One of the fastest-growing hotel companies in the world, the Rezidor Hotel Group is a major success story in today's leisure industry. They have worked closely with Huthwaite International to develop its highly successful sales academy, which combines a common sales approach based on identifying and satisfying customer needs with the flexibility to meet the individual objectives of each brand within the regions that they operate.

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In whatever walk of life, the best methods are often those that make things simple. And this has certainly been the experience of Richard King, deputy managing partner, Ernst & Young in the area of sales training.

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A world-leader in global banking and financial services, BNP Paribas has long recognised the importance of skills training in providing its customers with the level of service they expect. Huthwaite took care to completely understand their needs before recommending a SPIN®-based approach which was delivered to more than 1,200 banking staff throughout 2008 and early 2009.

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Two years ago Coolspirit developed an ambitious growth plan to treble in size within 5 years. Key elements of this plan were to invest in both a higher level of marketing and in the development of higher-level skills in the sales and sales support team. Coolspirit selected Huthwaite International to meet these training needs and have enjoyed a growth even through the recession.

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Over the past two years, SAP has worked closely with behaviour change specialist Huthwaite International on a number of bespoke initiatives, including specially-designed SPIN® Selling and Negotiation Skills programmes. And, most recently, this has extended to the development by Huthwaite of 'virtual training rooms' as part of SAP's broader objective to deliver training via non face-to-face means.

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David Freedman of Huthwaite International has advice for companies trying to sell their way out of the recession.

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At a time of unprecedented economic slowdown, it has become an almost unchallenged truism that if the customer is king, then customer service must be the overriding servant of that master. Annalize Cuthill says that although focussing on existing customers is a logical response, there are other ways to tackle tough times.

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Annalize Cuthill, sales director at Huthwaite International explains why cutting back on training during a recession is exactly the wrong thing to do.

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Developing and implementing effective sales strategies in these tough times is a bit of a Holy Grail and Tony Hughes has some practical tips for those organisations looking to sell their way out of the recession.

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