26 04, 2016

Behaviours practiced by skilled negotiators

April 26th, 2016|Articles|

The secrets of skilled negotiators. Negotiation is something that never seems to be out of the news, or out of our lives. Whether it’s the terms of EU membership, the future of UK steel, the forthcoming US electoral conventions or the latest deal we’re trying to conclude with a customer or supplier, the word [...]

22 04, 2016

Siemens and Huthwaite reach for economic growth – and pick up an award in the process

April 22nd, 2016|Case studies|

The relationship between Huthwaite and Siemens spans several decades, market segments and continents, and has covered the adoption of many practical skills for improving complex sales and negotiations. Every project has had its notable achievements, but perhaps none has been as visible as the current work in Greece. Not only has it begun [...]

21 04, 2016

What do you bring to the negotiating table?

April 21st, 2016|Articles|

Five tips for the negotiating table.. Huthwaite research suggests that most people, in most places, get the skill of negotiation wrong, most of the time. This is costly. Sales people leave potential profit on the table. Buyers don’t get the best supplier terms. Colleagues from different departments fall out over resource allocation or project priorities. [...]

18 04, 2016

Urgo Medical and Huthwaite – a measured approach

April 18th, 2016|Articles|

 A sales transformation success story. Every organisation that embarks on a training project – particularly in a vital discipline like sales skill – wants to know that it’s working. There have always been soft measures to establish whether people have enjoyed themselves and whether people feel they have learned something. But how often can [...]

16 04, 2016

Invista – expanding capabilities

April 16th, 2016|Case studies|

Working with Huthwaite International, global polymer and fibre specialist INVISTA took a flexible approach to improving negotiation skills and value-selling LYCRA® fibre and other speciality apparel lines. LYCRA® fibre has enabled the manufacture of comfortable garments around the world for more than 50 years now. But even selling and marketing established brands such [...]

12 04, 2016

Boosting the health of customer service delivery at Medtronic

April 12th, 2016|Case studies|

For more than 60 years Medtronic has been a global leader in pushing the boundaries of medical technology in changing the way the world tackles chronic disease, providing treatments and therapies for such problems as nervous disorders, cranial and spinal conditions and diabetes. However, Medtronic had come under increased pressure as new competitors entered [...]

5 04, 2016

Zurich Municipal Investing Across the Generations

April 5th, 2016|Case studies|

ZM’s relationship with Huthwaite International dates back all the way to 1995, when the then management engaged Huthwaite for its sales call execution model - SPIN® Selling Skills - and its major opportunity management methodology - called Account Strategy or AS. A couple of years ago they came back, to re-introduce both SPIN® and [...]

3 04, 2016

Training and engaging young talent in China

April 3rd, 2016|Articles|

Key methods for helping young talent in China achieve its potential. The Global Leadership Forecast – the largest study of its kind – recently found that only 19% of Chinese leaders reported they were 'very prepared' to create an optimal workplace where employees deliver their very best. Furthermore, the report, published by Development Dimensions International [...]