Insights, Research and Resources for today's ambitious sales teams

Our sales and negotiation methodologies are the most researched and validated in the world. Download sales, negotiation, communication, learning & development or industry specific research to discover the differences they can make to your business.

SPIN Evidence of return on investment

Seven companies share their SPIN journeys and return on investment evidence.

Concerns - the end of cycle sales killer

Learn how to create confidence in your solution and your ability to deliver.

Developing sales opportunities

Learn how high performance sellers handle common scenarios and the tactics they adopt when a prospect isn't ready to buy.

Why do bad things happen to good new products?

Discover why customer enthusiasm for new products evaporates.

The science behind SPIN Selling

A look at the research that pioneered a new era in sales and brought success to businesses of all sizes.

How to create and capture value

Learn the value creating behaviours needed for successful selling from our global study.

Surviving economic uncertainty

Five key elements businesses must consider when economic factors impact planning and investment decisions.

Developing outstanding customer service

Discover key insights of complaint resolution behaviours in corporate customer service.

Going for growth - How to ensure business success

Key researched capabilities that your business needs to grow to the next level.

Developing profitable client relationships

Learn how successful sellers work with customers and foster successful account development.

Remote selling behavioural tips & advice

With major changes for many in how to go about sales calls, where do you start?

What are customers thinking?

Learn how successful salespeople uncover, clarify and help resolve customer concerns in unprecedented times.

Proposals - the silent sales killer

Learn why your sales proposals may be missing the mark with customers.

Five questions investors should ask their portfolios

Supercharge the growth of your investment portfolio's, essential reading for business investors.

The case for the human - AI as sales co-pilot

Does AI present a real opportunity for sales organisations and their people?  Top tips for intelligently embracing the future of sales

Negotiation performance - the key to long-term business growth

Download our benchmark study of how the world’s largest organisations negotiate.

How well are you negotiating

Key insights from the biggest global survey into successful negotiating behaviours.

Are you negotiating or concession making?

Learn how successful negotiators avoid the most common traps.

Developing effective negotiation skills

Learn the behaviours skilled negotiators depend on to achieve successful negotiations.

The state of our nation

Download the report to discover the biggest challenges for businesses, and the strategies leaders are putting in place to address them.

Mastering the art of negotiation

Gain expert insights and take your negotiation skills to new heights with our whitepaper, 'Mastering the Art of Negotiation.’

Communicating effectively in a virtual world

Learn the tactics that skilled communicators depend on to ensure virtual meetings are purposeful, engaging and focussed.

Become a Future Leader in a changed business climate

Discover how you can overcome new business challenges, improve team performance and excel in a changed, post pandemic world.

Coaching - The key to lasting performance improvement

How to achieve sustainable behaviour change when coaching for business performance.

How to assess a training design

Learn the fundamental design principles for effective skills training programmes.

Challenging change and culture

Learn why introducing new skills and behaviours is the first step to cultural transformation.

Changing behaviours – remotely

Discover practical advice for delivering training virtually and digitally.

L&D Trends in 2021

Discover which aspects of virtual learning might endure and what aspects should be forgotten as things eventually return to normal.

Making learning stick

Discover the practical and cost-effective ideas L&D professionals leverage to support and drive the application of their training initiatives.

How to excel in medical devices sales 

Discover why the convergence of data and sales behaviour change is essential for future success in the Medical Devices sector.

The telecommunications tech trap

Learn why bad things happen to good new telecommunications products.

Medical Devices - Sales imperatives

Medical Devices sales leaders share their selling challenges and problem solving strategies.

Logistics - A transforming industry

A review of market challenges and the strategic imperatives for sales leaders and their teams.

Successful selling in the Logistics industry

Crucial intelligence for Sales leaders at the sharp edge of international Logistics.

Improving negotiation performance in Logistics

Successful negotiating behaviours every procurement team need to know.