Huthwaite offers public workshops to improve sales skills through courses on SPIN Selling, Buyer Focused Marketing, Coaching SPIN, Winning Sales Strategies, and Negotiating Skills. The workshops are 2 days and include lunch. Huthwaite also provides an integrated learning experience to ensure skills learned are embedded in daily work through a six step process of assessments, eLearning, instructor-led training, and individual and manager-led reinforcement modules.

1. HUTHWAITE’S PUBLIC WORKSHOP
IMPROVE YOUR SKILLS AND RESULTS AT HUTHWAITE’S PUBLIC WORKSHOPS
SPIN® Selling 2.0 Buyer Focused Marketing™
2 day course, lunch included. $1595 2 day course, lunch included. $1595
The SPIN® 2.0 Public Workshop helps partici- Buyer Focused Marketing helps participants
pants find ways to differentiate their offerings, create customer demand by understanding the
shorten their sales cycles, strengthen customer Buying Cycle™ and how to create value at each
relationships and improve their sales effective- stage. As sales and marketing teams approach
ness. The program provides participants the genuine alignment with customers, they
skills to understand their customers’ real busi- automatically achieve internal alignment with
ness issues. each other. As they learn to speak the same
language, they become a formidable team in
Coaching SPIN® reaching the market.
1 day course, lunch included. $995
Winning Sales Strategies™
The Coaching SPIN® 2.0 workshop helps 2 day course, lunch included. $1695
participants overcome coaching fears and create
receptivity to coaching, build team support for The Winning Sales Strategies™ workshop
coaching and skill improvement, provide feed- teaches participants how to get to the decision-
back in a way that motivates and leads to posi- maker, deal with competition, understand
tive change, and help salespeople plan their buyer psychology, and identify new business
objectives before a call. within existing customer accounts.
Negotiating Skills Workshop™
2 day course, lunch included. $1695
TO REGISTER OR
Negotiating Skills Workshop™ will help partici-
pants close more negotiations, avoid giving up FOR MORE INFORMATION
profits unnecessarily and create long-term PLEASE VISIT
partnerships that grow to profitable maturity. WWW.HUTHWAITE.COM
Using a highly interactive format, this program
prepares participants to negotiate the best deal
OR CALL
while still satisfying the other party. 703-467-3800
Huthwaite is the world’s leading sales performance improvement organization. Founded on scientifically validated
®
behavioral research, our methodologies which include the internationally renowned SPIN Selling, guarantee
sales success. Huthwaite assesses your organization’s needs and develops customized sales performance improve-
ment and coaching programs that drive real business results.
Huthwaite…Focus on the Buyer
For more information about Huthwaite products... please visit www.Huthwaite.com or call 703-467-3800
www.huthwaite.com ©2012 Huthwaite, Inc.

