Huthwaite and Neil Rackham Announce Strategic Partnership

Huthwaite, the world's leading sales performance improvement organization announces today that Neil Rackham internationally renowned author of the best selling business book "SPIN Selling" and the original founder of Huthwaite Incorporated is reengaging with the organization in a strategic advisory capacity to Huthwaite's current President & CEO John C. Golden.

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Neil continues to lead the way in understanding the evolution of twenty-first century selling and the greater level of integration and alignment that is needed organizationally to be successful

Arlington, Virginia (PRWEB) October 27, 2009

Huthwaite is pleased to announce that after an absence of nearly five years, Neil Rackham internationally renowned author of the best selling business book "SPIN Selling" and the original founder of Huthwaite Incorporated is reengaging with the organization in a strategic advisory capacity to Huthwaite's current President & CEO John C. Golden.

Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Three of his books have been on the New York Times best seller list and his works have been translated into over 50 languages. Neil has been an advisor on sales performance to several of the Fortune 100 largest companies in the United States. His other books include Managing Major Sales and Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage. More than half the Fortune 500 train their salespeople using sales models derived from his research.

Rackham's pioneering work has continued prodigiously and his insights and guidance have been especially sought out during the current global recession interacting with business leaders across the globe.

Golden, who joined Huthwaite in 2008, has spearheaded the expansion of Huthwaite's offerings to cover all aspects of the sales continuum from selling skills to strategy, from prospecting to negotiations to sales management. He has also overseen the introduction to the market of the Huthwaite Integrated Learning Experience, which combines online components with hands-on, expert-led workshops to deliver a learning process that is embedded into the work practice of clients providing the foundation for long term success and behavior change.
Neil Rackham and John C. Golden are now actively collaborating on bringing to market a new range of solutions that address areas adjacent to and supporting of sales that also have a direct impact on revenue generation.

"Neil continues to lead the way in understanding the evolution of twenty-first century selling and the greater level of integration and alignment that is needed organizationally to be successful" said John C. Golden, President & CEO of Huthwaite Inc. "I am delighted to be able to work directly with Neil on taking these insights and creating solutions that can be leveraged directly by our customers, especially as they continue to face a particularly challenging market".

Huthwaite has already begun work on this collaboration and is scheduled to bring the first of these new offerings to market in 2010.

"Working directly with the company I founded is especially satisfying, given their continued track record of success in being able to take innovative ideas and research-based findings and turn them into solutions that can be leveraged by organizations across the globe." said Neil Rackham "Collaborating with John as a strategic advisor provides me with the opportunity to bring some of my latest work to a broader audience and help impact businesses at both a strategic and tactical level."

About Huthwaite

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. For additional information on Huthwaite, visit http://www.huthwaite.com.

About Neil Rackham

In addition to his world-renowned status as a speaker and writer, Neil Rackham is widely recognized as a highly original and creative trainer and communicator. Rackham first gained international recognition in the 1970s when he led the largest ever research study of successful selling and sales effectiveness. This 12-year sales research study - observing and analyzing more than 35,000 sales calls - remains to this day the only research effort of its kind. These landmark findings inspired a number of models and frameworks, which can be found in the many books he has authored, including SPIN® Selling. For additional information about Neil Rackham, visit http://www.neilrackham.com.

Huthwaite, Inc.
October 2009

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