Computacenter 

A holistic approach to Project Management

The deal is done, the sales team have won the business, all that is left to do is roll out the project – straighforward you might think. Yet ask the client and the project implementation team and they may well see things differently!

Download / View (717KB)

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?

Download / View (113KB) Registration Required

Oracle developing a common language for strategic selling  

Team building can be one of the most difficult and also one of the most rewarding aspects of any Director's role. The ability to build a successful and, above all, cohesive unit can often prove particularly troublesome - after all, even the slightest breakdown in communications can result in a level of underperformance that can undermine the organisation's entire strategic focus. But what, then, is the secret of building a successful team?

Download / View (94KB)

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)

Major IT company implements global major sales project 

When this global IT company found the need to review it's sales strategy, process and skills, it revealed a need to develop a more consultative relationship with customers and develop an organisation that was more customer focused. Huthwaite was selected to deliver the major account selling skills project.

Download / View (86KB)

Oracle uses SPIN^® selling methodology for increased customer focus 

When the senior management of Oracle EMEA set a new business objective - 'to become the most admired software company in the region' - they challenged their teams in each country to make it happen. As a result they decided to use Huthwaite's SPIN^® selling methodology to help them achieve this.

Download / View (193KB)

The art of exhibitionism 

For many IT companies, trade shows form the single biggest part of their annual sales and marketing budget. Yet how often do you come away with the nagging feeling that it was not worth the time and money in exhibiting - a question which may regularly be asked, rather more pointedly, by your board of directors?

David Freedman, IT sector head of Huthwaite International, looks at why people are key to making the most of your exhibition investment.

Download / View (58KB)

Tuning into the customer 

You can't train your engineers to be salespeople but, says David Freedman of behaviour change consultancy, Huthwaite International, you can help them gain the skills to grow business from your existing customer base.

Download / View (74KB)

SPIN^® is embedded into the sales culture at Select Business Solutions 

How would you like to achieve 340% of your sales target?

Steve Latchem, vice president of global business development and professional services at Select Business Solutions, achieved this as a direct result of using SPIN^®.

Download / View (191) Registration Required