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Your customers have never had so much information. The sheer number of communication channels available to marketers has provided a platform for engagement and transparency like never before. Marketers now talk about multichannel and omnichannel strategies which also bring with them the potential for a dramatically reduced cost of sale. This has led to a deluge of supplier activity and messaging from all sides and on every available platform.
So how do you stand out? While focusing on the task of trying to cut-through all the noise on these channels, it is easy to lose sight of the core principles of marketing communication and the value they bring in creating a brand that truly stands out.
Practical steps in developing marketing collateral that resonates and aligns with how your sellers use SPIN selling
Tools and methodology to create customer and market centric messaging at both customer and market levels
An understanding of where marketing activity fits within the customer buying cycle
Key messaging that will really help you build value for your customers
A shared understanding of the behaviours proven to increase sales success
Value propositions and their resulting marketing messages can be successfully reviewed and adapted for different markets.
Build comprehensive persuasive cases around your strongest differentiators that you can communicate across all channels.
Pre-handle and neutralise any initial concerns with targeted marketing messages.
Understand the stages of the customer buying cycle and ensure your messaging is relevant and benefit focused at every stage.
Help you conduct meaningful competitive analyses at both market and product level to determine your strongest differentiators.
Evaluate how customer-centric your current marketing is and therefore what your next steps should be.
A flexible, robust virtual classroom experience that eliminates the need for travel and has all the key features of a physical classroom environment.
An engaging, personal classroom experience that encourages deep focus, with face-to-face, facilitator-led training.
Each SPIN trainer must be officially licensed and regularly monitored in order to ensure they can combine our unique methodology with a high quality, consistent learning experience.
Our ongoing research into customer behaviour means our SPIN Marketing methodology has evolved, allowing us to expand our training offering to other key areas in your business:
Provide effective solutions for customers by building persuasive case around their individual problems.
Learn how to confidently coach others on SPIN principles in this immersive course.
SPIN Opportunity Management
Learn how to maximise complex sales opportunities through a focus on the journey customers make in arriving at a major buying decision.
Our sales, negotiation and communication methodologies are the most researched and validated in the world.
Backed by ongoing scientific research, adapting to changing customer behaviour.
Truly international, teaching SPIN Marketing behaviours to leading organisations across the globe.