Neil Rackham

17 september 2013 - Lees het interview wat SalesManagement had met The Professor of Professional Selling Neil Rackham. 

"Today how you sell has become much more important than what you sell. The successful sales person today is someone who creates customer value. They do that by their ideas, by their creativity, by their capacity to show customers things that they didn't realize were there."

15 november 2011 - Luister twee keer acht minuten naar the Godfather of Sales, Neil Rackham. Als je 'm niet kent, ben je een junior of niet serieus. Voor verkopers is er SPIN Selling en voor hun visionaire managers Rethinking the Sales Force. "Selling today is not about persuasion; it's about understanding."