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Home→Categories Neil Rackham

Category Archives: Neil Rackham

Analyzing Sales Conversations – Gong!

Tilden & Associates Posted on September 7, 2021 by Arnold TildenOctober 7, 2022

Are you old enough to remember the Gong Show? It was hosted by Chuck Barris as a spoof on popular game shows. The key moment was when Chuck would hit a bell thereby giving the hook to a contestant trying … Continue reading →

Posted in AI, Listening, Neil Rackham, Uncategorized | 2 Replies

Breakthrough Selling Models: Thumbs Down

Tilden & Associates Posted on February 11, 2014 by Arnold TildenFebruary 11, 2014

Until the late 1980s, common sales practices were to push product Features-Advantages & Benefits (FAB) and then to try to manipulate a “Close” by employing clever scripts. Some of the best companies in the world (GE, Xerox, IBM, and Exxon) eventually … Continue reading →

Posted in Challenger Selling, Insight Selling, Neil Rackham, To Sell is Human, Uncategorized | Leave a reply
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