©2012 Huthwaite, Inc.www.huthwaite.com

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 roadmapthrough 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

• Identify and influence your customers’ decision criteria

• Depict your competitors’ weaknesses and solution gaps in ways that do not diminish your credibility

• Convincingly differentiate your offerings in a commoditized environment

• Use historical sales intelligence to prevent future losses and win more business

Upon completion of the Winning Sales Strategiesprogram, you will be able to:

• Recognize the Buying Cycle phases your customers go through when making purchasing decisions

• Develop and execute sales strategies that align with 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

The Strategy class brought us Results!! (within sales organization—increased confidence, skills and productivity).

- Gerry Mercure, Dynamex

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 behav-ioral research, our methodolo-gies which include the interna-tionally renowned SPIN® Selling program, guarantee sales success. Huthwaite assesses your organization’s needsand develops customized salesperformance improvement andcoaching programs that drive real business results.

Winning Sales Strategies

The Aberdeen Group’s 2011 research on sales training showed that Huthwaite customers out-performed all other firms surveyed in team attainment of quota, customer renewal rate and lead conversion rate.

Delivery OptionsThis is a one-day, participatory program with frequent oppor-tunities to practice the skills and behaviors that lead to sales success.

Here’s how you can take part in our programs:• Attend one of our regularly scheduled public workshops

(includes Integrated Learning Experience)• Have a customized on-site session delivered for your team

(includes Integrated Learning Experience)

Reinforcement and Integration with CRMHuthwaite’s Call Plan integrates seamlessly with Salesforce.com and is available for free. The Call Plan and Call Plan Template can be saved, shared, and exported. For more information on downloading this app, please visit us at www.huthwaite.com.

Huthwaite Dealmaker reinforces positive selling behaviors by embedding them into daily use. Huthwaite Dealmaker works with most CRMs or as a standalone tool. Learn more about Huthwaite Dealmaker by visiting us at www.huthwaite.com.

©2012 Huthwaite, Inc.www.huthwaite.com

Huthwaite’s Public WorkshopsHuthwaite’s Public Workshops impart the skills, tools and strategies you need to gain the competitive edge. These dynamic workshops give youand your sales people the springboard to maximize sales skills, shorten sales cycles and close more business.

Huthwaite Offerings

SPIN® Selling – Proven method-ology to improve sales perfor-mance

Winning Sales Strategies™ – Gettools for analyzing competitive account positions

Buyer Focused Marketing™ – Create customer demand by resonating, motivating and differentiating

Negotiating Skills™ – Using the most sophisticated negotiating model ever devised, plan for win-win results

Desperately Seeking Prospects – Attain practical methods for selecting the right targets and planning and executingeffective prospecting calls

* Each offering above has a one-day coaching component