• Discussing the creation of customer value in challenging times, Rackham tapped into the psychology of marketplace behavior and deliberated the effectiveness of Chief Revenue Officers  

Singapore, September 08, 2009 – In his first professional visit to Singapore in over 20 years, celebrated author and global thought leader on sales effectiveness, Neil Rackham, shared insights on the

changing dynamics in the marketplace today which he deliberates places a premium on the integration of sales and marketing functions and the imperative need to create value to stay ahead.

Tapping into the psychology of marketplace behavior, Rackham questioned perceptions of who or what a sales force is, in today’s context.

Rackham also spoke about the need to create customer value in challenging times – incidentally the title of his presentation – and discussed the birth of the Chief Revenue Officer. Deliberating on how effective these incumbents could be, he cautioned against creating the role in any organization for the sake of it rather than for true commercial benefit.

Speaking at ‘Neil Rackham…Live in Singapore’, the celebrated author and speaker was forthright and candid with his audience at the Raffles Convention Centre today. With the aim of getting the participants to remember the days’ discussion, Rackham further encouraged his guests to engage with him and each other by being personally involved in the topic – thereby showcasing his point of creating value for customers (in this case the participants).

A seminal thinker, writer and speaker on sales and marketing issues, Rackham has written over 50 influential articles on marketing, selling, channel strategy, including Managing Major Sales, Getting Partnering Right: How Market Leaders are Creating Long-Term Competitive Advantage and Rethinking Sales Force, which are required reading at many of the world’s leading business schools.  Three of his books have been on the New York Times best seller list and his works have been translated into over 50 languages.

He has also been Chairman and CEO of three international research and consulting firms, including Huthwaite. 

“Neil Rackham… Live in Singapore” was presented by Huthwaite in cooperation with McGraw Hill.

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