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
Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Three of his books have been on the New York Times best seller list and his works have been translated into over 50 languages. He has been Chairman and CEO of three international research and consulting firms.
Rackham first gained international recognition in the 1970s when he led the largest ever research study of successful selling and sales effectiveness. This massive project, supported by major multinationals including Xerox and IBM, involved a team of 30 researchers who studied 35,000 sales calls in over 20 countries. The research took 12 years at a cost, in today’s dollars, of $30 million. From the results of these studies he published the groundbreaking classic SPIN® Selling (McGraw-Hill, 1988) and Major Account Sales Strategy (McGraw-Hill, 1989). His books regularly rank among business best sellers, and SPIN® Selling is McGraw Hill’s best selling business book ever. He is author of over 50 influential articles on marketing, selling and channel strategy.
Rackham is also widely recognized as a highly original and creative trainer and communicator. His work in sales training won him the Instructional Systems Association lifetime award for Innovation in Training and Instruction.
Neil Rackham has worked closely with many leading sales forces such as IBM, Xerox, AT&T and Citicorp. He has also worked extensively with senior partners in some of the world’s most successful professional services organizations including McKinsey & Company, where he was for many years a member of the Sales and Channel Management Group. 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.
Neil has been an advisor on sales performance to several of the Fortune 100 largest companies in the United States. His other books include Managing Major Sales and Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage. More than half the Fortune 500 train their salespeople using sales models derived from his research.
His recent book Rethinking The Sales Force has received wide acclaim from critics, academics and salespeople. It is required reading at many leading business schools.
Rackham has a farm and winery in Northern Virginia and, when he’s not working on improving sales performance, he writes poetry and science fiction, plays medieval musical instruments, and walks the Appalachian Trail.