/Articles
9 01, 2017

Key behaviours that form a smarter, highly effective approach to sales

January 9th, 2017|Articles|

Tony Hughes, CEO, Huthwaite International. Published in Business Review Europe, January 2017 Key behaviours for successful selling Want to know how to out-think and out-perform your competition and become a more effective sales professional? At Huthwaite International we have spent decades observing and researching the behaviours used by the most successful sales people and then passing [...]

3 01, 2017

Introducing our new brand

January 3rd, 2017|Articles|

New Year, New Brand Tony Hughes, CEO, Huthwaite Group of Companies I am delighted to announce that Huthwaite International, a world leader in sales, negotiation and communication skills development, has a new brand identity. Our rebranding reflects important developments in Huthwaite’s continued growth and success. The first development is tied to the ever [...]

5 12, 2016

Not negotiable! Why businesses must negotiate more effectively

December 5th, 2016|Articles|

Insights into effective negotiation - 5 key tips Tony Hughes, CEO, Huthwaite International. Published in Management Issues While ineffective negotiation within governments receives high-profile media coverage, the problem is equally widespread within businesses and highly damaging to organisations across all industries. Research by Huthwaite spanning four decades reveals that most people, in [...]

17 11, 2016

Net procurers first

November 17th, 2016|Articles|

Why helping corporate buyers will boost your deal making success David Freedman, Head of Business Development, Huthwaite International. Published in Winning Edge, the journal of the Institute of Sales Management, November 2016 How can salespeople work better with procurement departments to improve both their own sales success and procurement’s standing and leverage [...]

25 10, 2016

Staying virtually connected across the globe

October 25th, 2016|Articles|

Tony Hughes, CEO Huthwaite International. Published in Changeboard Making long distance business relationships work can be extremely challenging but technology has allowed us to overcome these challenges, or has it? We may think that technology can fix everything but as many organisations have learnt, the move towards virtual can equally add complications if [...]

30 09, 2016

How not to make a sale

September 30th, 2016|Articles|

What makes a successful salesperson? Tony Hughes, CEO Huthwaite International. Published in Customer Experience Magazine What makes a successful salesperson? Fast talking, pushy, and pressurising? Or at least that’s what most people think but the reality is that salespeople like this would not last long in the real business world. Salespeople are often having [...]

21 09, 2016

What we measure matters

September 21st, 2016|Articles|

How to assess Return on Investment Tony Hughes, CEO, Huthwaite International. Published in Customer Experience Magazine For anyone involved in learning programmes, how to assess Return on Investment (ROI) is a constant question and correctly so. If we can’t prove that what we are doing is having a quantifiable benefit then perhaps we [...]

13 09, 2016

Sales skills identified as vital for career progression

September 13th, 2016|Articles|

Are your skills fit for career progression? Research in partnership with YouGov Findings from Huthwaite’s recent research with YouGov with senior business leaders have identified key skills used by successful salespeople as vital for progression in any career. 51% of respondents deemed listening skills as the most important skill for career progression, followed [...]

15 07, 2016

Classroom training: Villain of L&D?

July 15th, 2016|Articles|

Are you maximising on the opportunities of classroom training? Robin Hoyle, L&D expert and Partner to Huthwiate International. Published in The Corporate Learning Consortium “A classroom can be the catalyst for informal learning. It can give people permission to think differently and to plan what they need to learn and how. It can [...]