Showing results by author "Neil Rackham"

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    • SPIN Selling

    • Situation Problem Implication Need-Payoff
    • By: Neil Rackham
    • Narrated by: Eli Woods
    • Length: 6 hrs and 12 mins
    • Unabridged
    • Overall
      4.5 out of 5 stars 1,004
    • Performance
      4.5 out of 5 stars 870
    • Story
      4.5 out of 5 stars 863

    Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential listening for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

    • 5 out of 5 stars
    • lays it out visually. you don't need to take notes

    • By Kalia on 04-16-16
    • Situation Problem Implication Need-Payoff
    • By: Neil Rackham
    • Narrated by: Eli Woods
    • Length: 6 hrs and 12 mins
    • Release date: 01-23-14
    • 4.5 out of 5 stars 1,004 ratings

    Regular price: $19.60

    • Ending The War Between Sales and Marketing (Harvard Business Review)

    • By: Philip Kotler, Neil Rackham, Suj Krishnaswamy, and others
    • Narrated by: Harvard Business Review
    • Length: 32 mins
    • Original Recording
    • Overall
      4 out of 5 stars 19
    • Performance
      4.5 out of 5 stars 8
    • Story
      4 out of 5 stars 8

    Sales departments tend to believe that marketers are out of touch with what's really going on in the marketplace. Marketing people, in turn, believe the sales force is myopic - too focused on individual customer experiences, insufficiently aware of the larger market, and blind to the future. In short, each group undervalues the other's contributions. Yet, few firms seem to make serious overtures toward analyzing and enhancing the relationship between these two critical functions.

    Regular price: $1.95