Neil Rackham - Advisor to the Board

Neil Rackham is known throughout the corporate world as a seminal thinker on sales and marketing issues. Neil first gained international recognition in the 1970s when he led the largest-ever research study of successful selling and sales effectiveness. This massive project, supported by major multinationals including Xerox and IBM, involved a team of 30 researchers who studied 35,000 sales calls in over 20 countries. The research took 12 years at a cost, in today’s dollars, of $30 million. From the results of these studies he published the groundbreaking classics SPIN® Selling (McGraw Hill’s best selling business book ever) and Major Account Sales Strategy. His latest book, Rethinking the Sales Force has received critical acclaim from academics and sales professionals alike and is required reading at many leading business schools.

At Tennyson, Neil serves to strengthen the thinking of the board and directly contributes to development of the Tennyson Sales System.

Simon Wright - Director

Simon specialises in working with corporate partners in the financial services and distribution sectors.  In addition to his general management experience he has a particular expertise in developing sales and marketing strategies which been instrumental in the creation of several highly successful client ventures. This expertise has also been recognised outside of his client work – he has spoken at a McKinsey-organised symposium on sales coverage strategies and has been invited to speak as part of the MA course in Sales Management at Portsmouth Business School.

Prior to joining Tennyson, Simon spent nine years as a sales person and sales manager for the software division of a US multi-national.  He holds a BA in Economics from Manchester University.

Guy Stanford - Director

After graduating from Edinburgh University, Guy spent seven years with the 10th Gurkha Rifles. Guy then joined the audit team at Xerox and acquired an MBA before changing to a career in sales, eventually becoming the manager for Indirect Channels. Guy founded Tennyson with Simon Wright in 1998 and now specialises in working with corporate partners in the healthcare sector.