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Case Study : Huthwaite

Huthwaite Combines Sales Intelligence from Hoover’s and First Research to Streamline Sales Process and Strengthen Client Relationships

Company: Huthwaite Inc Operations: Sales Consulting Web site: http://www.huthwaite.com Company Overview “Huthwaite’s business is sales performance improvement. pioneers in the application of behavioral research and analysis to benchmark sales excellence in the field, we combine empirical research with the fundamentals of organizational change and world-class training to improve the effectiveness of professional sellers. ultimately, our goal is to help our clients achieve specific business outcomes that are best addressed by improving the sales function.” Before going into any client meeting the Huthwaite team needs to know everything about their customer’s industry and business in order to offer valuable professional advice. For Huthwaite, being able to predict or foresee future problems for a client is essential. the team found they needed a solution that was not only intuitive, but would also help them save time and allow their reps to invest more strategic thought into their client’s business.

Solution

Huthwaite decided to utilize both Hoover’s and First research throughout its sales process. Hoover’s became the starting point to obtain company-specific information and First research became the tool of choice for educating the team on the company’s industry. As a result, the Huthwaite team can now easily find a company’s sIc code using Hoover’s, for example, and then quickly pull the related Industry profile from First Research. the Huthwaite team uses Hoover’s to discover everything they need to know about a specific company; then drills into First research Industry Intelligence to identify the challenges, opportunities and changes that company is currently facing in the marketplace. By tapping into Hoover’s, as well as First Research, the Huthwaite team gains...