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If the concept of a company wide support of sales should apply anywhere, it is in the IT industry. So many parts of the organisation have touch-points that can influence whether, when, how much, and how often customers will buy from you. The obvious sales pathways are the traditional field salesforce, the pre-sales experts, the inside sales team, the channel partners and the website. But everyone in the IT business has some opportunity to influence the success, or failure, of a sale or to spot a new business opportunity.

IT services is probably the most striking example of this, where programme managers or customer engineers enjoy a closeness to their client organisations that exceeds anything their 'sales' colleagues attain. But does this opportunity to influence get used to its full potential?

Elsewhere in the sector we could ask the same about service engineers, consultants, researchers, telephone and lobby receptionists, marketing staff and a long list of people whose actions could make a difference to the sales effort.

Huthwaite has always seen the buy-sell process as a perpetual cycle. We know that there is no moment in a company's life when it is not somewhere in that cycle, and so there should be no time in a selling organisation's life when it is not doing something to help the sales effort.

We feel we are in a unique position of having the breadth, depth, history, expertise, tools, reach and reliability to make the vision of IT companies worldwide come true.

So, when you start thinking about the best partner to help you get your sales organisation - and indeed your whole company - selling effectively, think about Huthwaite first.