Neil Rackham

Neil Rackham, author of the bestsellers SPIN® Selling (McGraw-Hill, 1988) and Rethinking the Sales Force (McGraw-Hill, 1999), is perhaps the best-known sales strategist in the world today. Neil is a member of McKinsey & Company's Sales And Channel Management Group and is a Distinguished Research Fellow at Indiana University's Kelley School of Business. He is also Chairman of the Advisory Board for Go To Market Partners, a market strategy and sales force effectiveness consultancy. Neil has been an advisor on sales performance to several Fortune 100 companies such as IBM, Xerox, AT&T, and Citicorp. More than half the Fortune 500 train their salespeople using sales models derived from his research.

He is also on the editorial board of Sales and Marketing Management magazine. Neil's other publications include Major Account Sales Strategy (McGraw-Hill, 1989), Managing Major Sales (Harper Business, 1991), Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage (McGraw-Hill, 1996), and over 50 articles on topics ranging from sales and channel strategy to negotiating theory and sales rep performance. His books regularly rank among business bestsellers, and SPIN® Selling is McGraw-Hill’s best-selling business book ever, with sales increasing each year since its publication.

He’s a sought-after conference speaker who receives top reviews from participants for his capacity to take complex issues and make them accessible and interesting. He uses a combination of humor, passion, and group interaction to stimulate and challenge his audiences.

 

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