24 03, 2016

How to negotiate success

March 24th, 2016|Articles|

How to negotiate effectively. Successful negotiation, whether for a massive sale, settlement of an industrial dispute, or agreement of commonplace but important workplace issues, isn’t any of these. It’s a careful mix of deliberate process and skillful verbal behaviour. Both are rooted in best practice, and both can be learned. In an article David [...]

14 03, 2016

Scattergun sales approach shown in new survey

March 14th, 2016|Press releases|

Press release, March 14 2016. Most large companies (67 per cent) have no sales methodology. Only 16 per cent of respondents in manufacturing say their organisation has a systematic approach to selling. Only 12 per cent of respondents in construction have a sales methodology. Some 70 per cent of business decision makers have [...]

14 03, 2016

Is there a lack of sales methodology in the manufacturing industry?

March 14th, 2016|Articles|

Manufacturing a better sales process. Some joint research with YouGov showed that 70 per cent of UK business decision makers have admitted that their organisations do not have a systematic approach to engaging with customers and prospects. No industry does particularly well, but manufacturing, with much talk recently of the pivotal role it will play [...]

11 03, 2016

New Product Sales Exceed All Expectations For Hollister

March 11th, 2016|Case studies|

Selling in a mature market, where sales have to be won from well-established competition can be difficult in itself. But when the market, by its very nature, is also conservative and cautious in its buying behaviour the salesforce can be in for a tough time. A marketplace very familiar to Hollister, a world [...]

6 03, 2016

Sales Through Service Creates a Swell of Customer Compliments For Manx Telecom

March 6th, 2016|Case studies|

Deregulation of the local fixed and mobile telephony market has caused many changes in recent years. “Like BT on the UK mainland more than a decade earlier, 2006 marked a watershed for our business, as we came under increased scrutiny as a result of new entrants to our core market for the first [...]

6 03, 2016

SMA Sales Event 2015 – Huthwaite International keynote speaker

March 6th, 2016|Videos|

Sales Management Association Sales Event. 5th March 2015, Netherlands. Huthwaite International was pleased to be a keynote speaker at the 2015 Sales Management Association (SMA), Netherlands. The SMA Sales Event is an annual occasion which presents sales professionals with opportunities for networking and knowledge sharing. This year's event focussed on 'The power of sales'. [...]