Neil Rackham

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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. More than half the Fortune 500 train their salespeople using sales models derived from his research.

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Your audience will:
•  Learn how the world of selling is changing
•  Discover how the world's best sales forces sell differently
•  Learn what scientific research tells us about successful selling
•  Learn the art of asking powerful questions that change the way customers think
•  Acquire the keys to building a high performance sales culture

*Speaker fees vary based on event location, program duration and other factors, and are subject to change without notice. Please contact us for an accurate fee quote for your event.

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.

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(R) Selling (McGraw-Hill, 1988) and Major Account Sales Strategy (McGraw-Hill, 1989). His books regularly rank among business best sellers, and SPIN(R) 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 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.

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 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’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.

Neil 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.

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.

Rackham has a farm and winery in Northern Virginia and, when he’s not working on improving sales performance, he writes poetry and science fiction, plays medieval musical instruments, and walks the Appalachian Trail.

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.

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.

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.

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.

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.

An outstanding presentation. Full of substance. He made us think, gave us lots of take-home value, anddid it an 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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