David Freedman of Huthwaite International has advice for companies trying to sell their way out of the recession.

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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!

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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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David Freedman, IT business director, Huthwaite International, offers his top tips for retaining business in difficult times.

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Quantel recognises the importance of equipping its staff with the right skills and techniques. Before arriving at the decision to choose Huthwaite's open programmes, Quantel's Head of Commercial Operations, Geoff O'Sullivan, went through a review process asking: "Where are we now, and where do we want to be in five years time?".

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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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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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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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A chance to meet Yorkshire and the Humber's IT & Telecoms professionals. Why not visit us on stand 23

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