Neil Rackham Books
Considered one of the founders of modern sales theory, Neil Rackham is the founder and former president of Huthwaite, a sales performance improvement company that offers seminars as well as other training for sales organizations.
What's SPIN Selling about?
SPIN Selling (1988) distills the author’s 12 years of research and 35,000 sales calls into a coherent and applicable sales strategy that is guaranteed to bring success to any diligent salesperson. You’ll learn why traditional sales methods are limited while exploring the benefits of the SPIN strategy when approaching small and large sales opportunities.
Who should read SPIN Selling?
- Salespeople
- Sales managers and executives
- Decision makers who deal with salespeople on a daily basis
Major Account Sales Strategy
What's Major Account Sales Strategy about?
Major Account Sales Strategy by Neil Rackham provides valuable insights and practical strategies for selling to large, complex organizations. Drawing on extensive research, Rackham offers a systematic approach to understanding customer needs, navigating the decision-making process, and building long-term relationships with key accounts. This book is essential reading for sales professionals looking to win and retain major clients.
Who should read Major Account Sales Strategy?
Professionals in sales, particularly those focused on major account management
Business owners and entrepreneurs looking to expand their client base and increase revenue
Sales managers and executives seeking strategies to improve their team's performance and drive growth
The Spin Selling Fieldbook
What's The Spin Selling Fieldbook about?
The SPIN Selling Fieldbook by Neil Rackham provides practical exercises and real-life examples to help sales professionals apply the SPIN (Situation, Problem, Implication, Need-payoff) technique in their sales conversations. It offers valuable insights and strategies for effectively selling to large and complex organizations.
Who should read The Spin Selling Fieldbook?
Individuals looking to improve their sales skills and techniques
Sales professionals who want to increase their success in high-value sales
Business owners and entrepreneurs seeking effective strategies for selling to large clients