Neil Rackham

Two decades on, his 1995 text, SPIN Selling, is still lauded as the most influential sales book of all time, and more than half the US Fortune 500 use models from that research to train their sales teams. Professor Neil Rackham’s studies have stood the test of time, but as he makes clear in this interview – it’s important to evolve. In his own words: “It’s a Darwinian world out there. Adapt or die.”

Neil Rackham, best-selling author of “SPIN Selling” and a world-renown expert in sales, will bring his extensive marketing and sales experience to the Carl H. Lindner College of Business. He joins the faculty as Executive Professor of Professional Selling effective February 2012.

Professor Rackham has been described as “the Professor of Sales”. He is the best-selling author of the highly influential book ‘SPIN Selling’. Now resident in the USA this is a rare opportunity to engage with him in a small ‘Masterclass’ type forum.

Neil Rackham is widely recognized as the father of consultative selling and one of the leading sales and marketing speakers of the past 30 years. The IES is very excited to bring him back for a special morning event on May 20.

A couple of weeks ago I posted a video of Howard Stevens, CEO of the sales-oriented research group HR Chally, talking with sales uber-guru Neil Rackham on the subject of Selling in Hard Times.