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Neil Rackham

Speaker, Author & Expert on Sales and Marketing Issues

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 Neil Rackham Biography

Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Several of his books have been on the New York Times bestseller 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). He is the 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.

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.

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.

Rackham 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. He is Visiting Professor to several Universities in Europe and the USA.

Rackham lives in Northern Virginia and when he’s not working on improving sales performance, he writes poetry and science fiction and plays medieval musical instruments.

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Videos
Books
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources

Getting Partnering Right

Getting Partnering Right

Managing Major Sales

Managing Major Sales

Major Account Sales Strategy

Major Account Sales Strategy

SPIN Selling

SPIN Selling

News
  • The King of SPIN – Neil Rackham returns to ‘shake things up’

    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....

  • Internationally Known Sales Pundit Brings Expertise to UC Classroom

    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.

  • Masterclasses with Professor Neil Rackham

    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.

  • A Special Morning with Neil Rackham: Five Mega-Trends That Have Redefined Selling

    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.

  • Neil Rackham: The Future of Selling

    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.

FAQs
  • HOW TO BOOK Neil Rackham?

    Our booking agents have successfully helped clients around the world secure talent like Neil Rackham for speaking engagements, personal appearances, product endorsements, or corporate entertainment for over 15 years. The team at All American Entertainment represents and listens to the needs of organizations and corporations seeking to hire keynote speakers, celebrities or entertainers. Fill out a booking request form for Neil Rackham, or call our office at 1.800.698.2536 to discuss your upcoming event. One of our experienced agents will be happy to help you get pricing information and check availability for Neil Rackham or any other celebrity of your choice.
  • HOW MUCH DOES IT COST TO BOOK Neil Rackham?

    Booking fees for Neil Rackham, or any other speakers and celebrities, are determined based on a number of factors and may change without notice. Pricing often varies according to the circumstances, including the talent's schedule, market conditions, length of presentation, and the location of the event. Speaker fees listed on this website are intended to serve as a guideline only. In some cases, the actual quote may be above or below the stated range. For the most current fee to hire Neil Rackham, please fill out the booking request form or call our office at 1.800.698.2536 to speak with an experienced booking agent.
  • WHO IS THE AGENT FOR Neil Rackham?

    All American Entertainment has successfully secured celebrity talent like Neil Rackham for clients worldwide for more than 15 years. As a full-service talent booking agency, we have access to virtually any speaker or celebrity in the world. Our agents are happy and able to submit an offer to the speaker or celebrity of your choice, letting you benefit from our reputation and long-standing relationships in the industry. Fill out the booking request form or call our office at 1.800.698.2536, and one of our agents will assist you to book Neil Rackham for your next private or corporate function.
  • WHAT IS A FULL-SERVICE TALENT BOOKING AGENCY?

    All American Speakers is a "buyers agent" and exclusively represents talent buyers, meeting planners and event professionals, who are looking to secure celebrities and speakers for personal appearances, speaking engagements, corporate entertainment, public relations campaigns, commercials, or endorsements. We do not exclusively represent Neil Rackham or claim ourselves as the exclusive booking agency, business manager, publicist, speakers bureau or management for Neil Rackham or any other speaker or celebrity on this website. For more information on how we work and what makes us unique, please read the AAE Advantage.
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This website is a resource for event professionals and strives to provide the most comprehensive catalog of thought leaders and industry experts to consider for speaking engagements. A listing or profile on this website does not imply an agency affiliation or endorsement by the talent.

All American Entertainment (AAE) exclusively represents the interests of talent buyers, and does not claim to be the agency or management for any speaker or artist on this site. AAE is a talent booking agency for paid events only. We do not handle requests for donation of time or media requests for interviews, and cannot provide celebrity contact information.

If you are the talent, and wish to request removal from this catalog or report an issue with your profile, please click here.

Neil Rackham

Speaker, Author & Expert on Sales and Marketing Issues

Travels From:
Washington, DC, USA
Speaking Fee:

Neil Rackham Biography

Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Several of his books have been on the New York Times bestseller 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). He is the 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.

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.

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.

Rackham 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. He is Visiting Professor to several Universities in Europe and the USA.

Rackham lives in Northern Virginia and when he’s not working on improving sales performance, he writes poetry and science fiction and plays medieval musical instruments.

Neil Rackham Videos

  • Neil Rackham - Sales and Marketing Speaker
    Neil Rackham is known throughout the world as a speaker, writer, and seminal thinker on sales and marketing issues.
  • Neil Rackham - The Buying Cycle Today
  • Neil Rackham, author of SPIN sellling, on combining sales and ...
    Neil Rackham speaks about how to combine sales and marketing. He discusses how the recession has caused the divide between the two to widen.

