Posted 4 Mar, 2014 by Huthwaite

LinkedIn, blogs, and Twitter have long since infiltrated the B2B workplace; but while sales professionals are still getting a handle on these tools, industry leaders are already looking ahead. In Social Media Examiner, Cindy King outlines “29 Social Media Tools Recommended by the Pros.” We’ve picked out 10 that may have potential for the sales team.

Posted 12 Feb, 2014 by Huthwaite

Huthwaite Center for Research has recently enjoyed a series of conversations with Miller Heiman Research Institute’s Chief Research Officer, Joe Galvin. Joe will be presenting a webcast along with Patrick Blair, Salesforce’s SVP Commercial Sales, at on February 19 at 2 p.m. EST.

Posted 13 Jan, 2014 by Huthwaite

The economy of India—the tenth-largest in the world according to GDP—has been on an upward trajectory. Although the fiscal deficit remains high, it is shrinking, and most of the debt is held domestically. Moreover, exports are seeing a rise in their share of GDP. Construction, trade, hospitality, transportation, communication, real estate, finance and insurance are all among the sectors that registered an annual growth rate of over 5 percent in 2013.

Posted 25 Nov, 2013 by Huthwaite

This is the last of a series of five articles about the use of social media for selling.

There is an adage in educational circles that what gets measured gets done. In social media, as in almost any endeavor, it is impossible to know where to put one’s efforts if there is no way to know what is working—and what is not. Just as salespeople track their interactions with clients and potential clients in the so-called real world, they also need to track their online interactions.

Posted 18 Nov, 2013 by Huthwaite

This is the fourth in a series of five articles about the use of social media for selling.

Social selling provides a wealth of opportunities. Not only does it open an organization to millions of untapped buyers, it also provides a means to engage with buyers when and where it is most convenient for them. What makes social media so exciting is that it is about enhancing human capital to “make your reps superhuman,” says Duane Morrow, Chief Marketing Officer of Primerica.

Posted 11 Nov, 2013 by Huthwaite

This is the third in a series of five articles about the use of social media for selling.

Businesses of all sizes appreciate the potential of social media for B2B sales, but social selling is a relatively new phenomenon. The sales process has not changed, but what is effective in face-to-face sales is not always transferable to the virtual world. Even top-performing salespeople may have to learn new skills and tweak their strategy.

Posted 4 Nov, 2013 by Huthwaite

This is the second in a series of five posts about buyer focused social selling.

In today’s technology-driven world, there is no doubt that businesses and consumers alike are influenced by information they encounter online. Many businesses believe that social media is the marketplace of the future. A recent study found that 93 percent of businesses use social media for B2B marketing.

Posted 28 Oct, 2013 by Huthwaite

This is the first in a series of five posts about buyer focused social selling.

By the time a customer meets you, 67 percent of the buying process has already occurred. Some of it has occurred on Facebook, Twitter, and other social media sites. Studies show that companies that use Twitter generate twice as many leads as those that do not.

C-suite engagement in social media is important.

Posted 22 Oct, 2013 by Huthwaite Asia Pacific

By Mark Edwards

Even with the best strategic vision for behavioural change, too many sales training initiatives fail as a result of one or more of seven common problems and, consequently, all too often deliver little-to-no return on investment for organisations. When embarking on a sales training initiative, the best way to meet your business objectives is to ensure the solution addresses each of these problems and provides mitigation strategies.