For anyone leading or investing in a high-growth company, this episode offers a reminder that commercial success starts with consistent sales methodology.
Neil Rackham discusses the origins of the SPIN acronym, exploring its components and the challenges in naming the final element.
Discover the underlying issues and explore why leadership training fails to enhance effectiveness, examining job design, selection processes, and focus.
Discover why good products fail after launch, focusing on sales behaviours, customer needs, and the importance of problem-led conversations in B2B environments.
Neil Rackham discusses the extensive research behind SPIN Selling, highlighting the importance of coaching in achieving significant sales improvements.
Neil Rackham reflects on SPIN Selling, emphasising the shift from transactional to consultative sales in a digital landscape.
Explore how future-oriented problem questioning in sales enhances consultative selling and builds lasting relationships.
Explore the importance of simplicity in sales methodologies and how systematic coaching can drive significant behaviour change in sales teams.
Learn how to build an AI-first sales organisation by focusing on leadership, structured methodology, and embracing a culture of continuous improvement.
