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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SPIN^® project overview 

Motorola
White paper

It is not often that a group like Huthwaite International has the opportunity to have their work objectively evaluated by a disinterested outsider. Such an opportunity arose when Motorola Corporation engaged Martha Silliman to evaluate a pilot SPIN^® Project in Canada, prior to a large-scale implementation.

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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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KSS and Verint target more effective proposals 

KSS and Verint are companies from rather different parts of the IT sector - but with one thing in common. Both sucessful at selling, they clearly understand that improving the way they make written proposals for major opportunities - making them more compelling for busy people to read and making a better job of incorporating real customer needs into the proposed solution - would make them better still. To read the full article download the pdf below.

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Nexor spreads SPIN^® message company-wide 

At Huthwaite, an issue that our clients acknowledge more and more is the need for their whole organisation to understand the sales process used by its sales team.

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BT Systems Integration looks to build long-term customer relationships  

This article describes a training project to help Systems Integration Managers work more effectively with their internal customers. The overall aim of the project was to help managers move from their expert role to a more consultative role where their objective is to explore their internal customer needs in depth before offering solutions. John Ames, Manager at BT Network Integration Centre describes the work with Huthwaite as "The most formidable course I have ever been on".

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SPIN^® helps make the right connections at Lucent Technologies GSM Division 

Lucent Technologies GSM Division found that by examining blocks to the successful implementation of SPIN^® Selling Skills it was able to start to encourage a change in both process and culture.

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