Podcast appearances and mentions of mike bosworth

This was new territory for me. It turns out that so many of the things that so many of the things taught in business school and sales workshops throughout that industry had their origins in the innovations that Mike brought to the industry. Before Mike's work, sales was always seen as "pitching products." Mike simple yet profound  innovation flipped that approach onto its head - successful sellers don't move products, they solve industry problems by helping workers find solutions.Mike Bosworth is well known throughout the business sales world as a trainer, speaker, and the author of best selling sales books Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993), What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story (McGraw-Hill, 2011) and co-author of CustomerCentric Selling (McGraw-Hill, 2003). Mike founded and grew one of the most successful virtual businesses in the B2B arena. After 10 years with Xerox Computer Services and one year with a software start-up, he founded Solution Selling® in 1983, began adding licensing his intellectual property to affiliates in 1988 and by the time he sold it in 1999, over 50 affiliates were contributing royalty income in excess of $2.8M annually. Mike began building Story Leaders™ as a framework for building emotional connection in 2008 and published a new book, What Great Salespeople Do, the Science of Selling Through Emotional Connection and the Power of Story in January, 2012. In January 2013, Mike founded Mike Bosworth Leadership. MBL currently has eight affiliates who sell and deliver his Story Seekers™ workshops.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. He is certified (CMC) by the Institute of Management Consultants. Michael T. Bosworth is a cofounder of CustomerCentric Systems®, LLC. He has assisted clients in improving sales effectiveness and shaping customer experience since 1983

Want to know why is it important to understand how your customers use your product to solve problems? Or, what makes the top 20% of salespeople stand out in building trust with strangers?In this episode of 7-8 Figure Special Series I interviewed Mike Bosworth. He is founder of Solution Selling and a Co-Founder at WeConcile.  Mike Bosworth is well known throughout the business sales world as a thought leader, speaker, sales philosopher, entrepreneur and the author of best selling sales books Solution Selling (McGraw-Hill, 1993), co-author of CustomerCentric Selling (McGraw-Hill, 2003). Mike began studying the power of story as a framework for building emotional connection in 2008 and published a new book, What Great Salespeople Do, the Science of Selling Through Emotional Connection and the Power of Story in January, 2012. In January 2013, Mike founded Story Seekers with a focus on teaching people how to connect with strangers using a story framework. Are you missing out on sales by overlooking the emotional side of your client relationships? Learn how storytelling can transform your approach to sales in a highly competitive market. Check this out!Show Links:Mike Bosworth on LinkedIn: https://www.linkedin.com/in/mikebosworth/Book a call with Michelle: https://go.appointmentcore.com/book/IcFD4cGJoin our Facebook group for business owners to get help or help other business owners! The Business Ownership Group - Secrets to Scaling: https://www.facebook.com/groups/businessownershipsecretstoscalingLooking to scale your business? Get free gifts here to help you on your way: https://www.awarenessstrategies.com/

How does productivity look like in the higher echelons of business sales? Why do only 20% of sales people get the results we all desire? How can the rest of us catch up? Learn how to unlock the B2B time management code in this episode as sales philosopher and thought leader Mike Bosworth shares his best sales productivity tips. Tune in as he shares the wisdom he has gathered over the years and get ready to ramp up your sales productivity game!

“Humans are not ideally set up to understand logic; they are ideally set up to understand stories.” - Roger C. Schank. I use stories in my sales conversations with prospects and when teaching.  Years later, people approached me and said, “Do you remember when you taught us XYZ?  I still think about that and remember how to use that concept with my clients.”     That defines success for me. Years later, the employee remembers the story but, more importantly, the concept and how to use it in real-life client and prospect conversations! So, how important are stories in sales? Without getting lost in our story and keeping it grounded and relevant to the client or prospect in front of us…VERY!   YouTube: https://youtu.be/n0gWoPiK8GU   About Mike Bosworth:  Mike is known throughout the business sales world as a thought leader, speaker, sales philosopher, entrepreneur, and the author of best-selling sales books Solution Selling and co-author of CustomerCentric Selling. Mike began studying the power of story as a framework for building emotional connection in 2008 and published What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story in January 2012.   How to Get in Touch With Mike Bosworth:  Email:  mtbent@gmail.com LinekedIn:  https://www.linkedin.com/in/mikebosworth/    Stalk me online! LinkTree: https://linktr.ee/conniewhitman   Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

Get Justin Michael's New Book Attraction Selling Exclusive Bonus's HERE ONLY!! ***Don't Miss This In-Person Event*** 1 Day Elite Account Executive Accelerator Dublin, Ireland on May 23rd, 2024 Click Here for the Details ________________________________________________ Follow Justin Michael on LinkedIn Connect with Paul M. Caffrey on LinkedIn. FREE!! Get 5 Scripts to help you 5x your Pipeline here. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." Takeaways Attraction selling combines the law of attraction with sales techniques, emphasizing the importance of taking massive action and focusing on service and giving. Balancing theory and execution is crucial in writing sales books, and referencing other sales professionals adds value by providing practical application. Prospecting requires consistent follow-up, with four to five touches recommended for each platform, such as LinkedIn. Utilizing technology effectively involves using tools like Team Link on LinkedIn and personalizing messages based on individual profiles and activities. Mindset and identity play a significant role in sales success, and it's important to cultivate a positive and goal-oriented mindset. Recommended sales books include 'The Joshua Principle' by Tony J Hughes, 'New Power Base Selling' by Jim Holden, 'Mastering the Complex Sale' by Jeff Thull, and 'What Great Salespeople Do' by Mike Bosworth. Summary In this conversation, Paul Caffrey interviews Justin Michael about his latest book, Attraction Selling. They discuss the concept of attraction selling, which combines the law of attraction with sales techniques. Justin emphasizes the importance of taking massive action and focusing on service and giving in sales. They also talk about the balance between theory and execution in writing sales books and the value of referencing other sales professionals. Justin shares his insights on prospecting, utilizing technology effectively, and the power of follow-up. He also recommends several sales books and discusses the importance of mindset and identity in sales success.

In this episode of Epic Entrepreneurs, Bill Gilliland interviews Mike Bosworth, a seasoned sales trainer and founder of Story Seekers. Mike shares his journey from reluctant beginnings in sales at Xerox in the 1970s to becoming a leading influence in sales training and engagement strategies through storytelling. He emphasizes the importance of building trust and genuine emotional connections with customers to drive business success.After his experience at Xerox, Mike founded Solutions and Selling in 1983, adopting an innovative affiliate model instead of a traditional employee structure. This allowed for the expansion of his reach and the licensing of his intellectual property, facilitating business growth. Later in 2008, he launched Story Seekers to assist technical professionals such as engineers and finance experts in mastering the art of storytelling to create impactful emotional connections with customers.Throughout the episode, Mike shares his sales philosophy, highlighting the role of the salesperson as a solution facilitator rather than just a persuader. He stresses the importance of emotional intelligence  and the strategic use of storytelling to inspire followers and build genuine relationships with customers. Join Bill and Mike in this captivating conversation about the transformative power of narrative in business leadership and sales strategies.Being a Business Owner is Lonely. But It Doesn't Have to Be...Join The Entrepreneur Experience. Be sure to visit BizRadio.US to discover hundreds more engaging conversations, regional events and more.

