Comments for Neil Rackham - The Professor of Professional Selling http://neilrackham.com Globally Recognized Thought Leader on the Complex, Consultative Sale Sat, 13 Mar 2010 04:40:12 +0000 http://wordpress.org/?v=2.7 hourly 1 Comment on Neil Rackham Among 2009’s “9 Business Speakers You Need to Know” by beck422 http://neilrackham.com/2009/01/neil-rackham-among-2009s-9-business-speakers-you-need-to-know/comment-page-1/#comment-3586 beck422 Mon, 18 Jan 2010 09:07:44 +0000 http://neilrackham.com/?p=43#comment-3586 I am charged on training salesmen in Korea. I work for Honda in Korea.I was really impressed of Spin Selling strategy. I am charged on training salesmen in Korea. I work for Honda in Korea.I was really impressed of Spin Selling strategy.

]]> Comment on Q&A with Neil Rackham, “The Professor of Professional Selling” by Buckley http://neilrackham.com/2009/01/qa-with-neil-rackham-the-professor-of-professional-selling/comment-page-1/#comment-3413 Buckley Wed, 30 Dec 2009 22:28:59 +0000 http://neilrackham.com/?p=33#comment-3413 Rackham is a cut above all the others. When I read his works almost 15 years ago I was finally convinced Sales was a 'professional' job. Rackham is a cut above all the others. When I read his works almost 15 years ago I was finally convinced Sales was a ‘professional’ job.

]]> Comment on Sales Professionals Attest to Benefits of Neil Rackham’s Research and Teaching by will fredrick http://neilrackham.com/2009/01/sales-professionals-attest-to-benefits-of-neil-rackhams-research-and-teaching/comment-page-1/#comment-3346 will fredrick Fri, 18 Dec 2009 06:00:29 +0000 http://neilrackham.com/?p=37#comment-3346 look forward to your valued knowledged inputs important for my sales career thanks look forward to your valued knowledged inputs important for my sales career

thanks

]]> Comment on Q&A with Neil Rackham, “The Professor of Professional Selling” by Ad Caram http://neilrackham.com/2009/01/qa-with-neil-rackham-the-professor-of-professional-selling/comment-page-1/#comment-2917 Ad Caram Fri, 18 Sep 2009 01:54:07 +0000 http://neilrackham.com/?p=33#comment-2917 I like the ask questions and "talk less than 1/3" rule-of-thumb. The answer to "motivational strategies", above is dead on. SPIN was a major contribution to my sales career. I like the ask questions and “talk less than 1/3″ rule-of-thumb. The answer to “motivational strategies”, above is dead on. SPIN was a major contribution to my sales career.

]]> Comment on How to Build a World Class Sales Force in 2009 by Charles http://neilrackham.com/2009/01/how-to-build-a-world-class-sales-force-in-2009/comment-page-1/#comment-2795 Charles Wed, 09 Sep 2009 02:10:32 +0000 http://neilrackham.com/?p=39#comment-2795 Nick - couldn't agree with you more. As a sales rep in the mid 90s I asked my Sales Manager to assign all except 3 of my accounts - with the comment that if he didn't then I would lose all 3 (as it was I won them). That was as a 'one man band' compared to the 'teams' that my competitors had on those accounts (e.g. a top 3 Bank in the USA). I was 'released' by my MD last year for arguing that as the National Sales Director I needed oversight over Sales & marketing so that the two were integrated, aligned & messaging focussed on the sectors that were deemed to offer the best opportunity for us. I concur wholeheartedly with your 5 focus areas - and my former superiors will attest to my passionate pleas (even to being released from a job) to do the same. Nick - couldn’t agree with you more.

As a sales rep in the mid 90s I asked my Sales Manager to assign all except 3 of my accounts - with the comment that if he didn’t then I would lose all 3 (as it was I won them). That was as a ‘one man band’ compared to the ‘teams’ that my competitors had on those accounts (e.g. a top 3 Bank in the USA).

I was ‘released’ by my MD last year for arguing that as the National Sales Director I needed oversight over Sales & marketing so that the two were integrated, aligned & messaging focussed on the sectors that were deemed to offer the best opportunity for us.

I concur wholeheartedly with your 5 focus areas - and my former superiors will attest to my passionate pleas (even to being released from a job) to do the same.

