In 2006, Philip Kotler, Neil Rackham, and Suj Krishnaswamy published the classic “Ending the War Between Sales and Marketing” in Harvard Business Review. Have things changed? Christian Sarkar caught up with Kotler and Rackham to get an update. How have things changed since the 2006 article? Is there still a war between sales and marketing? […]
About Neil Rackham
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 bestseller list and his works have been translated into over 50 languages. He first gained international recognition in the 1970s when he led the largest ever research study of successful selling and sales effectiveness. This led to 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 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.