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....
by admin | Jun 8, 2026 | Huthwaite
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, research-based framework aligning technical and...
by admin | Jun 8, 2026 | Huthwaite
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 very moment they need customer insight the most....
by admin | May 20, 2026 | Huthwaite, Spin selling
Launching a new product in a B2B environment almost always starts with confidence. The investment has been made, the development work is done, and internal stakeholders are aligned. Early customer conversations are positive. Sales teams return from the launch...
by admin | May 20, 2026 | Huthwaite
This is a pretty bold claim, but the evidence is beginning to be unanswerable. While surveys by Gartner and Together show that L&D teams have leadership development as their top priority, this shows no change on previous years. In survey after survey Leadership...
by admin | May 20, 2026 | Huthwaite, Spin selling
Conversation transcript Tony Hughes: Neil, could you tell me a little bit more about the size of the research and the sample? Because my understanding is that to repeat that research now would be virtually impossible. Neil Rackham: Yeah, it was huge. In fact,...
