Discover 10 reasons sales training often fails to change behaviour and how coaching, reinforcement, and learning transfer create lasting results.
Discover how Atracsys transformed from a technically led MedTech organisation into a more commercially aligned business with the help of SPIN Selling.
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.
