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Keynote Speaker Neil Rackham

Neil Rackham

Top Sales and Marketing Strategist, Author of SPIN Selling

  • Speaker's U.S. Fee Range
    $10,001 - $20,000 i
  • Languages Spoken
    English
  • Travels From
    Washington DC, USA

Suggested Keynote Speeches & Programs

  • The Changing World of Sales
  • Success in Sales: Under the Microscope
  • Managing the Sales Force
  • The Origins of SPIN Selling

View More

Neil Rackham’s Main Accomplishments Include . . .

Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Three of his books have been on the New York Times best seller list and his works have been translated into over 50 languages. He has been Chairman and CEO of three international research and consulting firms.

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 classic SPIN® Selling (McGraw-Hill, 1988) and Major Account Sales Strategy (McGraw-Hill, 1989). He is author of over 50 influential articles on marketing, selling and channel strategy.

Rackham is also widely recognized as a highly original and creative trainer and communicator. His work in sales training won him the Instructional Systems Association lifetime award for Innovation in Training and Instruction.

Neil Rackham has worked closely with many leading sales forces such as IBM, Xerox, AT&T and Citicorp. He has also worked extensively with senior partners in some of the world’s most successful professional services organizations including McKinsey & Company.

He’s a sought-after conference speaker who receives top reviews from participants for his capacity to take complex issues and make them accessible and interesting. He uses a combination of humor, passion and group interaction to stimulate and challenge his audiences.

Neil has been an advisor on sales performance to several of the Fortune 100 largest companies in the United States. His other books include Managing Major Sales and Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage. More than half the Fortune 500 train their salespeople using sales models derived from his research. He is Visiting Professor to several Universities in Europe and the USA.

Rackham lives in Northern Virginia and when he’s not working on improving sales performance, he writes poetry and science fiction, and plays medieval musical instruments.

Testimonials 3

  • To say my team was impressed is an understatement!!!  Neil was absolutely the BEST.  He is a very warm, humble, kind and very intelligent person.  My team members are a critical audience and Neil receive rave reviews.  He had all of us engaged from the beginning to the end of his presentation.   What a treat and honor to have Neil.  WOW!!!!!

     

    Health Alliance Plan

  • “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

  • “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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