Neil Rackham
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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.
Gazelles, Inc.
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About Neil Rackham - Sales and Marketing Speaker:
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.
In the 1970s Neil first gained international recognition for his studies of sales effectiveness, when he led the largest ever research study of successful selling. 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 of $30 million, in today's dollars. From the results of these studies he published the groundbreaking classic SPIN Selling and Major Account Sales Strategy. His books regularly rank among business best sellers, and SPIN Selling is McGraw Hill's best selling business book ever. He is author of over 50 influential articles on marketing, selling and channel strategy.
Neil's other books include Managing Major Sales and Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage. His recent book Rethinking The Sales Force has received wide acclaim from critics, academics, and salespeople. It is required reading at many leading business schools.
Neil 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. He currently serves as Executive Advisor for Go To Market Partners, a market strategy and sales effectiveness research and consulting firm.
What Neil Rackham Talks About:
Neil 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 award for Innovation in Training and Instruction, and more than half the Fortune 500 train their salespeople using sales models derived from his research.
Neil's Topics Include:
- SPIN Selling
- Rethinking Sales: Selling for the Future
- Partnering and Building Enterprise Sales Relationships
- Selling Professional Services
- New Thinking for Sales Managers
- World Class Sales Forces
