Steve Thurlow

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

Posts by Steve Thurlow

Decisions, decisions – map out your decision-making unit to sell more effectively

Steve Thurlow 26 Mar 2019 • 3 min read

Articles

3 min read

Decisions, decisions – map out your decision-making unit to sell more effectively

Larger, more complex sales are often accompanied by lengthier sales cycles, intense competitive activity and multiple decision makers.

How manufacturing companies can shift from product to value sell

Steve Thurlow 01 Feb 2016 • 1 min read

Articles

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 changes...

Reflections on the future of selling in manufacturing

Steve Thurlow 12 Jan 2016 • 9 min read

Articles

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.

Steve Thurlow 09 Sep 2015 • 2 min read

Articles

2 min read

Her Majesty the Queen - arguably the most successful British brand of the last 64 years

From a commercial point of view, she is arguably the most successful British brand of the last 63 (nearly 64) years. So what has she got so right, and what...

Steve Thurlow 17 Dec 2014 • 1 min read

Articles

1 min read

Is consultative selling dead?

The advent and growth of new technologies and business processes create challenges that sales organisations have to address, which inevitably means the role of...