure business success

Going for growth - how to ensure ongoing business success

Key researched capabilities that your business needs to grow to the next level.

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Developing profitable client relationships

Developing long-term profitable client relationships

Learn how successful sellers work with customers and foster successful account development.

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Remote selling – behavioural tips and advice

Remote-selling-behavioural-tips-and-advice

With major changes for many in how to go about sales calls, where do you start?

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What are customers thinking?

what-are-customers-thinking

Learn how successful salespeople  uncover, clarify and help resolve customer concerns in unprecedented times.

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Negotiations research

Improving corporate negotiation performance

Improving corporate negotiation performance

Download our benchmark study of how the world’s largest organisations negotiate.

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How well are you negotiating

How well are you negotiating

Key insights from the biggest global survey into successful negotiating behaviours.

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Are you negotiating or concession making?

Are you negotiating or concession making?

Learn how successful negotiators avoid the most common traps.

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Developing effective negotiation skills

Developing effective negotiation skills

Learn the behaviours skilled negotiators depend on to achieve successful negotiations.

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The commercial state of our nation

The commercial state of our nation

Download the report to discover the biggest challenges for businesses, and the strategies leaders are putting in place to address them. 

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Learning and development research

Coaching - The key to lasting performance improvement

Coaching - the key to lasting performance improvement

How to achieve sustainable behaviour change when coaching for business performance.

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How to assess a training design

How to assess a training design

Learn the fundamental design principles for effective skills training programmes.

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Challenging change and culture

Challenging change and culture

Learn why introducing new skills and behaviours is the first step to cultural transformation.

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Changing behaviours – remotely

changing-behaviour-remotely

Discover practical advice for delivering training virtually and digitally.

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Industry specific research

How to excel in medical devices sales 

How to excel in medical devices sales 

Discover why the convergence of data and sales behaviour change is essential for future success in the Medical Devices sector.

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The telecommunications tech trap

The telecommunications tech trap

Learn why bad things happen to good new telecommunications products.

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Medical Devices - Sales imperatives

Medical Devices - sales imperatives

Medical Devices sales leaders share their selling challenges and problem solving strategies.

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Logistics - A transforming industry

Logistics - A transforming industry

A review of market challenges and the strategic imperatives for sales leaders and their teams.

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Successful selling in the Logistics industry

Successful selling in the Logistics industry

Crucial intelligence for Sales leaders at the sharp edge of international Logistics.

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Improving negotiation performance in Logistics

Improving negotiation performance in Logistics

Successful negotiating behaviours every procurement team need to know.

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