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Michael Bosworth

Best-Selling Author & Customer Experience Expert
    Topics & Types
    Sales

    Mike Bosworth has been a thought leader within the field of sales over the last several decades. He is an author, speaker, trainer and entrepreneur. Bosworth is the best-selling author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) co-author of Customer Centric Selling (McGraw-Hill, 2003) and co-author of What Great Salespeople Do: The Science of Selling Through Emotional Connection And The Power of Story (McGraw-Hill, 2012).  

    Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. He was their top new business salesperson in 1975, managed the "Branch of the Year" in 1979 and was promoted to national manager of field sales in 1980.From 1976 through 1982 he designed and delivered sales training programs for Xerox’s Computer Services Division. His years of field experience plus the knowledge he gained from working with Neil Rackham on the Xerox SPIN selling pilot project inspired him to found Solution Selling in 1983 with a mission to help lift the bottom 80%.  Solution Selling became one of the most widely adopted “needs-discovery” methodologies in the technology industry.

    In 2008, Mike realized that there was still a ‘missing link’ in understanding why such a small percentage of sellers generate such a large percentage of revenue. Mike’s interest and research into how the very best sales professionals communicate with buyers led him to new insights around how to best connect, inspire and influence others. He founded Mike Bosworth Leadership in February 2013 to begin training salespeople and leaders in using the power of Story Telling and Story Tending for gaining connection and trust with buyers and subordinates. Bosworth has a degree in Business Management and Marketing from California State Polytechnic University.

    In addition to his keynote speaking for professional associations and major corporations, he has been a featured lecturer at the Stanford Graduate School of Business, The Stanford Program on Market Strategy for Technology-Based Companies, The American Marketing Association Customer Message Management Forums, The Anderson School Of Management At UCLA, the Paul Merage School of Business at UC Irvine, The University of Connecticut and Rollins College to name a few.

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    Location/Travels from: CA
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