| Neil Rackham |
Related Speakers… |
Neil Rackham’s Main Accomplishments
Include . . .
Author of SPIN® Selling (McGraw Hill’s
best selling business book ever) Major Account Sales
Strategy, Managing Major Sales, Getting Partnering
Right: How Market Leaders Are Creating Long-Term Competitive
Advantage, and Rethinking The Sales Force. Three of
his books have been on the New York Times best seller list
and
his works have been translated into over 50 languages; Author
of over 50 influential articles on marketing, selling and channel
strategy; Chairman and CEO of three international research
and consulting firms; Recipient of the Instructional Systems
Association lifetime award for Innovation in Training and Instruction
for his sales training work
More About Neil Rackham . . .
Neil Rackham is known throughout the corporate world as a speaker,
writer and seminal thinker on sales and marketing issues. Rackham
first gained international recognition in the 1970s when he
led the largest-ever research study of successful selling and
sales effectiveness. This massive project, supported by major
multinationals including Xerox and IBM, involved a team of
30 researchers who studied 35,000 sales calls in over 20 countries.
The research took 12 years at a cost, in today’s dollars,
of $30 million. From the results of these studies he published
the groundbreaking classics SPIN® Selling and Major
Account Sales Strategy. More than half the Fortune 500 train their
salespeople using sales models derived from his research.
Widely recognized as a highly creative trainer, Neil Rackham
has worked closely with many leading sales forces such as those
at IBM, Xerox, AT&T and Citicorp. In addition, he has worked
extensively with senior partners in some of the world’s
most successful professional services organizations, including
McKinsey & Company, where he was for many years a member
of the Sales and Channel Management Group.
Neil Rackham is also a highly sought-after conference speaker
who uses a combination of humor, passion and group interaction
to stimulate and challenge his audiences. He receives top reviews
from audience members for his capacity to take complex issues
and make them accessible and interesting.
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| Suggested Programs |
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- The Origins of SPIN Selling
- Ending the War Between Sales and Marketing
- Rethinking Sales: Selling for the Future
- Partnering and Building Enterprise Sales Relationships
- Selling Professional Services
- New Thinking for Sales Managers
- World Class Sales Forces
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| What People are Saying |
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| "Our top people are an impatient and demanding group.
Neil took a very complex subject and held our folks on the
edge of their seats with his insights, world class expertise
and engaging manner. They were unwilling to let him go." |
| --- Hewlett-Packard |
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| "An outstanding presentation. Full of substance. He
made us think, gave us lots of take-home value, and did it
in an entertaining and involving way." |
| --- Viasys |
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| "As always, he was a major hit. He's a living legend
in the sales field because of his research and his deep understanding
of selling. He brought clarity to complexity and his participative
and informal style changed the way people felt. An 'A-plus'
for take-home value." |
| --- Gazelles, Inc. |
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