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® Selling (1988) and Major Account Sales Strategy (1989). His books regularly rank among business best sellers, and SPIN® Selling is McGraw Hill's best selling business book ever. He is author of many influential articles on marketing, selling and channel strategy. His other books include Managing Major Sales and Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage. The book Rethinking The Sales Force received wide acclaim from critics, academics and salespeople --- it is required reading at many leading business schools.
Rackham is also widely recognized as a highly original, creative trainer and communicator. His work in sales training won him the Instructional Systems Association lifetime award for Innovation in Training and Instruction. He 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. Neil has been an advisor on sales performance to several of the Fortune 100 companies in the United States and more than half of the Fortune 500 train their salespeople using models derived from his research.
Neil is a much 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 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.
- Ending the War Between Sales and Marketing
- Rethinking the Sales Force: Selling for the Future
- The Origins of SPIN® Selling
- Partnering and Building Enterprise Sales Relationships
- Selling Professional Services
- New Thinking for Sales Managers
- World Class Sales Forces
Sales, Partnering, Customer Service, Celebrity
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Speaker's Asking Fee Range
$15,000 or more
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DC / VA
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"An outstanding presentation. Full of substance. He made us think, gave us lots of take home value and did it an entertaining and involving way." - Viasys
"Our top people are an impatient and demanding group. At the end of a long day they were not an easy audience. 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
"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 wrote the book, so our participants came expecting to hear a well known expert . But they left with much more. He made his topic sparkle. He never talked down to the audience, or dodged complex issues. 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
“Neil did a terrific job of aligning the ‘Art and the Science’ of both the selling organization but more importantly allowing us to question the concept of true partnerships and some of the discipline required both personally and organizationally to achieve them. In addition to the insight gained by the selling organization, Neil helped us look at our entire strategic approach to the market.” - ARAMARK