Early comments on entrepreneurs and selling, then some excellent observations on "the war between sales and marketing" that start at about 07:00. Reflections on his significant Harvard Business Review article start at about 10:00. Future of marketing and transactional vs. strategic selling from about 11:00. "Shouldn't marketing own transactional selling"?
As a former sales manager from a Fortune 500 company, Spin Selling works. It is difficult to master, because you have to develop a completely different mindset. Once you change your thinking you are on your way. Mr. Rackham is a genius.
This guys is responsible for my bank getting my house payment at least 230 times…..also has kept my local repo man on par with the Maytag man as far as having work to do. Amazing how much influence this man has had on me which has directly impacted my quality of life, my kids lives, their kids lives, my friends lives and so on and so on. Heck, even my boss getting flow through for doing nothing has benefitted from this man indirectly. Rackham is the all time guru being closely followed by Slutsky.
Great interview that highlights the challenges sellers face. Any new skill requires practice, reinforcement and coaching. Whether you are a "corporate" or "professional" athlete the amount of time you devout to developing your skills, receiving coaching and executing sound strategy correlates to your level of success.
awesome video, the changes now that we're seeing in regards to Neils point about marketing is that we can measure the ROI and this is through advertising on social media platforms..
My english is rusty, so..... I hope make my coment understendable... In a content marketing era, the marketing plays a much more relevant role in a consultive selling models. In fact, content marketing helps sellers cut some steps of the process, or by giving them great content to support a sales process... This is a great era for companies who knows how to integrate a great content marketing and consultive sales strategies. This interview is from 2012, things change fast... Greetings from Brazil!
Hi Bruno , I believe that your insight is pretty on point , marketing is the sure shot gold these days . And most of the classes are targeted these days , instead of the masses too..Thanks to the social networking boom ! Cheers!
We agree with Neil! That is why we at Huthwaite created our "Focus on the Buyer" initiative. If we can selfishly plug- check out our channel on this Sales and Marketing divide and how to bridge the gap. Thanks for such a great upload!
And I wish I could hire all the characters from Inception to kidnap every sales manager I have ever had and put 5:05 to 6:25 in their brain. How often do we top salespeople have to point to the top of the leader board (where our names are every month, quarter, and year) to keep our jobs or not have our territories threatened following a review that included poor performance on some pointless and often misleading KPI. Number of sales calls: lowest in the assigned territory. Time on appointments: Second highest in the company. Time KPI modifies the quantity KPI people... wake up. Sales volume: top 10% Nationally. Sales transactions Number 2 in Region. No matter how often our performance is top-notch, all managers think our performance is a fluke if you don't have the KPI they think is most important.
SPIN Selling has changed my whole perspective on sales. I've always hated the traditional way of sales, which is being pushy and trying to sell your product instead of trying to help, but SPIN strategy has made it more fun and interesting for both the buyer and the seller.
Out of curiosity, albeit it four years later, what caused your former behavior of product-focused “pushy” selling? Was that just what the leadership demonstrated and you were told to follow, or was it inexperience?
I'm a manager at a major US medical company 45 managers just went through the Spin selling program overly complicated very difficult to retain and use in any practical sense. One must re invent a whole new language that is not practical in. I lisend to spin selling he quoted stats from the 60's run from this program was our view
