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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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.

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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?

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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.

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Negotiating continued growth at IBM Germany 

For IBM Germany to succeed in the long-term it needs strategies for contacting clients, creating agreements and negotiating appropriate outcomes in the growing services market - especially outsourcing.

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IBM sales staff expand their skills portfolio 

IBM, historically the giant of the IT industry, is now once again showing strong business performance. Across Europe, Huthwaite has been involved in various projects to hone the interactive skills of the customer facing staff.

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Strategic sales training helps Oracle to cope with changing market forces  

Oracle is committed to establishing a longer-term relationship between seller and customer and is reinforcing that by applying its success models to Oracle's multilevel sales, and to sales via third party channels.

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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.

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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.

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