Neil Rackham
Neil Rackham developed the SPIN Selling methodology based on a landmark 12-year research study of 35,000 sales calls, which became one of the most empirically grounded works in sales history. His research showed that traditional closing techniques backfire on large deals.
Works
- SPIN SellingSales methodology using situation problem implication need questions
- Major Account Sales StrategyStrategic approach to selling complex B2B solutions to large accounts
- The SPIN Selling FieldbookPractical workbook for applying SPIN selling principles in real sales situations
- Managing Major SalesLeadership framework for managing high-value enterprise sales pipelines