He has been Chairman and CEO of three international research and consulting firms. Rackham first gained international recognition in the s 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, sales calls in over 20 countries. 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. He uses a combination of humor, passion and group interaction to stimulate and challenge his audiences. Contact Us Any Time:. Neil has been an advisor on sales performance to several of the Fortune largest companies in the United States.
More than half the Fortune train their salespeople using sales models derived from his research. Testimonials To say my team was impressed is an understatement!!! Neil was absolutely the BEST. He is a very warm, humble, kind and very intelligent person. It seems that Ralph Waldo Emerson was wrong: building a better mousetrap will not cause prospects to beat a path to our door.
What we need to do instead is to articulate a more compelling problem. In the unlikely case that any of you are unfamiliar with the acronym, it stands for:. Prospects are even more resentful of having to answer a series of dull fact-based discovery questions than they ever were - and there is even less excuse nowadays for sales people to ask questions that they could have answered with a modest amount of judicious research. Sales people who master this art of uncovering unconsidered needs invariably establish the foundation for having far more impactful value creating conversations more of this in a moment.
Implication questions help the prospect to recognise the consequences of failing to deal with the problems we have helped them to uncover. He writes and speaks regularly on the critical importance establishing of scalable sales processes in driving B2B sales success.
Similarly, he found that the more time the customer talks in a sales call, the higher probability that the sales call will succeed. Neil Rackham. The great divide between sales and marketing has been exacerbated by the recession, and the marketing camp seems to be losing the good fight. Selling itself is changing! This video helps you through those changes.
Value Proposition : Neil Rackham on the importance to sales. Interview with Neil Rackham.
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