What are your customers thinking?

Discover how to uncover, clarify and help resolve concerns in full co-operation with your customers.

Sales Insights

Your destination for essential white papers, guides, resources and case studies, created from Huthwaite’s expertise and experience in sales behaviour change - designed to help you do better work and achieve your goals.

Browse below for our point of view on all sorts of sales development related topics.

Will virtual selling become normalised sooner than we thought?

Virtual selling means we have new tools and skills to master. But we must remember the unchanging behaviours that make successful sales people stand out.

Eight sales tips to futureproof your business

Learn the eight tips to help futureproof your business. These simple sales skills can help improve your chances of sales success.

Medtronic case study - Inside Sales teams herald a new era in medical sales

Medtronic is addressing the changing needs of the healthcare sector by providing faster and easier access to medical supplies using consultative SPIN® Selling skills.

Remote selling behavioural tips and advice

Discover the techniques for planning, opening and developing your sales calls remotely.

How can salespeople use SPIN® Selling questions?

Learn how salespeople can learn to effectively use the use SPIN® Selling questions. Discover the common problems they face when tying to apply new sales techniques.

Stop talking and start listening

A recent study has revealed that 85% of individuals believe that they should be listened to carefully by salespeople. However only 39% felt this was true the last time they made a substantial purchase.

The changing face of business to business selling

Business to business selling is changing. Discover how to prepare your sales teams for the future of selling.

The top ten myths in sales strategy

Discover the truth behind the top ten myths in sales strategy. Knowing what is true and what is perceived wisdom can make a huge difference to your sales success.

Dachser Logistics case study - recruiting outstanding sales talent

Learn how Dachser Logistics developed an integrated approach to recruitment and training to quickly and accurately identify the best candidates.

How to build your sales confidence

There are several elements to consider when attempting to build your sales confidence. The key word is build, real confidence can’t be learned, it comes from knowing you are doing the right things well.