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Neil Rackham    

Speaker, Author & Expert on Sales and Marketing Issues

Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Several of his books have been on the New York Times bestseller 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 the 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.

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.

Rackham 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.

News


The King of SPIN – Neil Rackham returns to ‘shake things up’
Two decades on, his 1995 text, SPIN Selling, is still lauded as the most influential sales book of all time, and more than half the US Fortune 500 use models from that research to train their sales teams. Professor Neil Rackham’s studies have stood the test of time, but as he makes clear in this interview – it’s important to evolve. In his own words: “It’s a Darwinian world out there. Adapt or die.”
Internationally Known Sales Pundit Brings Expertise to UC Classroom
Neil Rackham, best-selling author of “SPIN Selling” and a world-renown expert in sales, will bring his extensive marketing and sales experience to the Carl H. Lindner College of Business. He joins the faculty as Executive Professor of Professional Selling effective February 2012.
Masterclasses with Professor Neil Rackham
Professor Rackham has been described as “the Professor of Sales”. He is the best-selling author of the highly influential book ‘SPIN Selling’. Now resident in the USA this is a rare opportunity to engage with him in a small ‘Masterclass’ type forum.
A Special Morning with Neil Rackham: Five Mega-Trends That Have Redefined Selling
Neil Rackham is widely recognized as the father of consultative selling and one of the leading sales and marketing speakers of the past 30 years. The IES is very excited to bring him back for a special morning event on May 20.
Neil Rackham: The Future of Selling
A couple of weeks ago I posted a video of Howard Stevens, CEO of the sales-oriented research group HR Chally, talking with sales uber-guru Neil Rackham on the subject of Selling in Hard Times.

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