Mike Bosworth is a Co-Founder of WeConcile considered as the world's first Relationship Rescue and Restoration application. In this episode, Mike shares effective pricing strategies and sales techniques to hold prices.   Why you have to check out today's podcast: Learn about the concept of "buying vision" and help your customers recognize the value of your product or service Learn how to stand firm against pricing pressure and maintain your desired price Discover how to effectively use "polite No's" to firmly establish pricing boundaries   "Understand the value, i.e. how your buyer would use a particular piece of your product to solve their problem. And if you have that knowledge, it's really easy to defend the value of your price."  - Mike Bosworth   Topics Covered: 02:13 - Mike's pricing approach 03:16 - Understanding why salespeople are losing the conversation when it comes to price 06:40 - What is a 'buying vision' and how helpful it is for buyers 07:26 - The need for salespeople to know well their customer's business 10:20 - How 'premature elaboration' gets you at a disadvantage 13:58 - Explaining 'cost justify' and 'price justify' from the buyers point of view 20:49 - The importance of patience in negotiation and use of "polite No's" to stand your ground on pricing 24:36 - Book resource of major negotiation stories you can check out 25:42 - Mike's pricing advice   Key Takeaways: "The only salespeople who can go out and negotiate their own prices are those ahead of quota." - Mike Bosworth "I say to the managers, if your salesperson is under quotas, you have to go out there and provide the backbone and coach the call ahead of time.” - Mike Bosworth “We want to teach them how to survive that call, but on their own, they're not going to have the ability to do it." - Mike Bosworth   People/Resources Mentioned: Xerox: https://www.xerox.com/en-us Sales Force: https://www.salesforce.com David Crabtree: https://www.barnesandnoble.com/w/hold-out-david-n-crabtree/1119321227   Connect with Mike Bosworth: Linkedin:https://www.linkedin.com/in/mikebosworth/   Connect with Mark Stiving:    LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com  

How we learn and what we retain successfully is shifting more rapidly now than ever before. Andy's guests, Mike Bosworth, a sales philosopher, speaker, trainer, and author, Ted Blosser, CEO of WorkRamp, and Niraj Kapur, Founder of Everybody Works In Sales, express their opinions on information overload, human attention and habits, nad questioning the effectiveness of short, bite-sized content for learning. They explore the concept of serial tasking, training effectiveness, the importance of emotional intelligence in sales, and strategies for adapting to contemporary information consumption patterns.Let Andy know how you think sellers learn best, by connecting with him on LinkedIn here.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

Ok, this is going to be a hot topic. What is the sales advice that you get on LinkedIn that is just sad, frustrating, laughable? Today Andy and his all-star guests, Mike Bosworth, a sales philosopher, speaker, trainer, and author, Ted Blosser, CEO of WorkRamp, and Niraj Kapur, Founder of Everybody Works In Sales, give their take on it, emphasizing the terrible advice on outreach and pipeline creation versus actual selling skills, the misbelief that process trumps personal connection, the real advantage of mindset and EQ, while also discussing strategies for improving win rates over simply increasing pipeline.Let Andy know what you think is the "sales advice" that you wish would just stop, by connecting with him on LinkedIn here.Check out the full episode featuring the guests listed above on Andy's Website, Apple Podcasts, or SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

On today's roundtable, Andy welcomes Mike Bosworth, a sales philosopher, speaker, trainer, and author, Ted Blosser, CEO of WorkRamp, and Niraj Kapur, Founder of Everybody Works In Sales. The group starts off discussing the sales myths amplified by LinkedIn, and debunks them to your benefit. They also discuss evolving sales training methods, the importance of EQ and mindset, leveraging AI for personal development, the pitfalls of current sales tactics, improving sales training, and tools for better buyer assistance.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!

About Mike Bosworth: Mike Bosworth is the author of three books on selling, a keynote speaker on sales, marketing, and leadership, and in his later years, enjoys being known as a 'sales philosopher.' Mike's passion is helping people land the job of their dreams, assisting salespeople in exceeding their goals, and supporting their families. He enjoys leading experiential workshops on sales and leadership. Mike began his career in the information technology industry in 1972 on the Help Desk 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 Manager of Field Sales in 1980. Mike founded his Solution Selling business in 1983. Mike has a B.S. in Business Management and Marketing from California State Polytechnic University. Check out the latest episode of our Conversational Selling podcast to learn more about Mike.In this episode, Nancy and Mike discuss the following:The science of selling through emotional connectionWhy most people do not like salespeopleThe importance of asking for permission to tell the storyThe science behind storytelling for sales success Leveraging the psychology of storytelling in sales conversations Key Takeaways: The authentic secret sauce of connecting with strangers is a 60-second customer hero story.When you're in sales, that's like original sin.No matter how good your story is, you can't go up to a stranger and start telling even a 60-second story: you must get permission."The biggest problem large organizations with lots of salespeople have been trying to solve for the past 40 years that I've been a sales trainer is that 20% of the people sell 80% of the business. And that top 20%, the real difference—and it took me years to figure this out—is that they have an intuitive ability to connect and build trust quickly with strangers emotionally. So, my mission as a sales trainer for all these years has been to help the bottom 80%, the people who are not natural intuitive trust-building connectors, help them feed their families, buy a house, and send their kids to college. And when you go into the enterprise sales range, for instance, in the mid-90s, in my Solution Selling organization, we trained 15,000 IBM salespeople. " – MIKE"So, if you think about it, most people will not admit a problem to someone they don't trust, so the story creates an emotional connection and enough trust that they could risk sharing their problem. And once they share a problem, they go from suspect to prospect." – MIKE"The best salespeople I've known over the last 40 years rarely have to close because their EQ, their emotional intelligence, is so high, and they're willing to help the buyer buy rather than try and "sell" them something, and people love to buy. Human beings hate to feel sold to, but they love to buy. So, the very best salespeople rarely must close because they're so good at facilitating the buying. So smart companies, when they hire new salespeople, they don't teach them about the product; they teach them how their customers use the product." – MIKE Connect with Mike Bosworth:LinkedIn: https://www.linkedin.com/in/mikebosworth/Story Seekers: https://www.storyseekers.us/We Concile: https://weconcile.com/Try Our Proven, 3-Step System, Guaranteeing Accountability and Transparency that Drives RESULTS by clicking on this link: https://oneofakindsales.com/call-center-in-a-box/  Connect with Nancy Calabrese: Twitter:https://twitter.com/oneofakindsalesFacebook:https://www.facebook.com/One-Of-A-Kind-Sales-304978633264832/Website:https://oneofakindsales.comPhone: 908-879-2911 LinkedIn: https://www.linkedin.com/in/ncalabrese/Email: leads@oneofakindsales.com 

On this episode, we talk about building emotional intelligence with well known business sales thought leader, Mike Bosworth. We take great pride in aligning the heart and mind, so Mike shares his expertise and wisdom on how to incorporate emotional intelligence to build better relationships! Great gems shared! Watch this episode on Youtube: https://youtu.be/nCRoBsL3o_U To reach Mike Bosworth: mtbent@gmail.com https://www.linkedin.com/in/mikebosworth To connect with us: https://linktr.ee/JanieCharlot?utm_source=linktree_profile_share<sid=9a3f40d4-a45b-449d-98af-06b2a7e02c8d --- Send in a voice message: https://podcasters.spotify.com/pod/show/heartandsoul/message

