Rethinking the Sales Force”
Program Titles
- The natural and necessary synergy between marketing and sales.
Neil Rackham captivates audiences with his “Rethinking the Sales Force” presentation, offering profound insights into the future of the selling profession.
He makes an impact, delivering the real take-home value clients seek today. Neil was highlighted in Selling Power, Sales Manager’s Source Book.”
He was asked for insights on managing the training process in pursuing sales excellence, the natural and necessary synergy between marketing and sales, and how the two are often disjointed within many companies today.
Neil Rackham is known worldwide as a speaker, writer, and seminal thinker on sales and marketing issues. Three 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.
Neil gained international recognition for his sales effectiveness studies 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 to earn $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 bestsellers. He authorizes over 50 influential marketing, selling, and channel strategy articles.
Neil’s other books include Managing Major Sales and Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage. His t book Rethinking The Sales Force has received wide acclaim from critics, academics, and salespeople. It is required reading at many leading business schools.
He has worked closely with leading sales forces like IBM, Xerox, AT&T, and Citicor and advised several of the largest Fortune 100 companies in the United States on sales performance.
Neil has worked extensively with senior partners in some of the world’s most successful professional services organizations, including McKinsey & Company, where he was a Sales and Channel Management Group member for many years.
Neil Rackham is also widely recognized as a highly original, 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.
He is a sought-after conference speaker who receives top reviews from participants for his capacity to make complex issues accessible and interesting. He uses a combination of humor, passion, and group interaction to stimulate and challenge his audiences.
Books by Neil Rackham
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