Aggreko

"Huthwaite was one of the few companies that provided mechanisms for measuring progress. This was a great selling-point as far as we are concerned. This means we can benchmark people before and immediately after completion and then at regular intervals following coaching sessions with their sales managers. With Huthwaite, we can find out if any improvement in performance is due to the individual's response to the programme or to external factors."

Gilles Acogny, Global Sales & Marketing Director. Aggreko

Aggreko

"Huthwaite really did offer the ability to deliver around the world. Many companies claim to, but we have learned the hard way about language barriers, cultural differences and resourcing issues, even in Europe. Huthwaite convinced us by proving what they’ve done for other international organisations."

Gilles Acogny, Global Sales & Marketing Director. Aggreko

Albion Chemicals

"The real value for Albion was the consultative, bespoke approach that Huthwaite provided. The solution worked on a number of levels, particularly in helping us to recognise the values that are important to our customers. Working in what I would very much describe as a partnership, together we identified and concentrated efforts on the areas that would accelerate and deliver a real difference in sales performance."

Clare Waters, Sales Director, Albion Chemicals

Albion Chemicals

"We knew we had to make a step change in terms of the skills with which we were equipping our staff. We recognised the need to move from an emphasis on transactional sales to ones based on building and sustaining a relationship with our customers. In terms of making this switch - from transactional to relationship-based sales - Huthwaite were far and away the best in looking for a vehicle to achieve that. More of a business partner than a training provider."

Clare Waters, Sales Director, Albion Chemicals

Bayer Diagnostics Europe Ltd

"Today, real vendor differentiation and buyer loyalty depends on building customer relationships based on confidence. In such a competitive environment, Huthwaite's SPIN® approach is proving especially valuable in helping us build that confidence, through developing solutions based on mutually identified need."

Bayer Diagnostics Europe Ltd

Ciba Chemicals

"One of Huthwaite’s biggest strengths is its global capability, but what is also impressive is that the company really lived its own principles when selling us the solution. They supported us when addressing challenges and always worked towards a win/win situation - they really do walk the talk!"

Michael Bannwarth, Ciba Chemicals

Desoutter

"A critical factor in our choice of Huthwaite was that we needed an organisation which could deliver a consistently high level of training across 10 countries. Huthwaite outperformed others in the market in terms of current client satisfaction and results achieved through the training."

Desoutter

General Electric

"Huthwaite's research-based models are powerful training tools. The objective results provide clear insights into behaviours and how these can be developed. The flexibility of the models has enabled us to customise the programmes to meet our aims in making it relevant to a disparate sales force."

Carole Plant, General Electric

Hollister

"It was very noticeable that the SPIN® training gave people a structure for the sales calls. Our sales people used to be very focused on the customer relationship, which was good, but it could result in them following the customer's agenda to the detriment of exploring sales needs and so failing to progress the sale. Now they are leading the calls and directing them towards customer problems and needs where we have products that can help. The reaction to the coaching has also been good and sales people actively seek feedback from their managers. SPIN® is fast becoming embedded in our sales culture."

Jonathan Scott - Sales Manager for the Ostomy Care Division,Hollister

Hollister

"Our annual results show a tremendous increase over last year in sales of focus products. The tools Huthwaite provided helped us to identify our products’ competitive advantages, so we could plan sales calls to ensure we explored problems and needs our new product could solve better than the competition. This, allied to our sales team's questioning skills, meant that we used time in sales calls more effectively, focussing on areas where we had the best chance of success.

The results have been outstanding and we have increased our market share from a standing start in only six months. Given these results we will be looking to adapt the same approach with other brands in future".

Jonathan Scott - Sales Manager for the Ostomy Care Division,Hollister

Kodak

"SPIN is the only training programme we have found which can take salespeople with no experience and make them top performers within a year."

Don Conning - Manager corporate accounts, Kodak

Lucent Technologies

"The work which Huthwaite is doing, is helping us establish a shared language and common method of working. We are involved in team selling with different people joining the team at different points of the sale. This can become a highly complex project management task. The SPIN selling skills programme has highlighted the absolute necessity to understand the customers' needs and some of the interpersonal and behavioural attributes that we need to adopt. The ASMS programme has highlighted the need for timely and structured reporting to enable the team to work more effectively and efficiently, and to present a consistent face to the customer."

Lucent Technologies

Oracle

"The quality of both the course content and training presentation was high, with all the participants giving very high ratings of 4 or more on a rating scale of 1-5. We were also very impressed by the language capability of the trainers in both French and German. The ability to deliver in local languages, and the obvious passion of the trainers for the SPIN® methodology, helped to gain active involvement from all our people, who responded well to the combination of research inputs and practical exercises."

Oracle

Pfizer

"With SPIN® Selling Skills our field force will be armed with the best sales performance system to sell the best products on the market. We expect that to be a winning combination."

Jan Baklund - Training Manager ,Pfizer

RSA

"Visits to sales meetings show clear evidence of our BDMs having a much greater understanding of their clients’ requirements: as a result, all 19 of our branches spread across the country are regularly achieving above target sales."

Mario Diemoz, RSA

RSA Canada

"The success of our sales effectiveness programme (SEP) was capitalising on all the work we had already done. We knew what we wanted it to achieve and Huthwaite showed us how we could achieve it and gave us the tools to do so. This was a true partnership that delivered outstanding results."

Hannah Springer - RSA Canada

Sun Microsystems

"We chose Huthwaite because they can supply the whole range of skills training we require".

Jonas Tindberg, Sales Operations Manager ,Sun Microsystems

SKF

"The ability to maintain local ownership of each programme was a real plus point for us because it was designed to be implemented over a diverse range of countries. Because the project Huthwaite developed was so flexible, we were able to adapt it locally to address specific areas of concern. For example, if one of our units was more in need of an emphasis on SPIN selling than another, the programme was flexible enough to place extra SPIN selling emphasis where it was required… The Overall result was that we are now in a position to fully provide what we see as a tailor made solution for any individual machine or application. We see the training as a key part of our commitment to develop our customer relations, and really feel that it has added value to the transactional process."

Ingrid Truyts - Quality and Human Resources Division – West Europe. ,SKF

TVP

"We chose Huthwaite because it was able to offer a specific solution to our training needs, far superior to its competitors. In our opinion, the complexity of Huthwaite's research-based models, which incorporates extensive practical training, guarantees effective results, which was exactly what we were looking for."

Anna Jedrzejewska, TVP

Vertex Customer Management

"Our experience with Huthwaite has been excellent. It has gone beyond the initial programme, with people in Vertex now saying, 'I think Huthwaite can help us with this', in areas that are often completely outside the original remit of what I could only describe as a world-class sales excellence programme, the familiarisation courses being a good example."

Helen Staniszewski, Sales & Marketing Operations Director, Vertex Customer Management