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Branding | Management | Sales | Strategic Planning | Marketing
Neil Rackham is known nationally and internationally as a speaker, writer, and influential thinker on sales and marketing issues. Three of his books have appeared on the New York Times best-seller list and his works are translated into over 50 languages. He has been chairperson and CEO of three international research and consulting firms.
Mr. Rackham first gained international recognition in the 1970s when he led the largest ever research study of successful selling and sales effectiveness. This enormous project, supported by major multinational companies including Xerox and IBM, involved a team of 30 researchers who studied 35,000 sales calls in over 20 countries, over a period of 12 years. From the results of these studies, Neil Rackham published the groundbreaking classics, 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. Additionally, Neil Rackham is author of over 50 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. More than half of Fortune 500 companies train their salespeople using sales models derived from his research, and Neil Rackham's book, Rethinking the Sales Force, is required reading at many leading business schools.
Widely recognized as a highly original and creative trainer and communicator, Neil Rackham's 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, and has worked extensively with senior partners in professional services organizations including McKinsey & Company, where he was a member of the Sales and Channel Management Group for many years. Additionally, Neil Rackham has been an advisor on sales performance to several of the Fortune 100 companies in the United States.
A sought after speaker, Neil Rackham receives top reviews 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.
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