Mike Bosworth is the author of Solution Selling and co-author of CustomerCentric Selling. Buyers have resistance to sellers and today, Mike shares 2 kinds of avoidance known as proposal avoidance and negotiation avoidance.  He discusses why sellers must work towards a pre-proposal review instead of dropping all the details and decision-making at the moment of the actual proposal. He then talks about negotiation avoidance and what you as a seller can do to get in the mind of the buyer to reach an agreement without ever having to negotiate. HIGHLIGHTS Proposal avoidance: Confirm all details in the pre-proposal review Negotiation avoidance: The difference between cost and price justified Don't negotiate with procurement  QUOTES Proposals shouldn't have any new information in them so sell the pre-proposal review - Mike: "By selling them on the idea of a pre-proposal review a week before the proposal is due is when you do the surprise close. They haven't been thinking about risk. And if you leave, if I can, I'll probably say, 'see you next week with your proposal, Andy.' You're going to wake for the next 7 nights thinking about all the things that can go wrong. And so, we're avoiding that." Before negotiating, provide 2 to 3 polite, business-logical nos first - Mike: "If, on the rare occurrence that the 2 or 3 polite nos wouldn't work, okay now we have to transition to a real negotiation. And, again, this all has to be thought about in advance. Then the transition is, ‘Well, Andy, the only possible way I could do anything for you is if you can do something for me.'" Find out more about Mike in the link below: LinkedIn: https://www.linkedin.com/in/mikebosworth/ More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

Today Andy is joined by Vince Beese, Founder and CEO of Sales@Scale, Anthony Iannorino, Keynote speaker, bestselling author and renowned sales leader, and Mike Bosworth, bestselling author, speaker, and sales philosopher as they discuss the importance of sales leaders thinking critically about how to make their teams more effective. They begin with the headshaking statistic of a 17% win rate and agree that any action is better than leaving your team in such a horrible situation.They emphasize the significance of considering all stakeholders involved in the sales process, including the reps, their families, the clients, and the company itself. They urge leaders to assess whether they are truly helping these individuals and if not, to act before the situation gets worse.The group discusses the effectiveness of different types of sales leads and dig into the data about self-sourced vs. generating inbound leads with lower win rates, and how each of those play out over time.They share stories about the importance of sales effectiveness and learning early on, the need for a solid strategy and theory to guide sales efforts so you don't waste time and resources. They also discuss the value of recognizing changes in buyer behavior, why certain approaches are more effective than others, and that transparency and truthfulness are vital. Not just to clients, but most importantly to ourselves, as they note that salespeople often credit their wins to superior salesmanship and attribute losses to external factors.They also reflect on the common mistakes of rushing deals for quick wins, but losing out on larger long-term gains.Follow Anthony, Vince, and Mike on LinkedInHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism

Mike Bosworth is a legend in professional sales, as both a theorist who has written outstanding books that have stood the test of time and had an inspiring career as a practitioner. In 1983, Mike founded Solution Selling and later published his legendary book “Solution Selling: Creating Buyers in Difficult Selling Markets”. He authored a second book with John Holland, “Customer Centric Selling,” which also became widely recognized within the sales industry. Join us as we discuss Mike's incredible story in professional sales, diving into the history of SPIN selling and the importance of having a strategic value, customer centric approach to selling. Highlights: Mike's journey in professional sales A flaw in training for the SAAS selling process Overcoming discovery resistance The history of SPIN selling Emotional connection through story tending Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel markcox@inthefunnel.com Connect with Mike Bosworth Solution Selling: Creating Buyers in Difficult Selling Markets: https://a.co/d/gtzAENj Customer Centric Selling: https://a.co/d/24aRuaE https://www.storyseekers.us/ https://weconcile.com/ https://www.linkedin.com/in/mikebosworth  Call to Action In the Funnel Sales Workshop Free Sales Tools How to Listen: Subscribe on Apple Podcasts Listen on Spotify

Get to know these successful thought leaders and find out how they present themselves and their crafts as experts in their fields. Mike Bosworth is a thought leader speaker, sales philosopher, entrepreneur, and author. He does occasional keynotes as well as talks for professional associations, non-profit organizations, and higher education. If you've given up on relational happiness or you know somebody in your circle who has, you're gonna want to reach out to Mike Bosworth at https://www.linkedin.com/in/mikebosworth/. Rene Johnson is an elite authority in personal power dynamics, author, coach, keynote speaker, and CEO of Power Zone Coaching. She holds an ICF Certified Empowerment Coach degree from the Institute of Professional Excellence in Coaching (IPEC). She is passionate about partnering with purpose-driven business leaders, turning leadership into their greatest profit center while having more joy in life. She is an instructor who can inspire audiences with energy, insight, and expertise to become positive and power-filled change agents. If you're a small to mid-sized company and you have “power leaks,” consider reaching out to Rene Johnson by visiting her websites https://www.linkedin.com/in/renesjohnson/ and https://powerzonecoach.com/. Anthony Hogan is an award-winning international speaker, trainer, and coach specializing in communications leadership and innovation mindset. He has helped groups as diverse as US foreign service officers, fortune 500 businesses, Silicon Valley entrepreneurs, and million-dollar sales teams as well as educators on five continents. If you're a speaker or have someone who's speaking who is not clear and just not dynamic in how they present, you're going to want to reach out to Anthony Hogan via https://www.linkedin.com/in/anthonyhogan/. Global Credibility Expert, Mitchell Levy is a TEDx speaker and international bestselling author of over 60 books. As The AHA Guy at AHAthat (https://ahathat.com), he helps to extract the genius from your head in a two-three hour interview so that his team can ghostwrite your book, publish it, distribute it, and make you an Amazon bestselling author in four months or less. He is an accomplished Entrepreneur who has created twenty businesses in Silicon Valley including four publishing companies that have published over 800 books. He's provided strategic consulting to over one hundred companies and has been chairman of the board of a NASDAQ-listed company. Mitchell has been happily married for thirty years and regularly spends four weeks in Europe with family and friends. Visit https://mitchelllevy.com/mitchelllevypresents/ for an archive of all the podcast episodes. Connect to Mitchell Levy on: Credibility Nation YouTube Channel: https://bit.ly/3kGA1LI Credibility Nation LinkedIn: https://www.linkedin.com/company/credibilitynation/ Mitchell Levy Present AHA Moments: https://mitchelllevy.com/mitchelllevypresents/ Thought Leader Life: https://thoughtleaderlife.com Twitter: @Credtabulous Instagram: @credibilitynation Learn more about your ad choices. Visit megaphone.fm/adchoices

Mike Bosworth is well known throughout the business sales world as a thought leader, speaker, sales philosopher, entrepreneur, and the author of best-selling sales books Solution Selling (McGraw-Hill, 1993), co-author of CustomerCentric Selling (McGraw-Hill, 2003). Mike began studying the power of story as a framework for building emotional connection in 2008 and published a new book, What Great Salespeople Do, the Science of Selling Through Emotional Connection, and the Power of Story, in January 2012. In January 2013, Mike founded Story Seekers with a focus on teaching people how to connect with strangers using a story framework.More Info: WeConcileSponsors: Master Your Podcast Course: MasterYourSwagFree Coaching Session: Masterleadership.orgSupport Our Show: Click HereLily's Story: My Trust ManifestoSupport this show http://supporter.acast.com/masterleadership. Hosted on Acast. See acast.com/privacy for more information.

