#2 Professor Neil Rackham – Author SPIN Selling

The mark Neil Rackham has left on sales is bigger and more influential than any other single person on earth. 

In 1988 Neil released the worldwide best seller SPIN Selling, after doing 12 years of research on selling and salespeople.

SPIN selling is the first book to use research and data to analyse sales techniques and find the common trends for sales excellence. 

In this interview we covered the following:

0:00 Introduction
1:08 History of SPIN research
4:04 The Eureka moment in the research
18:53 The Book’s reception
22:22 The Longevity of SPIN
24:26 The Birth of Implications
26:31 The Future of Selling
26:40 What is Neil up to Now

Level up your sales skills

The Flow State newsletter brings you the very latest modern sales techniques from around the web, with expert insights and actionable advice delivered straight to your inbox.

Selling with Flow: The Flow State Podcast

Find your sales team’s flow state

Book a call with one of our experts for a complimentary analysis of your sales team structure, along with suggestions for improving your processes and performance.