CORD is now offering a series of online videos that advise on how to improve sales management skills and knowledge. World class sales forces are making every effort to adapt and maintain their positions of leadership in the marketplace,” according to Neil Rackham, and these videos are designed to help achieve this. These videos are [...]
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Neil Rackham to Speak at “Sales & Marketing: Fusion or Fission?” Workshop
To be held on June 19, 2012, in London, the “Sales & Marketing: Fusion or Fission?” workshop encompasses both the strategic framework for integrating these two critical functions, and the processes for underpinning better returns and better forecasting. Every sales, marketing, advertising and account manager or director will benefit from attending this revolutionary workshop. You [...]
Customers Value Strategic Advice from Their Sales Representatives
Once upon a time, a sales professional could be successful by serving as a nice, friendly “talking brochure” for their company’s product or service. No longer is this the case. If you’re still operating as a talking brochure today, your days as a sales executive are numbered. Instead, research shows that customers value a sales [...]
Top Sales and Marketing Strategist Neil Rackham to Speak in India at Knowledge Capital’s Special Management Program
Neil Rackham, internationally renowned sales training guru and creator of the global sales phenomenon, SPIN Selling, will be the keynote speaker at the Knowledge Capital’s special management program in Mumbai on February 10th and in New Delhi on February 12th. This program is highly recommended for Indian CEO’s , C-level executives, sales, marketing, and customer [...]
How to Build a World Class Sales Force in 2009
Neil Rackham, author of bestsellers such as SPIN Selling, Major Account Sales Strategy and Rethinking the Sales Force, and one of the leading minds in professional, consultative selling over the past 20 years, shares his five keys for building a world class sales force: Sales supervisors are the key to successI have played a part [...]
Sales Professionals Attest to Benefits of Neil Rackham’s Research and Teaching
Jim Farrell, author of the Business Bits blog, summarizes the SPIN Selling philosophy and quotes some executives who share their personal experiences with Neil Rackham’s work in this blog post.
Neil Rackham Among 2009′s “9 Business Speakers You Need to Know”
The Speakers Group speakers bureau counts Neil Rackham among “9 Business Speakers You Need to Know in 2009” based on the relevance of his expertise in helping companies navigate the tumultuous economic climate projected to linger well into the New Year.
Q&A with Neil Rackham, “The Professor of Professional Selling”
Neil Rackham has been observing the world’s best sales forces for decades, and here he answers some of the frequently asked questions he has received from sales professionals and sales managers: How does one become a good salesperson? It’s not magic; it’s hard work. A few people have a natural talent for selling, but most [...]
Neil Rackham with Howard Stevens on Selling in a Down Economy
Howard Stevens of The HR Chally Group recently interviewed Neil Rackham about winning strategies for selling in a down economy. Watch the video on the Chally web site here.
Neil Rackham Debunks 10 Myths of Professional Selling
Heading into the new year, Neil Rackham, the world’s greatest voyeur of professional selling, debunks 10 myths that may be preventing you and your sales force from reaching peak performance levels: “Selling is selling – a good salesperson can sell anything.” “To get more orders, make more calls.” “Always call high.” “Use plenty of open [...]