LifeBlood: We talked about how to divorce proof your marriage, how to identify our relationship wounds, how to put narrative around feelings, and how to avoid a mediocre relationship, with Mike Bosworth, CoFounder of WeConcile. Listen to learn woman are biologically better communicators than men! You can learn more about Mike at WeConcile.com, Twitter, Instagram, Facebook, YouTube, and LinkedIn. Thanks, as always for listening! If you got some value and enjoyed the show, please leave us a review here: ​​https://ratethispodcast.com/lifebloodpodcast You can learn more about us at LifeBlood.Live, Twitter, LinkedIn, Instagram, YouTube and Facebook or you'd like to be a guest on the show, contact us at contact@LifeBlood.Live.  Stay up to date by getting our monthly updates. Want to say “Thanks!” You can buy us a cup of coffee. https://www.buymeacoffee.com/lifeblood

WeConcile Relationship Therapy Leigh Martinuzzi · 1058 Mike Bosworth – WeConcile Relationship Therapy In my conversation with Mike, we discuss WeConcile which is a couples therapy app designed to help people build on and improve their relationships. It helps individuals better understand themselves to then become better at understanding and addressing the relationship issues they … Continue reading 1058 Mike Bosworth – WeConcile Relationship Therapy

How can a mobile app help your relationship? Why is it so difficult for men to access their feelings, and describe them to their partners? How does the human capacity for adaptation sometimes work against growth in relationships? In this episode, we interview Mike Bosworth, who works with his partner Jennifer Lehr, MFT on an app called WeConcile.  We also handle a listener question from a woman who wants to know how to get her husband to work with her on improving their marriage--when he just wants to blame her for being too sensitive. Dr. Chalmer's book Reigniting the Spark: Why Stable Relationships Lose Intimacy, and How to Get It Back is available wherever you get your books, or go to Dr. Chalmer's website. https://brucechalmer.com. And watch for Dr. Chalmer's forthcoming book, It's Not About Communication! Why Everything You Know About Couples Therapy is Wrong. Like this podcast? Review us, like us, follow us, and do all those other kinds of wonderful things to us! It helps people find the show. Visit us at https://ctin7.com! Music: Besamim (Spices) by Bruce Chalmer, performed by Fyre and Lightning Consort

WeConcile Relationship Therapy In my conversation with Mike, we discuss WeConcile which is a couples therapy app designed to help people build on and improve their relationships. It helps individuals better understand themselves to then become better at understanding and addressing the relationship issues they may be facing. An insightful conversation with Mike about our relationship. Guest Bio. For the past 13 years, Mike Bosworth has been the partner of Jennifer Lehr, MFT. Jennifer is the founder and author of WeConcile, a revolutionary do-it-yourself relationship mobile app, that helps people create a smooth loving relationship and live a more fulfilling & authentic life. WeConcile integrates proven methods of couples therapy with the relational education people need to thrive in their meaningful relationships. WeConcile is a superb alternative or addition to marriage or couples counseling. The vast majority of efforts to improve trust, intimacy, and in relationships are female led, with a reluctant male partner. Typically, females work much harder to improve harmony and peace in their relationship, and save their marriages from divorce.

Mike Bosworth is the author of Solution Selling and co-author of CustomerCentric Selling. Buyers have resistance to sellers and today, Mike shares 2 kinds of avoidance known as proposal avoidance and negotiation avoidance.  He discusses why sellers must work towards a pre-proposal review instead of dropping all the details and decision-making at the moment of the actual proposal. He then talks about negotiation avoidance and what you as a seller can do to get in the mind of the buyer to reach an agreement without ever having to negotiate. HIGHLIGHTS Proposal avoidance: Confirm all details in the pre-proposal review Negotiation avoidance: The difference between cost and price justified Don't negotiate with procurement  QUOTES Proposals shouldn't have any new information in them so sell the pre-proposal review - Mike: "By selling them on the idea of a pre-proposal review a week before the proposal is due is when you do the surprise close. They haven't been thinking about risk. And if you leave, if I can, I'll probably say, 'see you next week with your proposal, Andy.' You're going to wake for the next 7 nights thinking about all the things that can go wrong. And so, we're avoiding that." Before negotiating, provide 2 to 3 polite, business-logical nos first - Mike: "If, on the rare occurrence that the 2 or 3 polite nos wouldn't work, okay now we have to transition to a real negotiation. And, again, this all has to be thought about in advance. Then the transition is, ‘Well, Andy, the only possible way I could do anything for you is if you can do something for me.'" Find out more about Mike in the link below: LinkedIn: https://www.linkedin.com/in/mikebosworth/ More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Blueboard | World's leading experiential rewards & recognition platform | Blueboard.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

The #1 hurdle that all salespeople face when they meet a new prospect is discovery resistance. 99.9% of the population dislike encounters with salespeople—they feel pressured, manipulated, and pushed into doing something they didn't want to do. Storytelling is the key to breaking down discovery resistance in buyers. They won't open up until they feel connected to you and trust you. Mike Bosworth shares what makes a great story—that breaks down barriers—in this episode of Sales Reinvented.  Outline of This Episode [0:47] The importance of storytelling in sales [2:26] Can storytelling be learned? [3:33] Mike's ideal storytelling structure  [5:35] The attributes of a great storyteller [9:32] Get some free resources from Mike [10:40] Top 3 storytelling dos and don'ts [13:27] Mike's customer hero story Can storytelling be learned? Mike notes that most people are better storytellers than they think. When he runs workshops, he asks everyone to “Share a story they tell in their personal life.” People are more comfortable telling stories in their personal lives than in their professional lives. Even naturally gifted storytellers become better when they learn a storytelling structure. Mike's ideal storytelling structure  A good story requires a story arc and a hero. The arc must include a setting, a struggle, a turning point, a resolution, and a moral. If someone tells a story about a business peer, the turning point would be the solution. The resolution would be using the product/service and how it made an impact (resolution). There are three key stories that salespeople need: Their personal story (why they do what they do) Why they work where they work Stories about customers they've helped When salespeople tell their company story, they start using “we.” But the pronoun “we” doesn't get an emotional following. Instead, a salesperson needs to say “our” when talking about the company. You have to make their story about a person, not yourself.  What are the attributes of a great storyteller? Listen to hear Mike's thoughts! Mike's storytelling strategy to overcome discovery resistance Mike was a rookie salesperson in 1974, at the young age of 28. The marketplace knew nothing about his company's technology because it was new. He was given a list of manufacturing companies in Orange County, CA. Management asked him to get them interested in the new product.  He would walk into a manufacturer and go to the receptionist and ask to speak with the materials manager. 80% of the time, the manager would come to the lobby. Why? The only way they could learn about new products was to meet with salespeople. They'd see them just to see what they could learn and apply to their world.  As soon as a manager looked at Mike, they'd look at their watch. They wrote him off because he was young and they thought he wouldn't know anything about manufacturing. Mike would look them in the eye, introduce himself, and say “Can I share a quick story with you about another materials manager less than a mile from here that I've been working with for the last 18 months?” He never had a single person say no.  He shared how he met this materials manager. That manager had two c-level people who were always angry with him. One was angry because he was carrying too much inventory. The other was angry because he was missing his shipping schedule. 18 months ago, he discovered Xerox technology that allowed him to replan his production plant. He was their pioneer customer. He went from $8 million in inventory to $2.8 million. His backlog dropped from 28% to 3%. Then Mike would say, “Enough about me. What's going on here?” They invited him in for a conversation. The story broke down the discovery resistance and led sales managers to the emotional conclusion that Mike understood them. They'd want to learn more. That one story allowed Mike to sell his pipeline. In 5 months, he sold more than anyone in the company did in an entire year.  Resources & People Mentioned Mike's article about Discovery Resistance Connect with Mike Bosworth Story Seekers Connect on LinkedIn Follow on Twitter What Great Salespeople Do Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Mike Bosworth is one of the true legends in the sales profession. He is the author and creator of both "Solution Selling" and "Customer Centric Selling." I enjoy it every time Mike comes on the show. Because I learn something new. And today's no exception. In today's episode we talk about a growing problem in sales: discovery resistance. Discovery resistance is resistance to being questioned – pushback – verbalized or not, from a buyer you would like to get to know. Discovery Resistance originates with the 99% of buyers who have come away from previous encounters with 'salespeople' feeling coerced, pressured, manipulated, or flat-out PUSHED into doing something that they did not want to do. This is critical for individual contributors to understand as well as sales leaders. This conversation was originally recorded in 2021. More on Andy: Connect on LinkedIn Get Andy's new book "Sell Without Selling Out" on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

