News & Blogs
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SPIN Selling, the first 50 years human, Timeless & True
How Lumina Spark Revolutionises Psychometric Testing and Workplace Culture
Korean media outlet, Maeil Business Times, recently interviewed Dr Stewart Desson, founder and chief executive officer of Lumina Learning, to find out the limitations and points for improvement on existing psychometric tests. “[Depending] on certain situations,...
Neil Rackham’s regrets: reflecting on SPIN Selling
https://youtu.be/o4jcX7q3JPc?si=y_tABD9WN_hmI_Dg Conversation transcript Tony Hughes: So, would you have done anything different with SPIN, Neil? Neil Rackham: Yes, I think I would. I was forced – in order to get the SPIN book published – to put a huge emphasis on the...
Atracsys: from technical excellence to commercial consistency
https://youtu.be/f-CiWEL_f5Y?si=NqCQQsWJ4OnhVun0 Challenge This technically-led organisation lacked a unified sales approach, making it difficult to consistently qualify, progress, and prioritise scarce opportunities. Solution SPIN Selling introduced a shared,...
Start-ups, scale-ups and selling – why a sales methodology matters now
https://youtu.be/ZwLRRtfV8ZY?si=cWPV01GjzQoyMHsI VC-backed organisations and founder-led start-ups may look worlds apart on the surface – one fuelled by conviction, the other by capital. Yet when it comes to selling, they both often drift away from the customer at the...
Selling the Lumina Way
Selling is Changing It’s a tough job being a buyer today. The vast availability of research on the options available in the market has mushroomed over the last decade. Buyers could be forgiven for feeling overwhelmed with the richness of information an internet...
Why good products fail after launch (and it’s not the product)
Launching a new product in a B2B environment almost always starts with confidence. The investment has been made, the development work is done, and internal stakeholders are aligned. Early customer conversations are positive. Sales teams return from the launch...
Why isn’t leadership training making leaders better (and how can you tell?)
This is a pretty bold claim, but the evidence is beginning to be unanswerable. While surveys by Gartner and Together show that L&D teams have leadership development as their top priority, this shows no change on previous years. In survey after survey Leadership...
Neil Rackham explains the extensive research behind SPIN Selling
Conversation transcript Tony Hughes: Neil, could you tell me a little bit more about the size of the research and the sample? Because my understanding is that to repeat that research now would be virtually impossible. Neil Rackham: Yeah, it was huge. In fact, it's...