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 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 when he led the largest-ever
research study of successful selling and sales effectiveness in the 1970s. 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 SPINŽ Selling and Major Account Sales Strategy. His books regularly
rank among business best sellers, and SPINŽ Selling is McGraw-Hill's best
selling business book ever. He is also 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.
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 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 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's 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.
He 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
Rethinking Sales: Selling for the Future
Partnering and Building Enterprise Sales Relationships
Selling Professional Services
New Thinking for Sales Managers
World Class Sales Forces