This is episode 498. Tips for sales career success. Read the complete transcription on the Sales Game Changers Podcast website. MIKE'S TIP: “Find a connective listening course because we all can be better listeners and listening is really hard work. It seems like most extroverts are good storytellers but most introverts are better story listeners. If you look at the very best leaders, they're both storytellers and story listeners. But in the sales profession, a lot more of us are better at storytelling than we are at listening. Find some coaching, some help on becoming a connective listener, not an active listener, but a connective listener.

We are talking about what led to the invention of the consultative selling process that helped others companies copy the approach. Suppose we redefine selling as "facilitating the buying process". In that case, we can share a common objective with marketing people and eliminate the undesirable behaviours associated with salespeople - high pressure, product pushing regardless of buyer need, etc. People love to buy but hate to feel "sold". Breakthroughs in neuroscience have determined that people don't make decisions solely based on logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales. Build better relationships and sell more effectively with a powerful sales story. "Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn't work; in the best case, we can argue with the customer about numbers - purely a left-brain exercise that turns buyers off. This book explains a better way." (John Burke, group vice president, Oracle Corporation). "Forget music; a great story has the charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being." (Mark Goulston, MD, author of the number one international bestseller Listen: Discover the Secret to Getting Through to Absolutely Anyone) • Relax a buyer's scepticism while activating the part of their brain where trust is formed and connections are forged • Use the power of story to influence buyers to change • Make your ideas, beliefs, and experiences "storable" using a proven story structure • Build a personal inventory of stories to use throughout your sales cycle • Tell your stories with authenticity and a genuine passion • Use empathic listening to get others to reveal themselves • Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers. Jason Cooper Website: https://www.jasoncooper.io/ Im Jason Cooper. My mission is to impact thousands of sales and business professionals to help them get what they want globally by transforming their ability to convert sales into revenue streams. Ima passionate tee about speaking with inspiring people who can give back and share their stories so that someone listening will gain knowledge or change what they do in their lives. -- You are welcome to subscribe to the channel on YouTube, like the video, and comment on the topic. ✅Podcasts ✅Itune:- https://apple.co/3isbI6p✅Spotify https://spoti.fi/3x9ahxK✅YouTube https://bit.ly/3pyeVCh✅www jasoncooper.io ✅jcooper@jasoncooper.io ✅Learn More In my newsletter:- https://bit.ly/3r6P4RZ✅Club House Jasonacooper #jasoncooper#Mikebossworths#softsystems#strategies#feedback#sales#business#companies#market#podcast#process#behaviour#system#

How can we leverage the power of storytelling in sales? In this Expert Insight Interview, we welcome Mike Bosworth, a well-known sales philosopher, author, speaker, story-keeper, and sales guru.

Mike Bosworth is one of the true legends in the sales profession. He is the author and creator of both "Solution Selling" and "Customer Centric Selling." I enjoy it every time Mike comes on the show. Because I learn something new. And today's no exception. In today's episode we talk about a growing problem in sales: discovery resistance. Discovery resistance is resistance to being questioned – pushback – verbalized or not, from a buyer you would like to get to know. Discovery Resistance originates with the 99% of buyers who have come away from previous encounters with 'salespeople' feeling coerced, pressured, manipulated, or flat-out PUSHED into doing something that they did not want to do. This is critical for individual contributors to understand as well as sales leaders. Learn more about your ad choices. Visit megaphone.fm/adchoices

Mike Bosworth is one of the living legends in sales. Creator of #SolutionSelling, sales philosopher and founder of #StorySeekers shares his years of experience as a salesperson, manager, leader, trainer and story teller. Mike identifies a major reason why 80% of recipients of sales training stop using training within 2 weeks after training ends. He shares a simple but highly effective solution that's proven in the field.  We discuss how to use story to secure C-level meetings via cold calls with minimal resistance, advance opportunities in your pipeline and build executive presence. A lively, informative and insightful conversation with a giant in the sales profession. Contact Mike via linkedin.com/in/mikebosworth Websites mikebosworthleadership.com  (Company Website) mikebosworth.com  (Personal Website) Phone: +1 858 350-5570 (Work)Twitter: mtbent--If you are the owner or CEO of a technology company and your goal is to grow your business and achieve real, sustainable hypergrowth with highly engaged and highly productive employees and clients who stick with you year after year, let’s schedule time for a brief conversation. To book a 1 to 1 with me or check out my 250+ podcast interviews with some of the best salespeople, sales leaders, sales psychologists, founders and entrepreneurs, trainers, coaches and authors click here - https://linktr.ee/marcuscauchi   And if you want to become part of our global community #SalesAForceForGood #SAFFG, please DM me on LinkedIn or email me at marcusATlaughs-lastDOTcom. You can track down events and posts by following the hashtag #ProCustomer

This episode features #ThoughtLeaders and #Experts Rene Johnson, Jared Brick, and Mike Bosworth.Continue Reading → The post #621-623: Johnson, Brick, Bosworth w/ Mitchell Levy on Thought Leader Life Credibility appeared first on FIR Podcast Network.

This episode features #ThoughtLeaders and #Experts Rene Johnson, Jared Brick, and Mike Bosworth.Continue Reading → The post #621-623: Johnson, Brick, Bosworth w/ Mitchell Levy on Thought Leader Life Credibility appeared first on FIR Podcast Network.

