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 improvement and coaching programs that drive real business results.
In 1976, English behavioral psychologist Neil Rackham set out to study success factors in human relations. He chose to study sales because it is a field where success can be measured: the most successful salespeople in a given organization are the ones who generate the most revenue.
Neil conducted the largest behavioral research project ever undertaken in the sales skills area.
Analysis of these calls resulted in well-documented evidence about how to be more successful in sales. The discoveries led to the creation of a number of models and frameworks, most notably SPIN® Selling, Huthwaite's renowned methodology that revolutionized the world of sales and defines consultative selling to this day.
Huthwaite’s Continual Research
Huthwaite continues to uphold its rich legacy of research:
The conclusions from our ongoing research have been so startling in terms of the changing context of SPIN® Selling that we published a book on the subject: Escaping the Price Driven Sale.
Huthwaite Around the World
For over 35 years Huthwaite has been enabling salesforces from around the world. To find out more visit our locations listing