Neil Rackham: The Future of Selling

A couple of weeks ago I posted a video of Howard Stevens, CEO of the sales-oriented research group HR Chally, talking with sales uber-guru Neil Rackham on the subject of Selling in Hard Times.

That clip proved wildly popular, receiving more hits than any other single video that I've ever posted. So I asked Howard if he had anything else, and he sent me a clip of the two of them discussing the future of the selling profession.

What struck me most about this video was the idea that the sales profession in the B2B world is being held back by the word "selling" which has all sorts of negative connotations. He suggests a replacement along the lines of "managing the relationship between two businesses."

And, after all, isn't that what B2B selling is all about? Here's the video. Enjoy!