What kind of tangible impact can listening to relationship experts have and how do we implement those lessons we learn? What's the secret to continuously improving your bond with your significant other? As Season 1 of Head Over Heels comes to an end, we revisit a handful of important lessons from our incredible guests and discuss how we've implemented those lessons into our own family and relationship.  We evaluate how they've improved our own partnership, our family life, and our work life, and give feedback on how you can do the same. Dr. Jessica O'Reilly and Brandon Ware remind us of the importance of prioritizing each other to keep your love tank full, while the exciting couple from Duo Transcend, Mary Wolfe-Nielsen and Tyce Neilson, discuss the delicate trapeze act of balancing your family, relationships, work, and health. Jennifer Lehr and Mike Bosworth preach the importance of feeling comfortable in your relationship and the hilarious Susan Winter works with us on our communication and helps us identify and nip bad communication tendencies in the bud. Finally, Laura Bilotta reminds us of the vital step of cultivating a positive life for yourself before putting yourself on a dating site while Jocelyn and Aaron Freeman break down marital conflict. This special episode is packed full of invaluable tips for your relationships and honest reflection on how they've worked for us. Additionally, we tease our upcoming fitness product to help you stay strong and healthy at home, and reflect on the value the show has brought to our lives while discussing what we have planned for the future.  There's tons to look forward to in 2021 so join us as we close out this crazy year.   www.headoverheelsshow.com Insta @headoverheelsshow Insta Nina @NinaKako  Roger @roger_guertin Facebook @headoverheelsshow TikTok @tdot_fam You Tube @tdot_fam Email us@hohshow.com

Mike Bosworth is the author of the classic book Solution Selling. In this episode, Mike and I talk about how to coach sellers to master creating trust and emotional connection in conversations with their buyers. Plus we talk about the importance of relationships in sales and why the idea of relationships makes so many seller so uncomfortable. Learn more about your ad choices. Visit megaphone.fm/adchoices

Mike is an Author, Speaker, Sales Philosopher, and Story Seeker. He was 90% retired from sales training, but he still does occasional keynotes as well as talks for professional associations, non-profit organizations, and higher education. The majority of his sales and marketing skills these days are devoted to helping people improve their relationships.

Mike Bosworth, author and founder of Solution Selling, talks about the concerns buyers go through in the sales process, and how you can manage those concerns. Buyer phases go from emotional to logical to emotional again, and navigating through these phases can be challenging for unprepared salespeople. Learn how you can build a better relationship with your customers and help them reach their own visions of success.

I am 90% retired from sales training. I still do occasional keynotes as well as talks for professional associations, non-profit organizations, and higher education. I will be serving on the Advisory Board for the University of Minnesota Duluth's new Selling Major. https://www.linkedin.com/in/mikebosworth/

Most of us in the sales and marketing game are familiar with permission marketing. Any time you put in your email online, you give a company permission to market to you. But permission selling is a little bit different, in that a salesperson gets permission from the buyer to sell to them, after they have opted in and accepted the opportunity to be pitched to. Mike Bosworth, interviewed by John Golden, explores how permission selling can increase sales and create more successful salespeople.

What is it like to feel alone in a relationship? Pretty bad no doubt. So how do you bring it up with your significant other? Argue? Yell? Fight? Cold shoulder? None of these ever really solve issues in a relationship and hiding from working through issues only makes it worse. So enters now Weconcile.com the brain child of Jennifer Lehr. Supported by her husband Mike Bosworth, they have created a blog with a TON of info on it. (I've been digging in, and it's like the book you can't put down) and an app that couples can use to increase their knowledge of how relationships SHOULD work, and exercises along with support to get couple through and to their next level of safety and security with each other. As Entrepreneurs, executives, white collar or blue collar, it's never easy going through the stresses of the day and then having to leave it at the door when you get home, or if you work from home, keeping it separated from the family. Understanding how relationships work is the beginning to becoming more and more present to your relationship with your loved one. Imagine being able to be present even if your day was shot, and then knowing that you being there for your spouse or significant other gets them through their hardship. They of course would have the same knowledge and cold support you in kind. Or knowing that even when you come to a hard spot that you can work through it, not have to walk on egg shells. This is what this app offers to couples that need that help. Even if you don't think you need it, the blog alone is already a GREAT resource for actionable relationship advice. There are a couple of books mentioned in the podcast and here are the titles: Solution Selling by Mike Bosworth - https://amzn.to/2TPUjX5 Parenting from the Inside Out by Daniel Siegel, Mary Hartzell - https://amzn.to/3202rap The Magic Cake: The Seven Ingredients of a Relationship-Ready Person - https://amzn.to/31WoRJg If you wish to get to the blog and take the relationship uiz and get an immediate score and analysis, go to: https://www.weconcile.com and get your results today! --- Support this podcast: https://anchor.fm/coffeewithmike/support

