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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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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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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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.

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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.

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In the swim with SPIN^® - EDS takes Huthwaite to the channel 

What if the route to market is indirect, via channel partners? Or sales leads are generated by an external call centre? How can such a company maintain its competitive edge, by ensuring the sales techniques of third parties are of a high level and suited to the customer base? These were the issues faced by the Product Lifecycle Management (PLM) division of leading global services company, EDS.

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Huthwaite takes a Logical approach  

In response to the need for a better understanding of the customer, work was already underway in developing, among other things, a customer satisfaction survey and value analysis. Key to achieving greater customer focus however was the need for a fresh direction in its training programmes.

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The Technology Partnership honing selling teams 

Partnership consultants need selling skills to promote technology consulting and strategic business consultancy, a field in which The Partnership excels. Huthwaite's SPIN^® Selling Skills training techniques are used to train new consultants in the disciplines of effective strategic selling and to hone the skills of the more experienced.

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