Neil Rackham first became a household name in the professional selling world with the release of SPIN Selling, a revolutionary work based on a study of more than 35,000 sales calls in 23 countries over a 12-year period. He has since written follow-up bestsellers, including Major Account Sales Strategy and Rethinking the Sales Force. Now, he spends much of his time consulting the world's top sales forces, speaking at corporate sales meetings, and teaching at leading universities. He is truly the world's "Professor of Professional Selling."
Over the last three weeks, Neil addressed more than 3,000 business leaders in New York, Brazil and Mexico. I had the privilege of traveling with him in Brazil and Mexico, where he shared the platform with noted authorities such as General Colin Powell, Tom Peters, Terry Jones and others. What an awesome experience! I'm always reminded of just how powerful Neil's presentation is when I watch audience members come up to him afterward. While there are many great sales motivators, there are few sales educators who can impart such practical, yet astounding insights -- in a dynamic, engaging style -- that are proven to boost sales performance. Today's sales pros are hungry for solid food.
To anyone who plans sales meetings, I strongly recommend that you take a look at Neil Rackham's available programs -- and check out the July/August issue of Harvard Business Review which features an article co-written between Neil and Philip Kotler, titled "Ending the War Between Sales and Marketing."