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The thought leadership division of Huthwaite International

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Why measuring sales productivity is important and how to do it effectively
By David Freedman | April 3, 2018

What makes a successful seller in the digital age?
By Karen Woodhead | March 28, 2018

Agile sales – the key to succeeding in the new disruptive landscape
By Huthwaite International | March 14, 2018

The changing face of B2B selling – Why SPIN® is more crucial than ever
By Tony Hughes | March 14, 2018

Fact or Fiction? The top 10 myths in sales
By Huthwaite International | January 17, 2018

Learning strategies for a changing workforce
By Robin Hoyle | December 6, 2017

How persuasive are you when it really counts?
By Kay Jepson | December 1, 2017

Creating an Effective Learning Environment
By Robin Hoyle | November 29, 2017

How great commercial skills can help logistics players ride environmental levies
By Tony Hughes | November 22, 2017

 E-Commerce – compelling opportunities for smaller logistics companies
By Tony Hughes | November 13, 2017

Narrowing the skills perception gap
By Shaun James | November 10, 2017

Smart intermediate players are set to strengthen the Logistics supply chain
By Anna Home | November 8, 2017

Could revealing the economic impact to the UK on Brexit effect negotiations with the EU?
By Tony Hughes | November 8, 2017

The rise of Artificial Intelligence provides new opportunities for logistics companies
By Tony Hughes | November 1, 2017

How to assess a training design
By Huthwaite International | October 26, 2017

The age of the drone – why the logistics sector needs to innovate to accommodate
By Tony Hughes | October 18, 2017

SKF implements key accounts strategy
By Huthwaite International | October 6, 2017

How to be persuasive
By David Freedman | September 6, 2017

Cutting through the noise – five steps to develop a win-win sales deal
By David Freedman | September 4, 2017

Brexit shines spotlight on negotiating – revealing hidden growth area for businesses across the globe
By David Freedman | August 29, 2017

Why high performance coaching can make you an outstanding Sales Leader
By Anders Hjort | August 7, 2017

How to plan a global sales transformation – 6 steps to success
By Anna Home | June 29, 2017

The five golden rules of effective coaching
By Dr Janet Curran | June 15, 2017

Brexit negotiations and the crucial lessons for business
By David Freedman | June 14, 2017

How The Royal Mint is embedding SPIN® and making money for everyone
By Huthwaite International | June 1, 2017

How Atkins Global created sales excellence
By Huthwaite International | June 1, 2017

How SkillForce and The Prince William Award are reaping the benefits of SPIN® Selling
By Huthwaite International | May 10, 2017

How Jobindex are out-thinking and out-performing the competition with the SPIN® methodology
By Huthwaite International | April 13, 2017

The interconnection of sales and marketing – breaking down the silos
By Karen Woodhead | April 3, 2017

Digitisation is transforming the sales and marketing relationship – are you ready?
By Karen Woodhead | March 22, 2017

Fixing the sales marketing relationship & winning more business in the digital era
By Karen Woodhead | March 13, 2017

How SCA Packaging reduced margin erosion through solution selling
By Huthwaite International | January 13, 2017

Key behaviours for successful selling
By Tony Hughes | January 9, 2017

How to challenge effectively – part 3
By Dr Janet Curran | December 2, 2016

Does SPIN® Selling work? A company share their story
By Huthwaite International | December 1, 2016

How to challenge and retain a creative and productive conversation – part 2
By Dr Janet Curran | November 20, 2016

How salespeople can work better with procurement and achieve success for both
By David Freedman | November 17, 2016

The value proposition challenge for sales and how to address it
By Huthwaite International | November 12, 2016

How to address price pressure and sell value
By Huthwaite International | November 5, 2016

How to challenge your business – effectively. Part 1
By Dr Janet Curran | November 3, 2016

Negotiation in the virtual world
By Tony Hughes | October 25, 2016

How not to make a sale
By Tony Hughes | September 30, 2016

How to measure and create value from service
By Huthwaite International | September 21, 2016

SPIN® Selling Model- measuring the return on investment
By Huthwaite International | September 9, 2016

The rise of the Dragon – how a Chinese TV channel built a worldclass sales team
By Huthwaite International | August 19, 2016

Why helping corporate buyers will boost your deal-making success
By David Freedman | July 24, 2016

How to change behaviour to underpin the growth strategy of your business
By Huthwaite International | July 7, 2016

How Schroders UK creates long-term value for clients with SPIN® Selling
By Huthwaite International | July 6, 2016

The crucial skills coaches and sellers can learn from each other
By Dr Janet Curran | July 1, 2016

Learning how to get closer to clients can transform Sales. BrandLoyalty share their story
By Huthwaite International | June 30, 2016

Selling and negotiating in the Healthcare industry and the skills everyone needs
By Huthwaite International | June 30, 2016

Why bad things happen to good new products
By Huthwaite International | June 30, 2016

Why a systematic approach to selling is crucial to success
By Tony Hughes | June 29, 2016

When it comes to negotiation why knowledge is a better insurance policy than cunning
By David Freedman | June 29, 2016

How to position IT security software as part of your client’s positive overall digital strategy
By David Freedman | June 29, 2016

Doubling revenue in 3 years. IT firm NetEvidence share their story
By Huthwaite International | June 8, 2016

How elearning is facilitating me-learning
By Tony Hughes | May 12, 2016

How the SPIN® method is creating a customer centric climate for Zehnder
By Huthwaite International | May 12, 2016

How Granta are increasing sales with a different type of customer conversation
By Huthwaite International | May 7, 2016

