Neil Rackham – The Buying Cycle Today
I listened/watched this with an ear for implications for T&D/L&D…
There are plenty of implications for L&D.
Whether you formally sell to external customers – or you informally sell to an internal customer – you should watch this – and take notes.
Neil is the Sales Consultant’s Sales Consultant – IMO
His 1988 book is a classic – and is McGraw Hill’s biggest selling non-fiction book – ever.
BTW – I met Neil in 1981 when he was a consultant at Motorola. I got a chance to work directly with him, and several of his colleagues – back in Sheffield England – and later also in Virginia at their offices at their working Farm.
He was/is brilliant. Probably because everything he talks about is based on solid research.
I asked him to be a Keynote Speaker at “my” ISPI Conference (it is a President’s prerogative – to select the Keynote Speakers) in Tampa in 2004.
Lucky me/ISPI – he waived his Speaker’s Fee – a huge savings.
It was great!
Reminded me of his many sessions at Motorola – this one was from my first week on the job in April 1981 – and I believe the only one that was ever video recorded – but I do have audio recording of him speaking at Motorola about sales – from 1981 as well – a few years before his SPIN Selling book came out.
Training Design Criteria – 1981 Video – Neil Rackham
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