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SPIN Selling, the first 50 years human, Timeless & True
AI and negotiation: why negotiation behaviours still shape successful outcomes
AI is changing how negotiators prepare. It can help gather information, analyse market data, compare alternatives, identify patterns and generate ideas faster than ever before. But while AI is changing preparation, it doesn't change the fundamental reality:...
Listening as a commercial advantage: Turning customer insight into performance
In commercial relationships, it is easy to assume that listening is already happening. Sales teams hold regular check-ins. Account managers ask how things are going. Customer success teams track satisfaction, adoption, usage, renewals, and risk. But in this episode...
The performance illusion – why training doesn’t stick
Your people are fine. It's the system that's broken. That's a pretty bold claim, but the evidence keeps pointing the same way. Every year organisations invest heavily in training, leadership curricula, change frameworks and compliance systems. Every year execution...
Sales Team Behaviour Map
See how your sales team really shows up, and exactly where they can flex to win more of the right business. A free 20 minute exercise that turns behaviour into a clear report and a practical action plan. Two salespeople can use the same pitch and get very different...
10 reasons sales training often fails to change behaviour
Your sales team just finished an intensive training programme. They're energised, armed with new techniques, and ready to close more deals. Yet three months later, most have quietly reverted to their old habits. Huthwaite International helps sales leaders understand...
From tech talk to revenue: Turning technical expertise into sales success
In industries like healthcare, manufacturing, and high-tech, the best salespeople often aren't career salespeople at all. They're clinicians, engineers, and subject matter experts who've crossed over – bringing deep domain knowledge but sometimes struggling to...
How Lumina Spark Revolutionises Psychometric Testing and Workplace Culture
Korean media outlet, Maeil Business Times, recently interviewed Dr Stewart Desson, founder and chief executive officer of Lumina Learning, to find out the limitations and points for improvement on existing psychometric tests. “[Depending] on certain situations,...
Neil Rackham’s regrets: reflecting on SPIN Selling
https://youtu.be/o4jcX7q3JPc?si=y_tABD9WN_hmI_Dg Conversation transcript Tony Hughes: So, would you have done anything different with SPIN, Neil? Neil Rackham: Yes, I think I would. I was forced – in order to get the SPIN book published – to put a huge emphasis on the...
Atracsys: from technical excellence to commercial consistency
https://youtu.be/f-CiWEL_f5Y?si=NqCQQsWJ4OnhVun0 Challenge This technically-led organisation lacked a unified sales approach, making it difficult to consistently qualify, progress, and prioritise scarce opportunities. Solution SPIN Selling introduced a shared,...
Start-ups, scale-ups and selling – why a sales methodology matters now
https://youtu.be/ZwLRRtfV8ZY?si=cWPV01GjzQoyMHsI VC-backed organisations and founder-led start-ups may look worlds apart on the surface – one fuelled by conviction, the other by capital. Yet when it comes to selling, they both often drift away from the customer at the...