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
(McGraw-Hill, 1988) and Major Account Sales Strategy (McGraw-Hill,
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 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
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.