1. Coaching Winning Sales Strategies
The single greatest lever of change any organization can
employ is effective coaching. Front-line managers have the
pivotal role in ensuring behavior change by giving mean-
ingful guidance for continued improvement. Without
such direct, observed, real-time feedback, professionals
have little means to gauge their progress and pinpoint their
skill deficiencies. Huthwaite’s Coaching Winning Sales
Strategies offers maximum benefit when sales
managers and leaders attend both the strategy workshop
with their direct reports and the coaching workshop after-
ward. Just as salespeople need the right model to emulate
for account strategy and development, coaches also
need models to guide their behavior.
Coaching Winning Sales Strategies will provide you the
skills necessary to:
• Effectively coach your sales teams on processes and
communication techniques
• Assess your sales team’s ability to plan and execute
strategies that align with the customer’s Buying Cycle
About Huthwaite
As the world’s leading sales
to accelerate forward momentum
performance improvement
• Coach your sellers to obtain customer decision criteria
organization, Huthwaite drives
and influence them to win
increased top line performance
• Help sellers plan and refine sales strategies for deeper
for our clients by optimizing
account penetration while leveraging existing
every sales and marketing
relationships
interaction with the buyer
• Review sellers’ execution of sales strategies and
throughout the shifting
provide feedback to ensure continued skill
revenue continuum. Founded on
development with optimal sales results
scientifically validated behav-
ioral research, our methodolo-
Microsoft reports “exceptional results” from gies which include the interna-
their Huthwaite Coaching program! tionally renowned SPIN® Selling
program, guarantee sales
success. Huthwaite assesses
Upon completion of the Coaching Winning Sales Strategies
your organization’s needs
program, you will be able to:
and develops customized sales
• Apply sales strategy for each phase of the Buying Cycle
performance improvement and
• Steer the sale from the onset of the relationship
coaching programs that drive
• Keep sales opportunities moving forward
real business results.
• Strengthen their competitive position
• Solidify and expand key relationships and ensure a
smooth implementation to secure future business
• Capitalize on the inevitable changes in their customers’
business
environments and begin new Buying Cycles
www.huthwaite.com ©2012 Huthwaite, Inc.

2. Coaching Winning Sales Strategies
The Aberdeen Group’s
2011 research on sales
Huthwaite’s Public
training showed that
Workshops
Huthwaite’s Public Workshops
Huthwaite customers
impart the skills, tools and
out-performed all other
strategies you need to gain the
firms surveyed in team
competitive edge. These
attainment of quota,
dynamic workshops give you
customer renewal rate
and your sales people the
and lead conversion rate.
springboard to maximize sales
skills, shorten sales cycles and
close more business.
Huthwaite Offerings
Delivery Options
This is a one-day, participatory program with frequent oppor- SPIN® Selling – Proven method-
tunities to practice the skills and behaviors that lead to sales ology to improve sales perfor-
success. mance
Here’s how you can take part in our programs: Winning Sales Strategies™ – Get
• Attend one of our regularly scheduled public workshops tools for analyzing competitive
(includes Integrated Learning Experience) account positions
• Have a customized on-site session delivered for your team
(includes Integrated Learning Experience) Buyer Focused Marketing™ –
• Recognize the Buying Cycle phases your customers go Create customer demand by
resonating, motivating and
differentiating
Reinforcement and Integration with CRM Negotiating Skills™ – Using the
Huthwaite’s Call Plan integrates seamlessly with most sophisticated negotiating
Salesforce.com and is available for free. The Call Plan and Call model ever devised, plan for
Plan Template can be saved, shared, and exported. For more win-win results
information on downloading this app, please visit us at
www.huthwaite.com. Desperately Seeking Prospects –
Attain practical methods for
Huthwaite Dealmaker reinforces positive selling behaviors by selecting the right targets and
embedding them into daily use. Huthwaite Dealmaker works planning and executing
with most CRMs or as a standalone tool. Learn more about effective prospecting calls
Huthwaite Dealmaker by visiting us at www.huthwaite.com.
* Each offering above has a
one-day coaching component
www.huthwaite.com ©2012 Huthwaite, Inc.