2. HUTHWAITE’S PUBLIC WORKSHOP 2012 Schedule
SPIN® SELLING & COACHING SPIN®
JANUARY MAY SEPTEMBER
Dallas, TX 24-25 Chicago, IL 1-2 Orlando, FL 11-12
San Jose, CA 24-25 Chicago, IL 3rd (Coaching) San Francisco, CA 11-12
San Jose, CA 26 (Coaching) New York, NY 8-9 Arlington, VA 18-19
New York, NY 30-31 Atlanta, GA 15-16 Arlington, VA 20th (Coaching)
Denver,CO 22-23
FEBRUARY OCTOBER
Atlanta, GA 7-8 JUNE New York, NY 9-10
Irvine, CA 14-15 Herndon, VA 5-6 Toronto, ON 9-10
Toronto, ON 12-13 Boston, MA 16-17
MARCH
Chicago, IL 23-24
Toronto, ON 6-7 JULY
Arlington, VA 13-14 Boston, MA 10-11 NOVEMBER
Denver, CO 13-14 Minneapolis, MN 17-18 Atlanta, GA 13-14
Chicago, IL 20-21 Los Angeles, CA 13-14
AUGUST
Orlando, FL 27-28
Irvine, CA 7-8 DECEMBER
APRIL Irvine, CA 9th (Coaching) Herndon, VA 4-5
Boston, MA 3-4 Chicago, IL 14-15 Irvine, CA 4-5
Dallas, TX 10-11 New York, NY 21-22 Chicago, IL 11-12
Los Angeles, CA 17-18 San Francisco, CA 11-12
Minneapolis, MN 24-25
NEGOTIATING SKILLS BUYER FOCUSED WINNING SALES
WORKSHOP™ MARKETING™ STRATEGIES™
FEBRUARY FEBRUARY FEBRUARY
New York, NY 1-2 Atlanta, GA 9-10 Irvine, CA 16-17
MARCH APRIL MAY
Arlington, VA 15-16 Los Angeles, CA 19-20 New York, NY 10-11
Boston, MA 24-25
JUNE AUGUST
Toronto, ON 14-15 JUNE Chicago, IL 16-17
Herndon, VA 7-8
JULY OCTOBER
Boston, MA 12-13 AUGUST Boston, MA 18-19
Arlington, VA 28-29
SEPTEMBER TO REGISTER OR
San Francisco, CA 13-14 OCTOBER FOR MORE INFORMATION
Chicago, IL 25-26
NOVEMBER PLEASE VISIT
Atlanta, GA 15-16 DECEMBER WWW.HUTHWAITE.COM
Herndon, VA 6-7 OR CALL
703-467-3800
www.huthwaite.com ©2012 Huthwaite, Inc.

3. HUTHWAITE’S PUBLIC WORKSHOP
& THE INTEGRATED LEARNING EXPERIENCE
THE BUSINESS CHALLENGE
Once your salespeople learn effective, client-centered sales skills, it is critical that these new skills are
embedded in their daily work practices. To achieve this, these new work practices must be measured,
coached and consistently reinforced.
CHANGING SALES PERFORMANCE
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.
Step 1: Pre-assessment Step 5: Post-assessment
• The pre-assessment is used as a benchmark to • Launches 30 days after completion of the
measure progress throughout the learner experience skills workshop
• There are four variations of this assessment, which • Measures skills built since pre-assessment
provide side-by-side comparisons and bench- • Individual reports prescribe personal development
marking without having to retake the same test plans for reinforcement and remediation
• Comprehensive reports are available for • Group report prescribes group development plan
benchmarking and standard setting
Step 6: Proficiency Development
Step 2: Pre-eLearning Up to this point in the Integrated Learning Experience, all
• Introduces key skills and their importance the skills have received equal attention. With a strong
• Includes exercises to help participants distinguish foundation in place, the focus now turns to individual and
between different behaviors group skill gaps or weaknesses.
• Simulations with customer/seller dialogues offer a
controlled practice environment where early success Individual Reinforcement Modules
can be achieved and early feedback can be delivered • Based on the results of the post-assessment,
individuals are directed to e-learning reinforcement
Step 3: Instructor-led Training modules
• Expert-led workshop that focuses on individual • Participants focus on one skill at a time
and group skill-building activities, role playing and
continuous feedback Manager-led Reinforcement Modules
• Sequentially builds skills, each providing a • Based on the results of the post-assessment,
foundation for the next managers are provided with activities and drills
• Facilitated by Huthwaite’s world-class Senior they can use in staff meetings or other settings
Training Consultants to continue to build and reinforce skills of their
salespeople in order to achieve mastery and
Step 4: Reinforcement - 30 Day Plan behavior change.
• Daily skill drills to reinforce key concepts
• Delivered electronically directly to the learner Coaching
Post-eLearning Few individuals are skilled at assessing their own behav-
• On-demand access to key concepts to support ior. If the skills acquired through study and practice are
learning as participants convert theory to practice not applied appropriately in the field, they will not yield
results. Without professional feedback, most sellers will
blindly repeat the same mistakes. Huthwaite’s Coaching
SPIN® 2.0 provides managers with the practical coaching
skills to help their sellers get it right in the field.
www.huthwaite.com ©2012 Huthwaite, Inc.