Author

Books by Neil Rackham

Neil Rackham is a researcher and consultant who founded Huthwaite International, a sales training and research organization. He led the twelve-year Huthwaite research project that analyzed 35,000 sales calls across twenty-three countries — the study that produced SPIN Selling. He has written several other sales books including Major Account Sales Strategy and Managing Major Sales. His work is notable for being grounded in behavioral research rather than practitioner experience, making it among the most credible empirical contributions to sales methodology.