“Some of us have wondered how to become more efficient as salespeople while completing the many day-to-day tasks necessary that lead up to great sales conversations. If that describes you, then this episode is definitely worth your time.”   Episode Overview In this episode, Bruce Scheer talks to David Guarino about the importance of learning to manage and focus your time to become a more productive and valuable seller. David is a Veteran of the U.S. Marine Corps and has over 25 years of sales experience in the electronics and manufacturing industries. In addition to serving as the Director of Business Development at Piston Automotive, he is also the owner of Driven Recruiting, an employment service that replaces the traditional hiring process with an assessment-based talent matching system.   Optimizing Your Most Important Resource:  Time We all know that time is finite, and yet so many of us struggle to use it effectively. For salespeople, failing to use time effectively can reduce productivity, increase stress, and limit our ability to have meaningful engagements with customers. Yet in our fast-paced, technology-infused present, it is easy to get distracted or lose focus. That's why it is so important to learn how to focus and maximize our time to provide value as a seller.   Why is it important to optimize your time as a seller? Remember that everything in business changes. This includes sellers, clients, and companies. With change comes new technologies and systems, new client goals and needs, and new sales strategies and business practices. Let's not forget that the things we sell change, too, which necessitates that we all become effective adapters to our respective “worlds.” Adaptation, however, requires energy and time, and the more the industry changes, the more components are added to the average workflow.   For David Guarino, change came not only to his chosen industry – automotive and manufacturing sales – but also to his perspective. He once saw the sales industry as focused on what sellers can do for the company, which he argues led to less trust and transparency for the seller and the consumer. Over his 25 years of experience, that changed, and he now sees sales requiring a focus on the value of time and how best to manage it.   For sellers, time optimization must look at the relationship between the seller, the client, and the company. Two major questions serve as a starting point for interpreting these relationships:   How do we create value for our customers and our companies? How do we manage time to maximize that value?   Creating value through time management requires us to identify the goals and interests that each entity brings to the table. We can then align our personal goals with those of the company, which is crucial for determining where we are most productive and how best to maximize productivity through a focused workflow. These goals can also direct you to the things that are most important for your sales conversations. Ultimately, the goal of optimizing your time is identifying what matters so you can learn to distinguish between the things that deserve more of your time and the things that serve as distractions from your goals, your customer's goals, and your company's goals.   What can you do to manage your time? According to David Guarino, there are three primary goals you can meet to manage your time more effectively:     Identify the areas and times in which you are most effective As we explored in our discussion with Casey Murray, one of the most important processes for salespeople is to self-assess. For managing your time, there are some key questions to consider:  How do you learn (process)? When do you learn (time of day)? Where do you learn (place)? Matching your productivity times and places to your personal and professional goals (seller, client, and company) will provide a starting point for establishing a focus for your time.     Avoid task-oriented workflows and distractions Email notifications, everyday passive sales, and program management are important, but they are always present and can serve as a distraction. You don't need to be responsive to these things at all times. After all, it's not a race. Instead, focus on the most value for your time by turning off notifications when you don't need them, filtering your email messages to place the most important items first in your workflow, and use priority scheduling to avoid creating long lists of tasks that often never end.     Develop a routine Once you have identified your productive times, places, and actions, you can build a daily routine that prioritizes the important things from seemingly urgent things. Routines should place your most critical components during times when you are most productive. Other things such as answering non-critical emails can be built into the routine at less optimal periods to give you a natural workflow.   One method for meeting all of these goals is to build a calendar model for your schedule. Unlike the task-based model, calendars emphasize the important pieces and remove the temptation to treat everything as urgent, which can be stressful and unproductive. Calendars offer structure to your workflow and let you focus on what you do best.   Lastly, we must all take care of ourselves. Pay attention to your sleep patterns and mental health. Losing too much sleep can dramatically impact your productivity. Additionally, elements such as diet and stress can impact your mood, behavior, and thought patterns, which, in turn, can also reduce productivity and work satisfaction. While some of these things are difficult to manage in our lives, it is essential to build a life routine that is reasonable for you. More information on the impact of sleep on our lives is linked in the resources section below.   What can you do to manage your customer's time? Many salespeople are familiar with meetings, whether with clients or colleagues. While David Guarino believes that meetings should be avoided except when they are essential, he also suggests that we establish clear agendas for meetings with clearly stated objectives. Agenda-based meetings often reduce the frequency of distractions and unfocused discussions that lead to less meaningful and valuable sales interactions. Additionally, agendas establish respect between you and the client and appear professional by design.   To make agendas more effective, you can also ask for client input. Remember that a client's commitment to a meeting is incredibly important to them precisely because they are giving you their time. By asking for input, you help the client set their own goals and priorities; they can also suggest changes that may make the meeting more productive for both sides.   Agendas can also reduce our tendency to rush just to complete a task. Rushed communication is always less valuable than meaningful and purposeful communication. To avoid the rush instinct, consider these questions before you respond to an email or direct sales conversation:   Are you responding just to respond? Are you listening to understand and provide value? Why are they asking for information?   These questions get at the nuances of a sales conversation, which help us identify what a client is actually looking for.   Where does this ultimately lead us? According to David Guarino, sales are always personal, and we should strive to emphasize the personal connections in our sales conversations. It comes down to a simple question:  why should anyone care?   In our technology-heavy world, it can be difficult to see the difference between the important things and the things that distract us by appearing urgent. Yet, we must always consider whether our technologies and systems serve our agenda as sellers rather than the agenda of distraction. For this reason, ask yourself a few questions:   Are you using the tools properly? Are they enabling you to be more productive or effective? Are they cumbersome and distracting?   Every seller will have a slightly different response, but your answers may let you see a simple example of the distractions that take away from your productivity as a seller.   Key Takeaways: Value of Time - Recognize that time is valuable to everyone in a sales situation. You, your clients, and your company know that time is important; nobody likes wasting time or feeling like they don't have control over how their time is used. Once you identify how to value your own time, you will be better equipped to adjust your routine and schedule and focus on the things that matter most.   Routine - Build a routine that focuses your energy on the important things. It is easy to become distracted by email or other common interactions that seep into our work lives. While you can't ignore all of these things, you can establish times for certain activities so you can focus on what matters most to your sales strategies. This is part of building a routine that maximizes productivity.   Agendas - Use agendas to make meetings with clients or colleagues more meaningful. Agendas can serve as a guide for a meeting, which increases the potential for productive engagements. When establishing agendas for meetings, make sure to identify the goals of everyone involved and adjust your agenda accordingly.   Resources: Driven Recruiting Connect with David on LinkedIn and Twitter Mentioned in the episode:  Rich Dad Poor Dad by Robert T. Kiyosaki  Sales Truth by Mike Weinberg  Verne Harnish Links:  Mastering the Rockefeller Habits  Scaling Up  Gazelles (Service)  Follow Verne on LinkedIn and Twitter  Find Your Why and The Infinite Game by Simon Sinek  When by Daniel H. Pink  What Great Salespeople Do by Mike Bosworth and Ben Zoldan  Seven Stories Every Salesperson Must Tell by Mike Adams  F.U. Money and Unlock It by Dan Lok  OutBound Sales Conference Other Fantastic Resources on this topic: Why We Sleep by Matthew Walker  “Sleep Scientist Warns Against Walking Through Life ‘In An Underslept State'” by Terry Gross (NPR) The Sales Blog by Anthony Iannarino More Sales Less Time by Jill Konrath (Author of Snap Selling)    For More Great Content Don't forget to subscribe, rate, and review this show on Apple Podcasts. Here's a cool short video that shows you how to do this.   Your feedback is greatly appreciated and will help me promote the show to others who will benefit from the insights provided by my guests.   Credits  Audio Editing and Production by ChirpSound         Show Notes and Additional Writing by Shaun Duke from The Duke of Editing

About 1/9 earn a living in sales, yet most enter the workforce without any kind of sales training at all. In today's encore episode, we are diving back into the topic of sales, with Mike Bosworth,  a seasoned author, and thought leader within the field.  We talk about the power of stories and use cases in a sales context, what signals to look for to know whether a prospective buyer is warming up to your offering, the 90 second pitch, and what it means when you hear a prospect drop the F-bomb. Enjoy!

Customer integration at the most basic level is about having a company that can truly help the customer in every way. The salesperson becomes a valuable resource to the customers, the customer knows where to go, and who to talk to in order to get the job done. Mike Bosworth has a lot to say in this interview on customer integration, hosted by John Golden.

It has long been a struggle for companies to get their sales and marketing teams to align. Throughout the last decade, there have been numerous changes in the sales world, and sales and marketing departments have not been unaffected. However, with these changes have come some complications. It has become challenging to integrate sales and marketing, and the standard method of trying to encourage integration has not necessarily been successful. Instead, Mike Bosworth, interviewed by John Golden, suggests that agreement is the way to help sales and marketing align.

Mike Bosworth, one of the world’s most renowned sales experts, believes in the power of storytelling in the sales process. When he first became a sales trainer at Xerox in 1976, the company executives told him that while they could teach salespeople how to be competent, they couldn’t teach them how to connect to people. Eventually Mike formulated the answer to this connection: storytelling. Listen in as host John Golden sits down with Mike Bosworth to discuss the importance of storytelling in sales and why you must integrate it with your sales strategy in order to successfully connect with a prospect.