]]> Comment on Neil Rackham Debunks 10 Myths of Professional Selling by Charles http://neilrackham.com/2009/01/neil-rackham-debunks-10-myths-of-professional-selling/comment-page-1/#comment-2794 Charles Wed, 09 Sep 2009 01:49:21 +0000 http://neilrackham.com/?p=31#comment-2794 Neil: Thanks for reducing to writing what I have often thought or stated, but not as succinctly. I agree with all these myths and note that there is a time to act - call high, close etc - but too often have heard my 'leaders' mindlessly sprout the inanities mentioned, without any intimacy of the situation. I hope that the profession may be enriched & future sales reps may benefit from the legacy of your teachings today. Neil: Thanks for reducing to writing what I have often thought or stated, but not as succinctly.

I agree with all these myths and note that there is a time to act - call high, close etc - but too often have heard my ‘leaders’ mindlessly sprout the inanities mentioned, without any intimacy of the situation.

I hope that the profession may be enriched & future sales reps may benefit from the legacy of your teachings today.

]]> Comment on How to Build a World Class Sales Force in 2009 by Dave Loomis http://neilrackham.com/2009/01/how-to-build-a-world-class-sales-force-in-2009/comment-page-1/#comment-2150 Dave Loomis Tue, 14 Jul 2009 00:01:18 +0000 http://neilrackham.com/?p=39#comment-2150 Sales vs Marketing! A classic problem in most corporations. I was integrated into the Marketing dept of a major bank to help sell online banking through their national branch network in the late '90s. The first thing I did was go talk to the Account executives in the local branches to see what the customers thoughts were and what objections they had to our product. I thought the head of marketing was going to explode!! Talk to the customers and the salespeople to see what they want and need? NOT ACCEPTABLE!! I got lambasted at the next meeting and I asked HER the last time she had BEEN to branch? to talk to the manager and the employees about how the customers liked the ad campaigns, contests, collateral, etc... . That shut her up.. Unfortunately, most marketing execs think top down, using demo and psycho graphics and massive surveys and focus groups to justify huge spends with little accountability for the results. Needless to say.. when we rolled our Spring promotion, Official Bank of an NFL team?? in Spring???, she got rolled too... Sales vs Marketing! A classic problem in most corporations. I was integrated into the Marketing dept of a major bank to help sell online banking through their national branch network in the late ’90s. The first thing I did was go talk to the Account executives in the local branches to see what the customers thoughts were and what objections they had to our product. I thought the head of marketing was going to explode!! Talk to the customers and the salespeople to see what they want and need? NOT ACCEPTABLE!! I got lambasted at the next meeting and I asked HER the last time she had BEEN to branch? to talk to the manager and the employees about how the customers liked the ad campaigns, contests, collateral, etc… . That shut her up.. Unfortunately, most marketing execs think top down, using demo and psycho graphics and massive surveys and focus groups to justify huge spends with little accountability for the results. Needless to say.. when we rolled our Spring promotion, Official Bank of an NFL team?? in Spring???, she got rolled too…

]]> Comment on How to Build a World Class Sales Force in 2009 by cdulong http://neilrackham.com/2009/01/how-to-build-a-world-class-sales-force-in-2009/comment-page-1/#comment-2112 cdulong Fri, 19 Jun 2009 00:40:11 +0000 http://neilrackham.com/?p=39#comment-2112 Neil Rackham is a genious. I had the great satisfaction to meet him in Mexico in a conference and it was my dream come true. My favorite author. Neil Rackham is a genious.
I had the great satisfaction to meet him in Mexico in a conference and it was my dream come true.
My favorite author.

]]> Comment on How to Build a World Class Sales Force in 2009 by Sergey Egorov http://neilrackham.com/2009/01/how-to-build-a-world-class-sales-force-in-2009/comment-page-1/#comment-2081 Sergey Egorov Fri, 15 May 2009 10:29:17 +0000 http://neilrackham.com/?p=39#comment-2081 "SPIN selling" are driving force of all my big sales. Thank you Neil for excellent ideas and methods. Sergey Egorov -------------------- Tyumen, Russia “SPIN selling” are driving force of all my big sales. Thank you Neil for excellent ideas and methods.

Sergey Egorov
——————–
Tyumen, Russia

]]> Comment on Q&A with Neil Rackham, “The Professor of Professional Selling” by rollie animo http://neilrackham.com/2009/01/qa-with-neil-rackham-the-professor-of-professional-selling/comment-page-1/#comment-2072 rollie animo Wed, 06 May 2009 15:17:12 +0000 http://neilrackham.com/?p=33#comment-2072 NICE READ. NICE READ.

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