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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We're not trying to be Festive killjoys – what you get up to at the office Christmas party is your business! In any case, Huthwaite has always had a rather specialised definition of how people behave. Our focus on rigorously categorising verbal behaviour allowed us to develop our core research tool featured in this month's Insight - 'Behaviour Analysis'.

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Our recent research showed that too many organisations rely entirely on the skills of their negotiators. But the key to success lies in improving all aspects of negotiating. Individual skills are only one of ten critical areas that need to be addressed to produce optimum results.

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The season may be autumnal, but some commentators have detected the 'green shoots' of a new economic spring. Sooner or later recovery will indeed dawn and those organisations that have survived will emerge from their bunkers, blinking in the unfamiliar sunshine. If you're one of them, just how fit will you be to take advantage of the improving business climate?

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In today's tough business climate, sellers are exhorted even more to 'create value' and 'add value' for their customers. Many sellers interpret this as pressure to go that extra mile, provide that additional service or give the customer that further product enhancement in order to generate customer loyalty. The trouble is that this added customer value is mostly provided free, with two unfortunate consequences...

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This month's Insight is all about the launch of Skill4 International - a new business within the Huthwaite International group. And it came about as a result of an insight that you shared with us, instead of the usual other way round.

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