17 12, 2014

Is consultative selling dead? How to Sell in 2015

December 17th, 2014|Opinion|

How to sell value - consultative selling Forbes just-published ‘Top ten business trends that will drive success in 2015’ leads with the assertion ‘The role of sales people will evolve’.   For those of us who train people in how to sell, this comes as no surprise. The advent and growth of new technologies and [...]

5 12, 2014

Latest global negotiation research

December 5th, 2014|Opinion|

In 2014 Huthwaite International launched its biggest ever global survey into the tactics and behaviours that people deem effective when at the negotiating table. We based the content of the global negotiation research survey on the findings of our original negotiation research conducted a number of years ago. The difference between the two research [...]