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- Prospecting for the major Sale
- Ask any salesperson what part of selling they dislike and they will almost universally answer with one word-Prospecting. No matter how capably trained as consultative, customer-focussed seller, no matter how expertly they've masterd the art os selling, nearly every salesperson hates prospecting. The given article teaches how one can leverage...
- White papers 2003-01-01
- Creating Real Value for Customers: Three Proven Value Models
- For many years, sales forces have existed to communicate the value of their companies' offerings. But while the sales function has been busy fulfilling this role, a great change has swept over the business world. Other functions - manufacturing, engineering, product development, and even human resources - have been restructuring...
- White papers 2002-03-22
- How to Hold on to Your Customers When Times Are Tough
- Some organizations are better at weathering storms than others, and some sectors are less affected than others, so can you focus your effort on areas which could still be looking ahead rather than battening down the hatches. Organizations should concentrate on retaining their existing customers when the economic future is...
- White papers 2002-03-01
- Implementation - The Key to Account Development and Long-Term Business
- Sadly, in many organizations the seller moves on to the next sale once the business is won leaving it to the implementation team to manage the delivery and installation of the solution. This can be a mistake since the seller will have built up knowledge of the account and the...
- White papers 2004-09-09
- Beating the Competition in Today's Insurance Marketplace
- "Huthwaite's research with thousands of customers who paid above the minimum for services or products reveals that there are three, and only three, things that clients say create value for them. There are three things that will help you to be more strategically important to your clients and difficult to...
- White papers 2003-01-01
- New Directions and Strategies for Selling
- "The easiest strategy for boosting revenue, particularly for those whose background and expertise is in cost reduction, has been to find cheaper ways to reach a wider customer base. So the Internet has blossomed as a low-cost way to expand the width of customer contact. Despite these reservations,...
- White papers 2003-01-01
- Achieving a Sustainable Competitive Advantage
- In undertaking an examination of sales productivity, it's useful to sharpen the distinction between the sales environment of yesterday and the one that has emerged in the present decade. In most marketplaces, the sale has become increasingly complex. This complexity is visible along several dimensions. Some of the yesterday-versus-tomorrow comparisons...
- White papers 2003-01-01
- Building Interactive Skills
- "This article explains that the strategies required for developing interactive skills are different, and considerably more complex, than those required for the development of non-interactive skills. Most of the meager attention which has been given to the theory of skilled performance has concentrated on noninteractive skills. It's our contention that...
- White papers 2003-01-01
- Strategies for Hard Times
- A big problem of increasing activity is that it focuses the sales effort towards smaller sales. The easiest way for people to meet activity quotas is to make quick visits to low-potential accounts. In this way, the heavy emphasis on activity levels during a recession drives the sales force...
- White papers 2003-01-01
- How to Ask Effective Sales Questions
- The key to B2B selling is asking customers effective questions that uncover needs your offering addresses. The most popular methodology for this is Neil Rackham's rightly famous SPIN (Situation, Problem, Implication, Needs Payoff) concept. The following video (from Ian Gilbert of the sales training firm ThirdCore) briefly explains SPIN, but then...
- Blog posts 2009-04-03
Additional Resources
- The design team: suppliers move into the line of fire. (growing importance of suppliers in original equipment manufacturing)(includes related article) (Suppliers - Your Competitive Edge)
- Did the manufacturing renaissance in America begin in the wrong place--namely, the factory floor? That's what Bart Huthwaite, president of the Institute for Competitive Design in Rochester, Mich., believes. According to Huthwaite, factory floor & Did the manufacturing renaissance in America begin...
- Research articles 1993-11-25
- 2007 ERNST & YOUNG ENTREPRENEUR OF THE YEAR(R): Laura Huthwait, Cleaning up in a big way
- LAURA HUTHWAITE/CEO Giant Janitorial Service Inc. Laura Huthwaite started Giant Janitorial Service Inc. to create an extra source of income while her husband was in college and she worked another job. In the 40 years since then, she has employed more than 5,000 people and today has more than 110...
- Research articles 2007-07-01
- Improve Your Negotiation Skills - Just Take the Tablet
- Huthwaite's research into what skilled commercial negotiators actually do, the largest body of data in the world on the subject, has identified the Ten Commandments of Negotiation. The research uncovered some startling insights, many of which demolish myths and challenge traditional ideas about how the skilled negotiator thinks and behaves....
- White papers 2004-10-28
- Are Your People Negotiating or Concession Making?
- This paper will explore the issues of planning for a negotiation and examine some of the skills needed for effective face-to-face negotiations. Huthwaite has conducted the most comprehensive research into the subject of negotiations. This research revealed some of the common traps average negotiators fall into and the skills and...
- White papers 2004-07-21
- How to Fix Your Forecasting
- How to Fix Your ForecastingHow to beyond the How to, theory to practiceGeoffrey is right on with the need to approach forecasting from the point of view of the buyer. It is not about us and our process but the client and the client's process. If as a manager you...
- Discussion threads 2007-08-06
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