Mike Bosworth, has been a thought leader within the field of sales for decades. He has designed several sales training programs for a number of fortune 500 companies, and is a seasoned author, speaker, entrepreneur, and sales philosopher. In this conversation, we hit on the power of stories and use case selling, what signals to look for to know whether a prospective buyer is warming up to your offering, how to relax buyer scepticism, the Hollywood story approach, and what it means when you hear a prospective client drop the F-bomb!  (hint, it's a good thing).

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play The customer buying cycle is an idea that’s being revamped by Mike Bosworth, an industry leader in social selling. On this episode of #SellingWithSocial, Mike and I discuss 8 major steps to energize your customer buying cycle and increase sales performance. Mike shares his expert insights into why selling has to go beyond sharing product demonstration pitches. He also explains why agreements between CMOs and CSOs are critical for ultimate selling success. Finally, the dreaded “seller’s slump” is addressed and we explain why this slump is predictable and preventable. This episode is full of insights that will change the way you think about sales. Be sure to give it your full attention! A Salesperson Needs to Understand Their Customer Before Launching the Sales Pitch Old-school selling used to be about focusing on the product demo - what it can do and how it works. Today, salespeople need to focus on the end result for the customer - specifically how the product will help them achieve broader company goals and give them the emotional response they’re looking for. When Mike started at Xerox in 1975 he didn’t have any sales experience. But, because of his prior experience at the Xerox help desk, he did understand the customer’s innate needs. He intuitively knew that when talking with prospects as part of the sales team he needed to focus on more than just the product specs. As a result, he focused his sales pitches on: The commonalities between the prospect and successful peers that were existing Xerox customers How the product could solve the prospect’s problems The ultimate vision the Xerox product could provide. He understood that the first step to any customer buying cycle is curiosity. If you tap into that curiosity and add a skilled salesperson into the equation, you’ll see your close rates skyrocket. Mike explains these key areas and more on this episode, and it’s information no salesperson should miss. Revolutionize Your Customer Buying Cycle by Following These 8 Steps The modern-day customer buying cycle should be focused around “Public Displays of Trust,” or PDTs. These PDTs are displayed by the prospect and allow the salesperson into the world of the company. Mike outlines these 8 major steps to a successful buying cycle: The prospect isn’t immediately looking for a solution. Peer curiosity is advantageous - share stories of other industry professionals that are using your product successfully. The prospect feels, “This seller gets me!” The prospect is hopeful the seller has a solution to their problem The prospect sees their peers utilizing a solution that your company provides - there’s strength in peer envy The prospect is willing to answer discovery and vision questions The seller outlines a buyer vision, mapping out what they’ll be able to do differently if they purchase the product The seller demonstrates proof of the buyer vision - this is where the product demo comes in! If you follow these 8 steps and understand that you should NEVER lead a sales pitch with a product demo, you’ll see your sales success rates increase dramatically. Mike explains these 8 steps in full detail on this episode, so be sure to listen. Why Agreements Between Sales and Marketing Departments are Critical In addition to a stellar sales pitch, a company’s CMO and CSO need to agree on a number of different ideas in order for the two departments to be fully aligned. They should agree on the following: who the targeted personas are, the importance of customer usage marketing, the stages of the buying cycle (NOT just the selling cycle), how technology will be used to supplement skilled salespeople, and the definition of a qualified lead. If your company does not have this agreement platform to stand on, sales success rates will crumble. Learn from Mike and his decades of successful sales experience - listen to this episode! How to Combat the “Seller’s Slump” and Boost Sales Performance Mike has seen the following pattern display itself again and again throughout his career. Entry-level salespersons take 6 weeks to learn the company and the products. They’re then launched into 18 months of successful selling. On day 1 of month 19, they hit a “seller’s slump” and their closure rates begin to fall. Why do so many salespersons descend into this spiral? Mike explains that it’s because of “premature elaboration,” or the “premature demonstration syndrome.” The seller has become so skilled in the product offerings and coming up with solutions that they begin to tell the prospect what they need before they authentically connect with the prospect. Most professionals don’t like being told what they need at the beginning of a conversation. That’s when the first 5 steps of the buying cycle become critical. You have to build up a rapport with the prospect and earn their trust before trying to sell them something. If CSOs train their salespersons to follow the modern buying cycle, they can avoid the 18-month slump period. All of these insights and more are packed into this episode. It’s one you don’t want to miss! Outline of This Episode [1:05] The story of how Mike and I met through the Story of Sales film [5:30] Mike shares his background with Xerox and how it taught him essential sales knowledge [21:16] What should sales & marketing professionals focus on to maximize alignment? [30:10] 8 stages of the modern buying cycle and Public Displays of Trust [33:06] How to combat the seller’s slump and boost sales performance [45:15] Summary of my conversation with Mike Resources Mentioned Connect with Mike on LinkedIn Follow Mike on Twitter: @MikeBLeadership Follow Mike on Facebook Mike’s leadership website Mike’s favorite movie: “Summer of ‘42” BOOK: “SPIN Selling: Situation Problem Implication Need-Payoff” The Story of Sales film Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play

Do you focus on capturing product stories or customer-hero stories? The answer can make a huge difference in your sales and marketing results. Let me explain. Despite all the time, money, resources spent on improving sales productivity, just 13% of sales people produce 87% of revenue in a typical organization according to the Sales Benchmark Index. […] The post How Customer-Hero Stories Help You Connect Better appeared first on B2B Lead Blog.

Mike Bosworth | Best Selling Author | Using Storytelling and Process to Be a Top Producer! by Enterprise Sales Podcast

We discuss are the power of a story in sales; how to make that emotional connection; how to train salespeople, and how to teach storytelling techniques

Ryan White and David McElveen's the Real Estate Radio Hour with guests Mike Bosworth and Kathy Hawley. Aired March 13,2014 via ESPN 1700 AM

Ryan White and David McElveen's the Real Estate Radio Hour with guests Mike Bosworth and Franco Simone. Aired November 21, 2013 via ESPN 1700 AM

Ryan White and David McElveen's the Real Estate Radio Hour with guests Mike Bosworth and Jacqueline Isaac. Aired September 26, 2013 via ESPN 1700 AM

Ryan White and David McElveen's the Real Estate Radio Hour with guests Mike Bosworth and Aaron Putroff. Aired May 2, 2013 via ESPN 1700 AM

Podcast 11: Customer Centric Selling with Mike Bosworth by Greg Voisen

Severine interviews veteran Northern California rice farmer, Mike Bosworth.

Mike Bosworth is a respected thought leader, author and entrepreneur who for years has focused his attention on helping companies implement new and better ways of generating revenue. Mike is a founding partner of CustomerCentric Systems, which helps organizations shape their customer experience and build predictable revenue engines by integrating sales process with sales ready marketing. Bosworth is also the author of Solution Selling and co-author of CustomerCentric Selling, both published by McGraw-Hill. It comes as no surprise that Solution Selling is the second best selling McGraw-Hill business book of all time. In addition to CustomerCentric Systems, Bosworth is a limited partner in Shepherd Ventures and an advisory board member for four early stage technology ventures and of course he continues to develop new intellectual property for CustomerCentric Systems. Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. Before long he was their top new business salesperson and was promoted to national manager of field sales. His years of experience inspired him to start his own sales process consulting company in 1983. We're delighted to have Mike on the Cullinane & Green Report.