by Clare Terblanche | Jul 28, 2026 | Huthwaite
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...
by Clare Terblanche | Jul 28, 2026 | Huthwaite
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...
by Clare Terblanche | Jun 8, 2026 | Lumina
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,...
by Clare Terblanche | Jun 8, 2026 | Huthwaite
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 difference between small sales and large sales....
