Ensure your channel partners sell your products and services in the way you want them to.

Huthwaite worked with a division of EDS selling a 3D CAD and product data managementproduct called Solid Edge, to develop a suite of training programmes to help their channel partners explore their customers business issues rather than rely on selling technical features. The aim was to help them sell the full value of the EDS solutions rather than engage in competitive price-cutting. The result was that sales of licenses sold through the channel more than doubled.

EDS case study (86KB)

Dealers should adopt sales training to boost service - Microscope (74KB)

Negotiate more profitable contracts

Huthwaite has worked with a wide range of clients in the IT sector over the past 25 years to help them develop more effective negotiation skills. Clients are understandably reluctant to talk about the impact the training has had on bottom-line results. But, many tell us our programme is the most effective they have experienced, often delivering results from the very first negotiation after the training, sufficient to pay for all the training for the entire team. As a result they stay with us year after year.

IBM case study (150KB)

Oracle case study (93KB)

Siemens case study (94KB)

EDB Teamco case study (86KB)

Are your people negotiating or concession-making? (223KB)

Measure the impact of training in terms of skill change and bottom-line results

We have been tracking and measuring the results of training projects for over twenty-five years. While most of our clients in this highly competitive market are publicly reluctant to reveal the results obtained, many are willing to state that they have had measurable results.

Imation case study (90KB)

EDS case study (130KB)

The Motorola SPIN^® project (178KB)

Develop a sales school for senior account managers to help them cope in a rapidly changing market

Huthwaite programmes have formed the core of sales school training for a number of major IT companies for many years. Most of these programmes have been aimed at developing new hire selling skills. More recently, we have been approached by clients wanting to use the sale school approach to help their people develop the skills needed to sell in changing market conditions or to match a change in sales strategy.

Training experienced people in these circumstances poses a number of challenges such as:

• Keeping classroom time to a minimum
• Matching the training materials to the new selling situation
• Engaging the delegates in the content

All issues we have successfully addressed with a number of clients

Sun sets it's new goals (198KB)

Sun Microsystems case study (66KB)

Develop a global sales language and culture

There are many reasons why our clients have approached us to help them develop a common sales language and culture, ranging from the need to integrate two salesforces following a merger or takeover, through the need to ensure all people having customer contact are behaving in the same customer focused way, to the need for salespeople in different countries to work together to progress or manage a global customer.

Huthwaite has worked with clients for many years to identify the desired skills and behaviours the client wishes to embed across the organisation, develop appropriate training solutions and manage what is often a major change project.

Oracle case study (94KB)

WindRiver case study (87KB)

Sony case study (77KB)

Help technical people to understand the sales process and behave in ways which are consistent with it

Over the years, more people have become involved in customer contact from pre-sales, to implementation specialists and after-sales support. This can be either a blessing or a cause of dissatisfaction and lost business. A blessing when everyone involved with the customer is aware of the need to identify changes or needs, which could either threaten existing business or provide new opportunities. A curse when the same people give away information, which might be used against the sales team in negotiation. For these, and many other reasons, clients have approached us to deliver sales training to non-sales people for many years.

IT Services case study (92KB)

Develop a corporate standard for proposals and make them more persuasive

Proposals seem to have been a forgotten aspect of selling for many organisations. The increasing numbers of potential customers issuing invitation to tenders, however, and the need to influence a wider range of decision-makers, often at senior management levels, has made a growing number of organisations examine the effectiveness of their proposals. Most have found them wanting, many have found there are no common standards even in terms of appearance and compliance with corporate branding, and the majority have found them so lacking in persuasive power that even they wouldn't buy based on their own documents!

We have worked with such organisations to help them improve the content, readability and appearance of documents and to install a template, which helps ensure the new approach is embedded in the organisation. The visible improvement in proposals, resulting from the work, has been evident to all involved.

KSS and Verint case study (179KB)

Proposals – the silent sales killers (90KB)