+1 for mentioning Neil Rackham's (1988) classic "Spin Selling". Got it recommended from a friend after his exit (and after buying a French mansion from his sha

+1 for mentioning Neil Rackham's (1988) classic "Spin Selling". Got it recommended from a friend after his exit (and after buying a French mansion from his share of the proceeds) when I asked him what he can recommend on understanding sales, in particular sales of (complex) technology. It's indeed a marvel for people new to selling.