Presentations

Neil Rackham - Sales Speaker and Presenter

In a keynote, half-day or full-day session with Neil Rackham, attendees can expect a dynamic, interactive, high-content program based on years of objective research by the “world’s greatest sales voyeur.” Based on years of intense research around the globe while working alongside some of the world’s best sales forces, Neil will energize and equip your sales professionals to succeed in today’s ever-changing and increasingly complicated marketplace.

The following presentations can be customized for maximum relevance to your organization’s unique situation:

  • The Changing World of Sales
    • How the world of selling is changing
    • What it means when customers buy value, not products or services
    • How the world’s best sales forces are using value-creation strategies
    • The new ways to measure sales success
    • Why more than half of the people selling today are failing – why it’s getting worse and what to do about it
    • Enterprise, consultative and transactional sales: how they are different and how to succeed in each one
    • Creating partnerships with key customers, suppliers and collaborators
  • Success in Sales: Under the Microscope
    • What scientific research tells us about successful selling
    • The most common faults of experienced salespeople and how to correct them
    • The buying steps of complex sales and how to use these to your advantage
    • How to set sales call objectives that really work
    • The art of asking powerful questions that change the way customers think
    • Understanding the customer decision process
    • Uncovering the hidden issues that delay the decision process and lose you business
  • Managing the Sales Force
    • Sales efficiency and sales effectiveness: how understanding the difference helps you manage a sales force better
    • How to manage top performers
    • Skills and strategy coaching and how to do each one effectively
    • Building a high-performance sales culture
    • The sales process: how to design it and how to use it to increase sales
    • Sales forecasting: how to make more accurate sales forecasts
    • Pipeline management: how to avoid the peaks and troughs that damage sales results
  • Ending the War Between Sales and Marketing (based on the Harvard Business Review article)
    • Why sales and marketing fight each other and what to do about it
    • How to use marketing tools to develop better sales strategies
    • Using value propositions to have more impact on customers
    • How to launch products more effectively by changing how sales and marketing work together
    • Using marketing to build powerful sales tools
    • Getting better lead generation from integration of sales and marketing
    • The world of the Chief Revenue Officer: sales and marketing in the future

After one of these programs, audience members will leave with a greater understanding of the current marketplace and what they and their sales force must do to not only thrive, but survive, in it. Individuals will leave with practical, actionable ideas to create sustainable competitive advantage for their company/companies. They will leave enthusiastic about the future for their business.

Looking for a long-term return on investment from your next speaker? Neil Rackham delivers.

Neil Rackham Presentation Video Demo