Executive Network reaps a ten-fold return on their training investment 

Executive Network is a fast-growing recruitment consultancy for the FMCG market, being very successful in the food manufacturing and retail sectors. When Barrie Moore was brought on board as Sales and Marketing Director to help facilitate expansion into new FMCG markets, he quickly recognised the need to develop his own skills and those of his consultant team if the companies ambitious growth targets were to be met, so attended Huthwaite's SPIN^® Selling Skills and Account Strategy for Major Sales programmes earlier this year, which has already paid for itself 10 times over.

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IMS Health - consistent, exceptional service across Europe 

When a company relies on a network of national service teams to provide Europe-wide service, it is vital that they use a mode of communication that is appropriate to their market, consistent with their sales teams and helps them effectively realise business opportunities. IMS Health discovered the benefits of combining local expertise with consistency when Huthwaite were retained to deliver a pan-European solution to their needs.

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Huthwaite score 'excellent' with pharmaceutical intelligence provider, IMS 

Tried & Tested

Ian Froggatt, director of sales operations at pharmaceutical intelligence provider, IMS, describes the critical role played by a behaviour change programme in meeting the challenge of new markets and increased competition.

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SPIN^® in Russia 

Q: When PACC, Russia's leading consulting company wanted to: increase the quality of their clients handling; improve the quality of sales; sell at a higher price and increase the probabilty of closing a deal, who did they turn to, to help them achieve this?
A: Huthwaite Russia, of course.

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Cornwell Management Consultants gives praise where it's due 

Powerful testimony to the effectiveness of SPIN^®.

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Vertex - spreading the word  

When you're in the business of managing your client's own customer relationships, effective communication is essential. Vertex recognised a need for a common approach to sales at every customer touch point and began their search for a world-class methodology. Vertex explains how their work with Huthwaite sees them likely to cut bid conversion rates to an impressive 2:1.

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Eversheds finds a rare and cherished skill in Huthwaite 

Lawyers too, need consultative selling skills nowadays. Dave Clark, Director of Training and Development at Eversheds, discusses the changes in the market for legal services which demand a closer, more partnership-style relationship with clients. These changes have been addressed through training supplied by Huthwaite to help the team develop a more consultative approach to selling.

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Consultative sales programme lifts IMS 

To facilitate the move into a new market in data analysis and manipulation IMS needed to reposition the salesforce to be a consultative, client focused team spanning the globe with a single, and quality assured solution.
Huthwaite assisted this process through a series of training courses covering SPIN^® selling, Account Strategy for Major Sales, Negotiation skills and elements of management skills.
There are comments on the project from Greg Parish, Group Director for Sales Development at IMS.

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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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