Buyer Focused Solution Suite™

www.huthwaite.com ©2013 Huthwaite, Inc.

Huthwaite’s Buyer Focused Solution Suite™ provides the most comprehensive and structured approach to sales performance improvement across all dimensions of the sales value chain and the related marketing and product development functions.

This robust and flexible model allows for three distinctive approaches to choose from, depending on the needs of the client:

1. A comprehensive approach simultaneously deploying all components of the suite to rapidly transform all aspects of a sales organization

2. Targeted interventions using selected components of the suite to meet identified needs

3. Sequentially deploying the components of the suite to migrate a sales organization to a higher level of performance in a structured and highly managed fashion

The Buyer Focused Solution Suite maximizes sales skills and ensures alignment across sales, marketing, product and support organizations.

About HuthwaiteAs the world’s leading salesperformance improvementorganization, Huthwaite drivesincreased top-line performancefor our clients by optimizing every sales and marketing interaction with the buyer throughout the shiftingrevenue continuum. Founded onscientifically validated behavioral research, our methodologies, which include the internationally renowned SPIN® Selling program, guarantee sales success. Huthwaite assesses your organization’s needsand develops customized salesperformance improvement andcoaching programs that drive real business results.

THE INTEGRATED LEARNING EXPERIENCE

Huthwaite’s Integrated Learning Experience is a six-step process engineered to deliver effective behavior change and embed sustainable, high-impact work practices. This process ensures that learners are challenged to reach the deepest levels of understanding and assimilation. The experience starts with knowledge based learning and moves to skills-based learning, preparing participants for the complexity of real-world selling situations.

About HuthwaiteAs the world’s leading salesperformance improvementorganization, Huthwaite drivesincreased top-line performancefor our clients by optimizing every sales and marketing interaction with the buyer throughout the shiftingrevenue continuum. Founded onscientifically validated behavioral research, our methodologies, which include the internationally renowned SPIN® Selling program, guarantee sales success. Huthwaite assesses your organization’s needsand develops customized salesperformance improvement andcoaching programs that drive real business results.

www.huthwaite.com ©2013 Huthwaite, Inc.

Buyer Focused Solution Suite™

SPIN 2.0®—Develop clients’ needs, create demand from complacent buyers, demonstrate capabilities and create competitive differentiation to advance the sale.

Buyer Focused Opportunity Strategy™—Increase competitive win-rate by aligning your selling strategies to your customers’ buying behaviors.

Buyer Focused Account Strategy™—Access key stakeholders within your most important accounts and align with the strategic imperative they care about most. Effectively position your organization for cross-sell and up-sell opportunities by leveraging existing relationships.

Buyer Aligned Negotiations Workshop™—Execute winning negotiation strategies that optimize outcomes and foster long-term business relationships.

Buyer Focused Prospecting™—Differentiate yourself from competitors and fill your opportunity pipeline through Huthwaite’s unique prospecting methodology.

Buyer Focused Marketing™—Synchronize your marketing and product launch initiatives with your sales process to create buyer-focused strategies that ensure all the elements of revenue generation are working towards a common goal and speaking a common language.

Buyer Focused Playbook Workshop™—Generate content for the powerful and versatile sales tool known as a Playbook—a compendium of SPIN-oriented product or service knowledge and information that will prepare your sellers to conduct effective, buyer-focused sales calls.

Buyer Focused Pipeline Management™—Huthwaite Dealmaker® helps achieve measurable improvements in sales performance, quota-achievement and pipeline velocity by integrating proven Huthwaite sales methodology and contextual learning into day-to-day sales practices.