Neil Rackham

About Neil Rackham

Neil Rackham is an author, consultant and academic who is widely recognised as one of the founders of modern sales theory. He is a leading authority on "consultative selling," an approach he pioneered and documented in a bestselling BOOK SPIN®Selling which introduced a new paradigm for big complex transactions in the worlds of sales and negotiation. Neil is the founder and former CEO of Huthwaite, where the SPIN® Selling methodology was developed and where it continues to justify its position as one of the most widely adopted tools by sales professionals everywhere.

Articles from this author

The three big mistakes that salespeople make and how to avoid them
By Neil Rackham | July 09, 2020

How can salespeople use SPIN® Selling questions?
By Neil Rackham | January 27, 2020

How have problem questions changed in SPIN® Selling?
By Neil Rackham | November 07, 2019