Think global. Act local. 

The issues facing a global sales model

As more and more companies operate on a global, rather than national, basis, Huthwaite explores the issues around rolling out a sales model which is applicable across business, cultural and linguistic boundaries.

Download / View (200KB)

Aggreko plc chooses Huthwaite for global delivery and accountability 

Aggreko plc took its time choosing a behaviour change partner, recognising the enormous potential impact of the right choice. In Huthwaite they found a partner who delivered even more than the rigorous selection process demanded.

Download / View (155KB)

Aligning sales and marketing at Baxter Healthcare 

In 2002 Baxter Healthcare involved Huthwaite in training for the European Marketing Group responsible for the development of promotional support materials. The objective was to align the promotional materials with the SPIN^® sales approach adopted by the sales force, to produce materials, which focused on how the products could solve customer problems and meet their needs rather than just describe the solution. The article contains comment from Jon Parker, Director of Training at Baxter Healthcare, about the needs behind the project, the approach taken by Huthwaite and the results achieved.

Download / View (97KB)

Sun sets it's new goals 

Training at the network computing company Sun Microsystems highlighted the importance of understanding customer needs as it moved from a product - to a solutions-based offering.

Download / View (197KB)

Beckman Coulter launches PROSELL initiative using Huthwaite's international capabilities  

The first of 2 articles on Beckman Coulter as it launched its PROSELL initiative to 53 managers at their international conference in Switzerland . The article discusses the setting up and delivery of a global sales training initiative.

Download / View (79KB)

Huthwaite helps Oracle in Moscow and around the world  

Moscow is one of the most challenging places to train as well as to sell these days. That is why negotiation skills are so very important to a supplier like Oracle, operating in the competitive software market.

Download / View (93kb)

Egypt recognises a need for internationally acclaimed sales development solutions 

Egypt is currently experiencing a period of change and unprecedented growth in terms of both its population and GDP. As it drives towards a more competitive, modern ecomony individuals, small businesses, organisations and the government alike recognise that it's essential for the development of strong sales and business skills, as key to its survival.

Download / View (48KB)

SPIN^® in Russia 

Q: When PACC, Russia's leading consulting company wanted to: increase the quality of their clients handling; improve the quality of sales; sell at a higher price and increase the probabilty of closing a deal, who did they turn to, to help them achieve this?
A: Huthwaite Russia, of course.

Download / View (117KB)

Growing our international resource 

Many companies will claim to have international coverage. Few however can demonstrate the kind of quality and depth of local resources that we at Huthwaite can.

Download / View (31KB)