Neil Rackham Views
Rackham's work in sales training won him the Instructional Systems Association lifetime award for Innovation in Training and Instruction.[10] Sought after as a conference speaker,[11] Neil receives top reviews from participants for his capacity to take complex issues and make them accessible and interesting.[12]
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.
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 worldr’s most successful professional services organizations including McKinsey & Company, where he was for many years a member of the Sales and Channel Management Group.
As a sales and marketing trainer and coach for professionals, I discovered Neil Rackham's book while looking for a simple way of explaining the techniques that distinguish larger, more complicated sales from small quick sales. This book provided exactly what I was looking for. SPIN is an easy way to remember to ask more questions--and more meaningful questions--and the discussion of how to...
Neil Rackham Images