Neil Rackham Books

FAQs on booking Neil Rackham

  • How to book Neil Rackham?

    Our booking agents have successfully helped clients around the world secure talent like Neil Rackham for speaking engagements, personal appearances, product endorsements, or corporate entertainment for over 15 years. The team at All American Entertainment represents and listens to the needs of organizations and corporations seeking to hire keynote speakers, celebrities or entertainers. Fill out a booking request form for Neil Rackham, or call our office at 1.800.698.2536 to discuss your upcoming event. One of our experienced agents will be happy to help you get pricing information and check availability for Neil Rackham or any other celebrity of your choice.
  • How much does it cost to book Neil Rackham?

    Booking fees for Neil Rackham, or any other speakers and celebrities, are determined based on a number of factors and may change without notice. Pricing often varies according to the circumstances, including the talent's schedule, market conditions, length of presentation, and the location of the event. Speaker fees listed on this website are intended to serve as a guideline only. In some cases, the actual quote may be above or below the stated range. For the most current fee to hire Neil Rackham, please fill out the booking request form or call our office at 1.800.698.2536 to speak with an experienced booking agent.
  • Who is the agent for Neil Rackham?

    All American Entertainment has successfully secured celebrity talent like Neil Rackham for clients worldwide for more than 15 years. As a full-service talent booking agency, we have access to virtually any speaker or celebrity in the world. Our agents are happy and able to submit an offer to the speaker or celebrity of your choice, letting you benefit from our reputation and long-standing relationships in the industry. Fill out the booking request form or call our office at 1.800.698.2536, and one of our agents will assist you to book Neil Rackham for your next private or corporate function.
  • What is a full-service talent booking agency?

    All American Speakers is a "buyers agent" and exclusively represents talent buyers, meeting planners and event professionals, who are looking to secure celebrities and speakers for personal appearances, speaking engagements, corporate entertainment, public relations campaigns, commercials, or endorsements. We do not exclusively represent Neil Rackham or claim ourselves as the exclusive booking agency, business manager, publicist, speakers bureau or management for Neil Rackham or any other speaker or celebrity on this website. For more information on how we work and what makes us unique, please read the AAE Advantage.

Neil Rackham is a keynote speaker and industry expert who speaks on a wide range of topics . The estimated speaking fee range to book Neil Rackham for your event is $20,000 - $30,000. Neil Rackham generally travels from Washington, DC, USA and can be booked for (private) corporate events, personal appearances, keynote speeches, or other performances. Similar motivational celebrity speakers are Rob Waldo Waldman, Brian Tracy, Tim Sanders, Doug Lipp and Afterburner. Contact All American Speakers for ratings, reviews, videos and information on scheduling Neil Rackham for an upcoming event.

Neil Rackham Speaker Videos

  • Neil Rackham - Sales and Marketing Speaker
    Neil Rackham is known throughout the world as a speaker, writer, and seminal thinker on sales and marketing issues.
    Neil Rackham - The Buying Cycle Today
  • Neil Rackham, author of SPIN sellling, on combining sales and ...
    Neil Rackham speaks about how to combine sales and marketing. He discusses how the recession has caused the divide between the two to widen.
    Neil Rackham Interview - Part 1
    John Golden, President and CEO of Huthwaite, interviews Huthwaite founder Neil Rackham about selling in a down economy.

Neil Rackham News

  • The King of SPIN – Neil Rackham returns to ‘shake things up’

    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....

  • Internationally Known Sales Pundit Brings Expertise to UC Classroom

    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.

  • Masterclasses with Professor Neil Rackham

    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.

  • A Special Morning with Neil Rackham: Five Mega-Trends That Have Redefined Selling

    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.

  • Neil Rackham: The Future of Selling

    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.

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During normal business hours, we respond to most inquiries within 4 hours.

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Speakers Similar to Neil Rackham

This website is a resource for event professionals and strives to provide the most comprehensive catalog of thought leaders and industry experts to consider for speaking engagements. A listing or profile on this website does not imply an agency affiliation or endorsement by the talent.

All American Entertainment (AAE) exclusively represents the interests of talent buyers, and does not claim to be the agency or management for any speaker or artist on this site. AAE is a talent booking agency for paid events only. We do not handle requests for donation of time or media requests for interviews, and cannot provide celebrity contact information.

If you are the talent, and wish to request removal from this catalog or report an issue with your profile, please click here.

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