Global Sales Guru Visits Australia

March 24, 2010 - PRLog -- This week, Neil Rackham, the founder of the esteemed Huthwaite sales performance organisation will rack up frequent flyer points consulting in the USA, London, South Africa and again in Europe.

In May, it will be the turn of top-flight Australian organisations to benefit from Rackham’s insights when he arrives to speak at economic development and business chamber of commerce events in Sydney and Melbourne.

The reason that many of the world’s leading organisations are so keen to hear what the contemporary-minded sales guru has to say about how sales - the most crucial of functions - is handled, is the yawning gap between doing it well, and doing it poorly.  

Says Rackham, “In common business to business sales,  a good sales person may be selling $3 million to $4 million worth of product a year, whereas a bad one is only selling $200,000 per year.

“This is why more and more companies are demanding a higher level of qualification from their sales professionals and paying a lot more for it.”

Finding the Competitive Advantage

Chief Executive of Huthwaite Asia Pacific, James Fennessy, says demand for Rackham’s guidance in Australia has grown enormously in the past two years as companies look to create competitive advantage.  Increasingly organisations are finding that advantage in the evidence-based, Huthwaite solutions which place emphasis on how sales teams interact with their clients rather than relying on traditional differentiation.

Says Fennessy,  “Neil Rackham and Huthwaite  are constantly reviewing market-place changes affecting  clients and sellers and understands what the world’s best organisations are doing to differentiate themselves from the competition - and very little of it has to do with products or services.  

“Neil’s keen perceptions are derived from constant contact with business leaders dotted around the globe. These insights feed into Huthwaite solutions and our clients gain from unique international perspectives that can feed into their sales and marketing strategies. ”

Come May, Rackham will be sharing his wisdom with invitational groups of Australian organisations –  the Council for Economic Development (CEDA),  the NSW Business Chamber,  Huthwaite clients in Sydney and Melbourne,  as well as being the key note speaker at the Mortgage Finance Association of Australia’s annual conference.

Background:

Huthwaite works with more than 400 companies and organisations worldwide.  Two-thirds  of the "Fortune 500" companies are current Huthwaite clients.

Neil Rackham is a best-selling author in the business genre – three times his work has featured on the New York Times best seller list and Fortune 100 companies commonly seek his counsel. His seminal work, SPIN Selling, ranks as McGraw Hill’s best ever selling business publication.