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Neil Rackham: SPIN Selling in 10 Minutes

Neil Rackham has probably done more to change the nature of B2B selling than any other person in the business world. The following video gives the gist of his teaching in almost exactly 10 minutes. It's 10 minutes worth spending, in my view, even if you're already familiar with the SPIN selling methodology. Warning: the video was filmed during a conference, rather than in a studio, so the quality of the lighting is poor. The brightness of Neil's ideas, though, more than makes up for it.