Search results for "Neil Rackham"
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SPIN Selling
The international bestseller that revolutionized high-end selling!Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading 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. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
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SPIN® -Selling
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book.Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process:Situation questionsProblem questionsImplication questionsNeed-payoff questionsSPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value
Sales forces that simply communicate value to customers are doomed to fail - sales must begin to create customer value to survive. In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service - it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives. Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace.'Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one' - Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University. 'A compelling premise.Without question, this is an important and useful book for companies serious about improving sales performance' - Chuck Farr, Former Vice-Chairman, American Express. 'Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper' - Michael Graff, President, Business Aircraft, Bombardier Aerospace.
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SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Put into practice today's winning strategy for achieving success in high-end sales!The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes:Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
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Winning with the Invisible Laws of Chance
For twenty years, one man quietly shaped results up and down the English Football League - and almost nobody knew his name.Neil Lanham was the analyst working behind the scenes: the man managers like Dave Bassett, Graham Taylor, Steve Coppell, Jack Charlton, John Docherty and John Beck turned to when promotion or survival was on the line. Between 1980 and 2000, his methods played a part in eight promotions and relegation escapes - a strike rate no player, manager or coach can touch.Winning with the Invisible Laws of Chance finally lifts the lid on how he did it. Published here in full for the first time, this is the system Lanham built to exploit the "invisible laws of chance" that govern football results - decades before expected-goals models and data analysts became part of the modern game.Packed with sharp, funny, warts-and-all stories from the dressing rooms and boardrooms of English football, this is more than a coaching manual; it's a rare, entertaining glimpse inside the sport from the man who helped to change how the game was played. Essential reading for anyone who wants to know what really wins football matches.
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The History of the Countryside
From its earliest origins to the present day, this award-winning, beautifully written book describes the endlessly changing character of Britain's countryside.'A classic' Richard MabeyExploring the natural and man-made features of the land - fields, highways, hedgerows, fens, marshes, rivers, heaths, coasts, woods and wood pastures - he shows conclusively and unforgettably how they have developed over the centuries. In doing so, he covers a wealth of related subjects to provide a fascinating account of the sometimes subtle and sometimes radical ways in which people, fauna, flora, climate, soils and other physical conditions have played their part in the shaping of the countryside.'One thing is certain: no one would be wise to write further on our natural history, or to make films about it, without thinking very hard about what is contained in these authoritative pages' COUNTRY LIFE
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Woodlands
‘Trees are wildlife just as deer or primroses are wildlife. Each species has its own agenda and its own interactions with human activities …’ Written by one of Britain’s best-known naturalists, Woodlands offers a fascinating new insight into the trees of the British landscape that have filled us with awe and inspiration throughout the centuries. Looking at such diverse evidence as the woods used in buildings and ships, and how woodland has been portrayed in pictures and photographs, Rackham traces British woodland through the ages, from the evolution of wildwood, through man’s effect on the landscape, modern forestry and its legacy, and recent conservation efforts and their effects. In his lively and thoroughly engaging style, Rackham explores woodlands and their history, through names, surveys, mapping and legal documents, archaeology, photographs and works of art, thus offering an utterly compelling insight into British woodlands and how they have come to shape a national obsession.