Developing effective negotiation skills
By Huthwaite International | May 2, 2016

Skilled negotiators: It’s all about behaviour
By David Freedman | April 26, 2016

Siemens and Huthwaite reach for economic growth – in the toughest of markets
By Huthwaite International | April 22, 2016

What do you bring to the negotiating table?
By David Freedman | April 21, 2016

Urgo Medical – evidencing sales training ROI
By Huthwaite International | April 18, 2016

How INVISTA took a flexible approach to improve their negotiation skills and value-sell LYCRA® fibre
By Huthwaite International | April 16, 2016

Global medical technology firm Medtronic – boosting the health of its customer service
By Huthwaite International | April 12, 2016

How to win the complex sale
By Huthwaite International | April 7, 2016

How SAP improved their commercial outcomes with SPIN® Selling training
By Huthwaite International | April 6, 2016

How Zurich Municipal went back to basics to improve sales
By Huthwaite International | April 5, 2016

Negotiation is a mix of deliberate process and skillful verbal behaviour
By David Freedman | March 24, 2016

SPIN® applies science to the art of selling
By Huthwaite International | March 15, 2016

Why a lack of sales methodology in the manufacturing industry is a huge opportunity
By David Freedman | March 14, 2016

Selling in mature markets is hard, but not impossible. Hollister share their story
By Huthwaite International | March 11, 2016

How Manx Telecom reinforced its total brand proposition in a competitive environment
By Huthwaite International | March 6, 2016

The impact of verbal behaviours on sales success
By Tony Hughes | March 6, 2016

Spire Healthcare increase appointments through careful conversations
By Huthwaite International | February 21, 2016

Legal firm Keoghs takes a radical approach to client account management to achieve profit targets
By Huthwaite International | February 18, 2016

Are salespeople generally missing the mark with clients?
By Huthwaite International | February 11, 2016

The lost art of deal-making
By David Freedman | February 2, 2016

How to effectively communicate to high-value customers
By Huthwaite International | February 2, 2016

How to address skills gaps when your people are spread around the globe. Aggreko plc share their strategy
By Huthwaite International | February 2, 2016

How manufacturing companies can shift from product to value sell
By Steve Thurlow | February 1, 2016

Talking sales and negotiation success to The Telegraph
By Tony Hughes | January 27, 2016

How to develop profitable long-term client relationships
By Huthwaite International | January 23, 2016

Embedding best practice in sales. Fujitsu’s story
By Huthwaite International | January 16, 2016

Reflections on the future of selling in manufacturing
By Steve Thurlow | January 12, 2016

Can key account management bring true differentiation?
By Dr Janet Curran | December 15, 2015

Why effective coaching requires time, proper investment and specialist coaching skills
By Robin Hoyle | December 14, 2015

YouGov survey findings hail listening skills as a key sales trait
By Huthwaite International | December 10, 2015

SPIN® ‘simply a better way to sell’ so says Richard King, Managing Partner, EY
By Huthwaite International | December 4, 2015

Keeping up with the Internet of things
By Huthwaite International | November 17, 2015

Why a radical company restructure required big behavioural changes at Esko-Graphics
By Huthwaite International | October 25, 2015

Motorola & SPIN® – A project productivity analysis on the impact of SPIN® Selling behaviours
By Huthwaite International | October 22, 2015

Are your people negotiating or concession making?
By Huthwaite International | October 21, 2015

How did Urgo Medical increase sales by 20%?
By Huthwaite International | September 30, 2015

Selling success in the healthcare industry – with the numbers to prove it
By Tony Hughes | September 22, 2015

Her Majesty the Queen – arguably the most successful British brand of the last 64 years
By Steve Thurlow | September 9, 2015

SPIN® Suite video series
By Tony Hughes | August 25, 2015

Three reasons why investing in company sales training might fail
By Huthwaite International | August 3, 2015

Sales academy drives profitable growth at Rezidor
By Huthwaite International | July 8, 2015

Why training that confers knowledge and theory without altering ability is pointless
By David Freedman | July 7, 2015

SPIN® – A positive impact on sales
By Huthwaite International | July 1, 2015

The science of selling and the selling of science
By Huthwaite International | June 23, 2015

How RSA achieved sales effectiveness in a fiercely competitive global market
By Huthwaite International | May 1, 2015

The changing seller/buyer relationship and how companies are adapting
By Huthwaite International | April 19, 2015

SKF – achieving mutually rewarding deals by raising the perceived value of their propositions
By Huthwaite International | March 18, 2015

The role of ego in selling
By Dr Janet Curran | March 17, 2015

Being a people person – common sense or learnable skill?
By Steve Thurlow | February 25, 2015

The problem with empathy
By Dr Janet Curran | February 12, 2015

UPS launches Major Account Strategy programme
By Huthwaite International | February 2, 2015

How to run an effective meeting using verbal behaviours
By Dr Janet Curran | January 12, 2015

How PC World approached improving customer service and sales performance
By Huthwaite International | January 10, 2015

Is consultative selling dead? How to sell in 2015
By Steve Thurlow | December 17, 2014

Coaching for business performance improvement
By Huthwaite International | November 23, 2014

Proposals – the silent sales killers
By Huthwaite International | September 7, 2014

The end-of-cycle sales killer
By Huthwaite International | July 8, 2014

How to create and capture value – global research report
By Dr Janet Curran | April 23, 2014

Playing the game: effective strategies for combating reverse auctions
By Huthwaite International | February 12, 2014

School children illustrate the use and abuse of verbal behaviour
By Huthwaite International | July 11, 2013

Ericsson chooses SPIN® after considering up to 30 different alternatives
By Huthwaite International | January 4, 2013

Developing outstanding corporate customer service
By Dr Janet Curran | May 10, 2012