The thought leadership division of Huthwaite International
Your destination for latest thinking on sales, negotiation and communication insights
Brought to you by Huthwaite's global thought leaders and industry experts
As Regional Development Director and Behaviour Change Expert at Huthwaite International Anders leads multinational and global behaviour change projects as a behavioural expert, trainer and coach. With a strong track record in industries like IT, telecomms, manufacturing, engineering, healthcare and logistics he is instrumental in Huthwaite's ongoing observational behavioural research projects, new instructional designs and digital learning innovations. Anders is a highly endorsed global expert with hundreds of personal recommendations on LinkedIn and is ranked amongst the top sales performance experts in the world.
Benjamin is a highly motivated person with a wide and diverse variety of experience and interests, both personally and professionally. His career has seen him working with companies such as Apple, the Royal Mail and in the social housing and care sector where training and development was a key part of each role. He has actively undertaken personal development throughout his career, searching out those who could best enhance his skills as a successful trainer
David is Huthwaite's Director of Sales. He is a Fellow of both the Institute of Sales Management and of the Association of Professional Sales, sits on the Management Consultancies’ Association Council and is former Chairman of the Chartered Institute of Public Relations MarComs group. He speaks all over the world, from conferences and exhibitions including World of Learning, SAMA, APMP and many international business organisations. He has also been on the judging panels for the National Sales Awards and the National Business Awards.
Dr Janet Curran is a research specialist, verbal behaviour expert and coach. Working with companies around the world she helps them to optimise their performance in key business interactions. Recent projects include evaluating the relationship between sales and marketing, identifying the challenges faced by procurement professionals in building internal relationships, and the critical role of coaching in behaviour change. She is a speaker and a key contributor to the Management Consultancy Association’s Consultancy Buyers Forum.
Mark Young Negotiation Expert, RGI President Dr. Mark Young, the founder of Rational Games, is an independent author, trainer and consultant with many years´ practical and academic experience in the area of negotiation, mediation and conflict management skills. His theoretical work is tempered by practical lessons learned as a negotiator in government (US Department of Commerce) and in the field of corporate finance and mergers and acquisitions in the US and Europe. Mark divides his time between Cambridge, Mass, Washington, DC and Berlin, Germany.
Huthwaite is an international training provider and behaviour change specialist. We help organisations to transform their sales and negotiation outcomes by helping to permanently change the behaviour of their teams.
Ian is a negotiation, arbitration and mediation specialist with experience spanning over 30 years. He has taught negotiation at Rotterdam School of Management, the Graduate School of Business in Cape Town and the Sheffield Business School. As a learning and development professional, Ian teaches corporate negotiation to many buyer and seller side negotiators in global blue chip organisations. He has worked alongside clients on real deals in both private and public sector. Ian is a published author and blogger on all things relating to negotiation. His first book, The Demand for a Living Wage, a primer for South African managers, was first published in 1988.
A professional trainer for nine years, and with a BA (Hons) in education and learning support, Jane joined Huthwaite in 2018. Bringing with her over two decades of sales experience in media and advertising, education, charitable foundations and IT, Jane has a deep understanding of the different approaches required by a diverse range of sectors in the UK. With a particular interest in strategy and leadership development, she believes that delivering training in a structured and supportive environment boosts confidence which ultimately leads to increased performance and revenue. Jane is committed to helping good people achieve better performance.
Jo has worked in people development for over 10 years. She has a degree in Psychology from De Montfort University and is an Accredited Facet 5 behavioural profiler. In her role as Engagement Consultant, Jo collaborates with clients to effectively manage and implement new initiatives in Huthwaite commercial skills globally. The result of her extensive international work brings strong awareness of the varying business cultures and practices that lead to successful business relationships and fulfil the organisational requirements of her clients.
Kay is a Sales Enablement Executive with the Huthwaite Group of Companies. A specialist in the training industry she is a content junkie, dedicated to engaging prospects, customers and stakeholders across all channels to win business and build lifetime value. Tenacious and creative, Kay is passionate about customer experience and developing optimization strategies that embrace measurable digital analysis to deliver tangible results. She is at the forefront of a new dynamic Huthwaite brand connecting to a new generation of sales professionals worldwide.
Michael Leathes is a commercial lawyer who spent almost 40 years in corporate and business roles with international companies including Gillette, Pfiser, International Distillers and BAT. He is a co-founder of the International Mediation Institute in The Hague and the author of Negotiation: Things corporate counsel need to know but were not taught (Wolters Kluwer, 2017).
Neil Clothier has been with Huthwaite for 21 years, firstly delivering and designing training, now managing Huthwaite’s team of sales and negotiation strategists. He has worked with sales and procurement divisions in sectors as diverse as logistics, IT, oil & gas, telecoms, pharmaceutical, industrial, government, professional & financial services. He has coached multi-million dollar negotiations gaining buy-in from multiple stakeholders and helping to secure robust mandates and ultimately workable and profitable deals. He is a regular guest speaker including IBM’s Asia Pacific Conference.
Neil Rackham is an author, consultant and academic who is widely recognised as one of the founders of modern sales theory. He is a leading authority on "consultative selling," an approach he pioneered and documented in a bestselling BOOK SPIN®Selling which introduced a new paradigm for big complex transactions in the worlds of sales and negotiation. Neil is the founder and former CEO of Huthwaite, where the SPIN® Selling methodology was developed and where it continues to justify its position as one of the most widely adopted tools by sales professionals everywhere.
Rachel is responsible for Huthwaite’s strategic marketing and communications across the globe. With over 20 years marketing experience, Rachel has shaped brand architecture, driven digital strategy, created content, produced events and built communities for organisations from small businesses to global brands.
Robin has spent almost three decades as a strategic L&D leader, trainer and consultant. As a writer and blogger he focuses on workforce development policies, learning strategies, tools and techniques. He has written two books, ‘Informal Learning in Organizations: How to Create a Continuous Learning Culture’ and ‘Complete Training: From Recruitment to Retirement’, both published by Kogan Page. Robin is a Fellow of the Learning and Performance Institute and the Chair of the World of Learning Conference. In his role as Head of Learning Innovation at Huthwaite International, he is exploring routes to enhancing the learning experience and the impact of all Huthwaite’s training and learning interventions.
Shaun is Head of Learning and Development with responsibility for the entire delivery capability of Huthwaite’s international network of trainers. He has a BSC in Social Sciences with Psychological Studies and is a member of the Chartered Institute of Personnel and Development. Over his 20 years as an L&D professional, Shaun has developed the sales and negotiation skills of some of the world’s largest and most successful businesses.
Steve is a sales improvement expert. He joined Huthwaite in 1991 initially as a Consultant before becoming a Director. He has designed and delivered sales improvement projects to many of the world’s leading organisations. Semi-retired he now provides freelance consultancy to the UK mid corporate sector. Steve is a Member of the Institute of Directors and a Master, and mentor, at the Institute of Sales Management
Huthwaite's CEO, Tony actively promotes the cause for sales and service excellence, and is part of the judging panels for the National Sales Awards and The National Business Awards. In recognition of his outstanding contribution to Sales and Marketing, in 2010, Tony was presented with the inaugural ISMM Lifetime Achievement Award at The British Excellence in Sales and Marketing Awards.
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