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Neil Rackham is widely recognized as the father of consultative selling and one of the leading sales and marketing speakers of the past 30 years. The IES is very excited to bring him back for a special morning event on May 20.

Neil will address the following 5 topics:

  1. The death of sales as a communication channel: A few years ago, nobody would have raised an eyebrow if salespeople defined their jobs as “showing customers how we can meet their needs better than our competitors”.  Today, salespeople who think that way are failing all across the world.  Why has this happened?  And what’s the alternative?
  2. The widening gulf between Transactional and Consultative selling: The split between Transactional and Consultative selling is widening, both in B2B and B2C. What’s going on here?  And what does it mean for the future?
  3. Why Marketing is the New Selling: Companies are radically redefining the boundary between sales and marketing. What does this mean for those in sales?  As marketing takes an ever larger sales role, who should be in charge and what’s the new role for sales?
  4. The Million Dollar Sales Effort: Many sales organizations now spend hundreds of thousands of dollars every time they bid for a major opportunity.  And many are losing their shirts. Sales costs have escalated dramatically.  What’s the answer?  How do the most successful high end B2B control these growing costs?  Not the way you’d expect.
  5. The Rise and Fall of Purchasing and Purchasing Theory: Since the 1970’s Procurement has been growing in power with most customer organizations. But something has started to go wrong.  What’s happening in purchasing?  And how should that change the way you sell?

SPECIAL OFFER: For only $30 more ($149), you get to attend this program and receive two books from a past IES speaker, such as Nancy Bleeke, Jill Konrath, or Colleen Francis. (Some books may be autographed. You can choose the books at the program.)

IES MEMBERS ATTEND FOR FREE: IES Achiever and Elite members get to attend this program for free as part of their membership. Closer-level members get 50% off; Influencer-level members get 25% off. Become an IES Member today and attend this program for free. (You must become a member first to receive your special code!)


Neil Rackham is known throughout the world as a speaker, writer and seminal thinker on sales and marketing issues. Three of his books have been on the New York Times best seller list and his works have been translated into over 50 languages. He has been Chairman and CEO of three international research and consulting firms.

Rackham first gained international recognition in the 1970s when he led the largest ever research study of successful selling and sales effectiveness. This massive project, supported by major multinationals including Xerox and IBM, involved a team of 30 researchers who studied 35,000 sales calls in over 20 countries. The research took 12 years at a cost, in today’s dollars, of $30 million. From the results of these studies he published the groundbreaking classic SPIN® Selling (McGraw-Hill, 1988) and Major Account Sales Strategy (McGraw-Hill, 1989). He is author of over 50 influential articles on marketing, selling and channel strategy.

Neil Rackham has worked closely with many leading sales forces such as IBM, Xerox, AT&T and Citicorp. He has also worked extensively with senior partners in some of the world’s most successful professional services organizations including McKinsey & Company.

Neil has been an advisor on sales performance to several of the Fortune 100 largest companies in the United States. His other books include Managing Major Sales and Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage. More than half the Fortune 500 train their salespeople using sales models derived from his research. He is Visiting Professor to several Universities in Europe and the USA.

Neil was the second speaker to ever take the IES stage.