26 Articles Found. Displaying page 1 of 3:
Playing the game: effective strategies for combating reverse auctions
White paper
How can selling organisations breakthrough the commoditising effects of procurement technology? This whitepaper shares key research insights from Huthwaite's 2007 global study and offers real world case studies, tools and strategies for combating the impact of reverse auctions.
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Managing Power in Negotation
White paper
Is power really in the head?
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Coaching - the key to lasting performance
White paper
Coaching offers the greatest potential to increase performance at a lower cost than almost any other initiative an organisation can take, yet it is a route too seldom travelled. There is ample evidence too that many attempts at coaching end in disappointment and failure. This white paper sets out some ground rules that will help anyone to set up a coaching project with the best possible chance of producing real and lasting performance change.
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Proposals - the silent sales killers
White paper
In this white paper Richard Graham looks at how customers buy and the skills and strategies salespeople need to influence the buying decision. Included is a simple proposal analysis questionnare to enable you to assess your own proposals.
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Developing competitive advantage
White paper
This white paper examines some of the ways in which competitive advantage can be built in any major sale, starting with the need to identify competitive differentiators and exploring how to exploit them to build a commanding position in the account.
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Why bad things happen to good new products
White paper
A significant new product is about to be launched. It's technologically innovative, it meets a clear market need and, best of all, it leapfrogs the competition. The product is introduced to the salesforce and they report back great initial enthusiasm from the marketplace. So why does a product with such great promise seem to be struggling for its life?
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Warning: product launches can seriously damage the health of new products
White paper
This article first appeared in Pharmafocus in January 2002. The article covers Huthwaite research into the common traps which reduce the impact of new product launches and suggests actions which can be taken to increase the chances of success. The article contains research data showing the changes in behaviour of salespeople selling new products compared to existing ones and the negative impact this can have on customers.
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Why salespeople fail to make major sales
White paper
Are your salespeople selling in the type of selling situation outlined here? If so, do they fully understand what goes on during that sales process? Have they the skills necessary to manage such sales successfully?
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Surviving the mid-sale crisis
White paper
This white paper explores some of the issues that can kill the sale mid-cycle if they are not handled correctly and sets out some of the actions to help ensure sales success. In particular, it explores the buyer's decision making process, and some of the skills and strategies that can be influential at this crucial stage of the buying cycle.
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