Huthwaite
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Huthwaite is the world's premier sales performance improvement organization. Over the past twenty five years, it has helped hundreds of companies build high performing sales teams.
The company is recognized for its groundbreaking sales effectiveness research and deep experience in helping leading companies dramatically improve their sales performance.
Although best known as the creators of SPIN® Selling, Huthwaite continues to forge new ground in sales force improvement, designing highly customized solutions for today's evolving marketplace.
Huthwaite's worldwide research analyzing over 35,000 sales calls is considered the most important study ever conducted in the sales field, and is summarized in the best selling business book SPIN® Selling by Neil Rackham. Huthwaite's ongoing research has led to the publication of dozens of articles and these additional books:
- Major Account Sales Strategy (McGraw-Hill)
- Managing Major Sales (Harper Business)
- Getting Partnering Right: How Market Leaders are Creating Long-term Competitive Advantage (McGraw-Hill)
- The SPIN® Selling Fieldbook (McGraw-Hill)
- Rethinking the Sales Force (McGraw-Hill)
Our research-proven sales effectiveness models are constantly being refined in response to real-world marketplace pressures and demands. Intellectual property includes original contributions in areas like sales call execution, consultative selling strategies, sales management and strategy, negotiation, prospecting, and innovative sales force responses to marketplace demands.
Click here to subscribe to Huthwaite's eNewsletter, The SPIN. Discover innovative ways to maximize your sales performance. The SPIN is our flagship eNewsletter - filled with fast, useful selling tips you can put to use now.
Click here to subscribe to Huthwaite's eNewsletter, The SPIN on Training. This eNewsletter provides short articles on sales effectiveness training issues, such as gaining management support, demonstrating results, and coaching for skills reinforcement.
Click here to subscribe to Huthwaite's eNewsletter, The SPIN on Marketing. Get fast, practical advice on how your marketing can enhance revenue and profitability through effective marketing messaging, collateral and relationship building with both your external customers and your sales team.
Huthwaite is based in Sterling VA, USA.