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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
Boost sales results by zeroing in on the metrics that matter most“Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.”—Arthur Dorfman, National Vice President, SAP“Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.”—Mike Nathe, Senior Vice President, Essilor Laboratories of America“The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.”—Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.”—John Davis, Vice President, St. Jude Medical“Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.”—Bob Kelly, Chairman, The Sales Management Association“A must-read for managers who want to have a greater impact on sales force performance.”—James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University“This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!”—Anita Abjornson, Sales Management Effectiveness, Abbott LaboratoriesAbout the Book:There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed?Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover:The five critical processes that drive sales performanceHow to choose the right processes for your own teamThe three levels of sales metrics you must collectWhich metrics you can “manage” and which ones you can’tHow to prioritize conflicting sales objectivesHow to align seller activities with business resultsHow to use CRM to improve the impact of coachingAs Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.”Cracking the Sales Management Code fills that void by providing foundational knowle
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Winning with the Invisible Laws of Chance
The hidden laws of chance that decide who wins in football - and how one man learned to exploit them.Football is a game of skill and chance. Skill belongs to the individual, but chance controls the outcome - because football, at its core, is a team game.Neil Lanham saw what no one else did. Working as a performance analyst in the English Football League, he uncovered the invisible laws of chance that govern team performance, then built a method to exploit them. Between 1980 and 2000, his analysis was instrumental in eight promotions and relegation escapes - a record no coach or player can match.His method was simple: strip away myth and opinion, factually analyse every touch of the ball in every possession across thousands of matches and let the patterns speak for themselves. From the World Cup to the lower leagues, the same laws held. No magic formula - just logic applied to data before the data age had even begun.Now, for the first time, Neil's methods and the story behind them are published in full. Winning with the Invisible Laws of Chance reveals what those laws are, why they still matter in modern football analytics and how they can be applied at every level of the game.Packed with sharp, funny anecdotes about figures including Dave Bassett, Graham Taylor, Steve Coppell, Jack Charlton, John Docherty and John Beck, this book is as entertaining as it is revelatory. An essential guide for anyone wanting an insight into match-winning football.
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Arthur Rackham Masterpieces of Art
Arthur Rackham was a Victorian born illustrator and artist who influenced much of the book and commercial illustration of the first half of the 20th Century. The impish detail of his hundreds of drawings brought humour and dark detail to the fairy stories and classic tales which were popular at the time, from Washington Irving to the Brothers Grimm, Peter Pan to his exquisite work on the Alice in Wonderland. His water-colour work, and the graceful power of his ink and line work influenced the Golden Age illustrators of the 1920s, through to the pulps of Weird Tales, and the comic books of today. Arthur Rackham: Masterpieces of Art is a celebration of this industrious and lively artist.
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Questioning Sovereignty
In this timely book Neil MacCormick examines the transformation of sovereignty in the United Kingdom and the European Union, the transition from 'sovereign states' to 'post-sovereign states', devolution and nationalism and the future of the British union. It applies the institutional theory of law to a general inquiry into the relations of law and state, and to the question of the character of a Rechtsstaat or state under the rule of law. This clears the ground fora historical/analytical review of the United Kingdom as union state, and of the Benthamite or Diceyan view of its constitution, grounded in the idea of sovereignty. Can that sovereignty survive diffusion of power within the British state? Or can it survive the development of the European Union andthe supremacy in it of European Community law? Was there a revolution in 1972, when Parliament enacted the European Communities Act, or later, when the House of Lords held that subsequent Acts of Parliament should be 'disapplied' when they conflict with Community law? The potential for conflict between member state constitutions and European legal order is no less in other member states - Germany, France, Ireland and the others. Indeed the issue is perhaps whether in the long run constitutional conflicts are inevitable. This leads on into a consideration of pluralistic as against monistic accounts of legal order viewed as a whole, and finally to a review of the concept of sovereignty, and of the possibility that there really could be a new order ofpost-sovereign states within a non-sovereign confederalunion in Europe. If so, what becomes of democracy, and how can the democratic deficit in Europe be redeemed? The existing constitution of the 'European Commonwealth' is reviewed critically as an example of a mixed constitution and an argument is proposed about the value or values attaching to democracy and to subsidiarity in this vast commonwealth. Connected to subsidiarity is the issue of contemporary politics of identity all over Europe and beyond. MacCormick puts forward a carefully argued case for amoderate and liberal form of nationalism that sets universal but non-absolute principles of self-determination. The case is finally pressed home in relation to the relations of Scotland to the other countries of the British Isles, and an argument put for the idea of mutual independence within a Council ofthe Isles and the European Union.
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