On 4 November Huthwaite International hosted a one-day conference headlined 'Winning with Procurement' at the Grand Connaught Rooms in central London. The event proved hugely popular, drawing 120 delegates from around the world.

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The recent European Athletics Championships have focused attention on the athletes who are likely to make their mark in the fast approaching London Olympic games of 2012. It also made us consider the similarities between selling and sport, similarities that go beyond the mere fact that we talk of winning sales and winning races.

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One interpretation of this lyric is that examining matters from different angles doesn't guarantee certainty. We'd agree with the point. Absolute certainty, particularly in the fastmoving and complex environment that is a major sale or purchase, is unattainable.

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One interpretation of this lyric is that examining matters from different angles doesn't guarantee certainty. We'd agree with the point. Absolute certainty, particularly in the fastmoving and complex environment that is a major sale or purchase, is unattainable.

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Many partners and business development directors might feel that this Paloma Faith hit song from last year accurately describes the approach their people take when submitting sales pipeline reports. But do sellers deliberately deceive the boss and say what they think he or she wants to hear? We don't think so.

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Many sales managers and directors might feel that this Paloma Faith hit song from last year accurately describes the approach their people take when submitting sales pipeline reports. But do sellers deliberately deceive the boss and say what they think he or she wants to hear? We don't think so.

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For the first time since World War 2, the UK has a coalition government, concluded after five long days of negotiation. Our negotiation research database was built up from direct observation of thousands of hours of negotiations. But what we would have given to be a 'fly on the wall' at negotiations that have resulted in our new political landscape! Even from the outside though, we can see that they illustrated a number of the things we teach.

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For anyone trying to run an international business, communication barriers can be deeply frustrating. The global sales organisation trying to ensure its people use a consistent and shared methodology meets a range of reactions from simple but time-consuming misunderstandings through to outright resistance. In between, whether it's accidental or deliberate, local corruption of the message dilutes its impact. This is where Huthwaite International can help...

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Our new Huthwaite Virtual Training Campus provides the interactive experience of learning skills that is closest to 'the real thing', but minimises the financial and environmental costs. People don't need to leave their desks – wherever they are in the world.

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