Neil Rackham
Sales author, consultant and academic
Neil Rackham is an author, consultant and academic who pioneered consultative selling. He founded the sales training company Huthwaite.
1 summary 18 min of listening
About Neil Rackham
Rackham trained as a research psychologist. His research into sales effectiveness at the University of Sheffield led to the SPIN method, which he set out in SPIN Selling. He is the founder and former president of Huthwaite, Inc., which carries out research, consulting and seminars for sales organizations such as Xerox, IBM and Citicorp. Rackham has held visiting professorships at the universities of Portsmouth, Sheffield and Cincinnati, and at Cranfield School of Management. He has also written more than 50 articles and several books.