White Papers

Creating Real Value for Customers The "Feel Good Funnel"
Download our latest whitepaper: The "Feel Good Funnel" When it comes to closing pipeline opportunities, less is more.
This free whitepaper provides some great pipeline strategies, learn how to improve the health of your pipeline today.
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Creating Real Value for Customers Prospecting for the Major Sale
Successful sales prospecting requires a customer-centric and consultative approach. This paper details how to make your prospecting efforts more highly effective.
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Creating Real Value for Customers Creating Real Value for Customers
The purpose of a sales force is to create, not merely communicate, value. This paper explores different buyer types, and how the perception of value is different for each.
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Major Sales White Paper Mythbusters: How Major Sales are Really Made
Huthwaite research has debunked costly selling myths still believed by many in business today.
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Evaluating Sales Training Developing Effective Negotiation Skills
Download our latest whitepaper: "Developing Effective Negotiation Skills". This free whitepaper provides some great negotiation strategies to employ and some to avoid.
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Evaluating Sales Training Are your people negotiating or concession making?
Our research has revealed some common traps negotiators fall into and some of the skills and strategies used by their more successful counterparts to avoid these pit falls.
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sales trust whitepaper Trust Me - Harnessing trust is a great business opportunity
Everyone recognizes how vital trust is to human relationships – both personal and commercial. Without trust our personal relationships are placed under pressure and can break down. It is exactly the same in the commercial sphere. Intuitively we know that...
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Sales Issues Escaping the Price-Driven Sale: How to Sell to Customers at a Premium
If you offer your clients value they will actually erect barriers to the lower-priced competition. This paper explores the only four ways to create client value.
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Sales Coaching White paper Six Characteristics of World-Class Sales Coaches
Explores six crucial management components of best-of-breed sales forces.
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sales strategies Strategies for Hard Times
What successful sales and marketing organisations should and should not do to succeed in a downturn.
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Evaluating Sales Training The Five Questions Your Clients Are Asking
Learn what business leaders are prioritising today, how successful sellers are creating demand rather than responding to it and the three strategies you can employ immediately.
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Selling to the C-Suite

Selling to the C-Suite
Trying to get to any C level or senior decision-maker is arguably the hardest part of a sellers job. Huthwaite's research suggests there are 3 things that will increase your odds of getting that appointment
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Evaluating Sales Training Evaluating Sales Training
ROI, measurement, assessment, validation. There are a lot of terms used around the definition of evaluation, but what do they really mean?
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Evaluating Sales Training What Buyer Value Really Means
There has been a tectonic shift in the way buyers view value. Do you know what it is?
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Increasing Face-to-Face Time with Doctors Increasing Face-to-Face Time with Doctors (PDF)
Case study from Neil Rackham’s best selling book, “Managing Major Sales” on how a pharmaceutical primary care sales force moved from a focus on call activity to a focus on call quality and increased the length of each sales call, customer engagement and sales.
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Measuring Sales Effectiveness Measuring Sales Effectiveness
A comprehensive overview of Neil Rackham's sales effectiveness research studies in major corporations and how he was able to prove the effectiveness of SPIN training.
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Creating Real Value for IT Customers Creating Real Value for IT Customers
The key to creating value for IT customers is to provide insight not information. Read more in our white paper.
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Creating Value for Physicians

Creating Value for Physicians
The sales force that can create value-oriented relationships with physicians has a distinct advantage over the competition. This paper details how to accomplish this.
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Rational Sales Forecasting Rational Sales Forecasting
Accurate sales forecasting is a result of good sales strategy. This paper examines this important correlation, looks at how buyer behaviour effects forecasting, and how to construct accurate forecasts.
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Creating Value for Healthcare Providers Creating Value for Healthcare Providers
This white paper adapts Huthwaite's three buyer modes to the unique challenges of selling to the healthcare professional.
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Create Value for MedTech Buyers How to Create Value for MedTech Buyers
In an era of managed care, commoditisation and cost controls, differentiation no longer exists in what you sell, but rather in how you sell. Value resides in the expertise the seller brings to the table-expertise for which buyers are willing to pay a premium.
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Download: Pharma Product Launches: Why Bad Things Happen to Good Products

Pharma Product Launches: Why Bad Things Happen to Good Products
Pharma companies continue to make mistakes when launching new products, setting both the product and the sales team up for failure.
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Coaching Decoded Coaching Decoded! A Practical Guide for Sales Managers
NEW! A must-read for anyone who understands the importance of coaching but is looking for help to execute it successfully. This white paper offers an in-depth "how-to" for sales leaders and managers.
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