Neil Rackham

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.

First gaining international recognition in the 1970s, Rackham 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 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.

Rackham is 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. He has worked closely with many leading sales forces such as IBM, Xerox, AT&T and Citicorp. Rackham has also 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.

Rackham has been an advisor on sales performance to several of the Fortune 100 largest companies in the United States. More than half the Fortune 500 train their salespeople using sales models derived from his research. His other publications 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 critical acclaim and has become required reading at many leading business schools.

Rackham is 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 humour, passion and group interaction to stimulate and challenge his audiences.

• Ending the War Between Sales and Marketing

  Sales and marketing departments have been fighting each other for years. Why? And what can be done about it? Neil demonstrates how marketing tools can be used to develop better sales strategies, creating a win-win relationship for all parties involved. Also, learn how to launch products more effectively by changing the way sales and marketing work together. This presentation will help sales and marketing professionals work in cooperation now, and also in the business world of the future.

• Selling Professional Services

  Traditional product-based sales tactics are rarely effective in selling professional services, yet most sales training is rooted in these techniques. Neil understands the unique dynamics of selling services, so much so each of "The Big Three" consulting firms turned to him when they recognized the need to enhance and revolutionize their sales strategies.

• Partnering and Building Enterprise Sales Relationships

  Strategic relationships are one of the best ways to dramatically improve the performance of a company's sales team. Neil offers proven sales strategies specifically applicable to major accounts, including insights on how to build mutually beneficial alliances.

• Rethinking Sales: Selling for the Future

  Changes abound in today's marketplace, and those in the selling profession must adapt to have any chance of continued success. Gain a significant competitive advantage as the world's most respected researcher of sales provides insights into what your customers expect and where the selling profession is headed.

• The Origins of SPIN® Selling

  More than half of the Fortune 500 companies have applied SPIN® Selling strategies in their business. As the creator of the SPIN® Selling methodology, Neil shares an inside look at how the revolution began, how the research was executed, and how the findings relate to you and your sales force. This presentation is guaranteed to give your team a new outlook on their day-to-day efforts in the field.

• 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
• 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.
• 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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  June 1996

  The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

  Neil Rackham''s national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter.

  
  
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  January 1989

  Major Account Sales Strategy

  Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here''s a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.

  
  
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  May 1988

  Spin Selling

  In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as "What makes success in major sales" and "Why do techniques like closing work in small sales but fail in larger ones?"

  
  
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  Getting Partnering Right: How Market Leaders are Creating Long-Term Competitive Advantage

  In this book, Rackham, Friedman, and Ruff clear through the thicket of buzzwords and general concepts, and describe what real companies are doing to build long-term competitive advantage through partnering relationships. A practical, "how-to" book for suppliers, it details the best practices of dozens of market-leading partnering organizations. Based on a two-year research study at over a hundred successful companies, this is the source book you need to make partnering a reality - and a success - for your company.

  
  
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