Develop advanced sales techniques to uncover needs, handle objections, and close bigger, complex deals.
Learn the system that scales revenue without scaling workload. 45 minutes of lessons, 214% revenue case study, and a complete growth model.
Best for teams
A structured 14-week execution plan
A 100-day sprint to implement the Solid Growth system — so you can scale revenue without scaling your workload. We act as your external growth team and deliver results fast.
SPIN Selling challenges outdated methods of salesmanship traditionally focused on small transactions. Rackham’s research, which involved analysing over 35,000 sales calls, highlights that techniques like aggressive closing and objection handling can be counterproductive in larger sales. Instead, the book presents SPIN, a question-based framework, as the key to succeeding in high-value sales.
Rackham outlines several issues with conventional sales approaches, especially in major accounts:
Rackham’s SPIN model is based on four types of questions that align with the buyer’s decision-making process:
Rackham’s research identifies critical factors that distinguish successful major sales:
The SPIN model is designed to help sellers:
SPIN Selling is essential for sales professionals looking to refine their approach to major accounts and transform conversations into high-value, long-term partnerships. The book’s evidence-based insights offer actionable steps for mastering the art of strategic, consultative selling.
I’ve helped B2B service companies scale — not with random tactics, but with clear systems that align marketing and sales into one predictable growth engine. Built on 15 years of hands-on experience — helping teams move from random tactics to repeatable, scalable results.
15 years experience
1,500 marketers trained since 2015
Exited 6 companies
My name is Ewoud Uphof, a marketing strategist with 15 years of experience. I've been fascinated by growth since 2010, and I created this guide out of a passion for sharing what I've learned. These guides are a way for me to give back to the marketing community and are also linked to my video course, which covers these topics in even greater depth.
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Develop advanced sales techniques to uncover needs, handle objections, and close bigger, complex deals.