1 min read
Neil Rackham discusses the origins of the SPIN acronym, exploring its components and the challenges in naming the final element.
Huthwaite’s picks
1 min read
Neil Rackham discusses the origins of the SPIN acronym, exploring its components and the challenges in naming the final element.
Recent blog posts
4 min read
Discover the underlying issues and explore why leadership training fails to enhance effectiveness, examining job design, selection processes, and focus.
4 min read
Discover why good products fail after launch, focusing on sales behaviours, customer needs, and the importance of problem-led conversations in B2B environments.
1 min read
Neil Rackham discusses the extensive research behind SPIN Selling, highlighting the importance of coaching in achieving significant sales improvements.
2 min read
Neil Rackham reflects on SPIN Selling, emphasising the shift from transactional to consultative sales in a digital landscape.
1 min read
Explore how future-oriented problem questioning in sales enhances consultative selling and builds lasting relationships.
2 min read
Explore the importance of simplicity in sales methodologies and how systematic coaching can drive significant behaviour change in sales teams.
3 min read
Learn how to build an AI-first sales organisation by focusing on leadership, structured methodology, and embracing a culture of continuous improvement.
1 min read
Explore Neil Rackham's insights on the enduring relevance of SPIN Selling and the importance of questioning skills in modern sales.
Sales
1 min read
Neil Rackham discusses the origins of the SPIN acronym, exploring its components and the challenges in naming the final element.
6 min read
Discover why good products fail after launch, focusing on sales behaviours, customer needs, and the importance of problem-led
2 min read
Neil Rackham discusses the extensive research behind SPIN Selling, highlighting the importance of coaching in achieving
Negotiation
4 min read
Learn how Zuhlke equipped their Technical Consultants and Project Managers with sales skills for their direct customer
9 min read
Discover the common negotiation mistakes even seasoned professionals make and learn effective strategies to enhance your
11 min read
Achieving a win-win in negotiation discussions can be tough. Gain invaluable perspectives on strategies to help you negotiate
Communication
6 min read
Discover how the SPIN framework can transform persuasive communication in leadership, team meetings, coaching, negotiations, and
6 min read
Learn strategies to create persuasive presentations that drive business growth and avoid common mistakes. Enhance your skills
6 min read
Discover the essential role that middle managers play in an organisation and find out how effective verbal behaviours and