1. Winning Sales Strategies
Huthwaite’s Winning Sales Strategies teaches participants
how to get to the decision-maker faster, deal with competi-
tion, understand buyer psychology and identify new business
within existing customer accounts. The program balances
time spent developing knowledge of customer buying behav-
ior and methods for influencing complex customer decisions.
Sellers in the program will get proven tools for analyzing
competitive account positions and field-tested frameworks
for handling difficult competitive situations. Winning Sales
Strategies demystifies the buyer’s decision-making process
and gives participant teams a proven roadmap
through the long-cycle, major sale.
Winning Sales Strategies will provide you the skills
necessary to:
• Shorten your sales cycle by formulating strategies
for calling on the right decision-makers within each
account About Huthwaite
• Identify and influence your customers’ decision As the world’s leading sales
criteria performance improvement
• Depict your competitors’ weaknesses and solution organization, Huthwaite drives
gaps in ways that do not diminish your credibility increased top line performance
• Convincingly differentiate your offerings in a for our clients by optimizing
commoditized environment every sales and marketing
• Use historical sales intelligence to prevent future interaction with the buyer
losses and win more business throughout the shifting
revenue continuum. Founded on
The Strategy class brought us Results!! (within scientifically validated behav-
sales organization—increased confidence, skills ioral research, our methodolo-
and productivity). gies which include the interna-
- Gerry Mercure, Dynamex tionally renowned SPIN® Selling
program, guarantee sales
success. Huthwaite assesses
Upon completion of the Winning Sales Strategies your organization’s needs
program, you will be able to: and develops customized sales
• Recognize the Buying Cycle phases your customers go performance improvement and
through when making purchasing decisions coaching programs that drive
• Develop and execute sales strategies that align with real business results.
each phase of the Buying Cycle to achieve
differentiation and win against your competition
• Influence your customers’ decision criteria to win
more deals
• Manage your customers’ expectations to achieve
smooth implementation
www.huthwaite.com ©2012 Huthwaite, Inc.

2. Winning Sales Strategies
The Aberdeen Group’s
2011 research on sales
Huthwaite’s Public
training showed that
Workshops
Huthwaite’s Public Workshops
Huthwaite customers
impart the skills, tools and
out-performed all other
strategies you need to gain the
firms surveyed in team
competitive edge. These
attainment of quota,
dynamic workshops give you
customer renewal rate
and your sales people the
and lead conversion rate.
springboard to maximize sales
skills, shorten sales cycles and
close more business.
Huthwaite Offerings
Delivery Options
This is a one-day, participatory program with frequent oppor- SPIN® Selling – Proven method-
tunities to practice the skills and behaviors that lead to sales ology to improve sales perfor-
success. mance
Here’s how you can take part in our programs: Winning Sales Strategies™ – Get
• Attend one of our regularly scheduled public workshops tools for analyzing competitive
(includes Integrated Learning Experience) account positions
• Have a customized on-site session delivered for your team
(includes Integrated Learning Experience) Buyer Focused Marketing™ –
Create customer demand by
resonating, motivating and
differentiating
Negotiating Skills™ – Using the
Reinforcement and Integration with CRM most sophisticated negotiating
Huthwaite’s Call Plan integrates seamlessly with model ever devised, plan for
Salesforce.com and is available for free. The Call Plan and Call win-win results
Plan Template can be saved, shared, and exported. For more
information on downloading this app, please visit us at Desperately Seeking Prospects –
www.huthwaite.com. Attain practical methods for
selecting the right targets and
Huthwaite Dealmaker reinforces positive selling behaviors by planning and executing
embedding them into daily use. Huthwaite Dealmaker works effective prospecting calls
with most CRMs or as a standalone tool. Learn more about
Huthwaite Dealmaker by visiting us at www.huthwaite.com. * Each offering above has a
one-day coaching component
www.huthwaite.com ©2012 Huthwaite, Inc.