Mike Bosworth Enterprises
Mike Bosworth is the founder of Solution Selling. From Solution Selling, Customer Centric Selling was born. He is the co-founder of Story Leaders in which he provides workshops and executive coaching, helping people learn how to use the powers of story and empathic listening to connect with, inspire, and influence change in others.
Mike founded Solution Selling solo in 1983, began licensing his intellectual property to affiliates in 1988 and by the time he sold it in 1999, over 50 affiliated were contributing royalty income in excess of $2.8M annually. His current focus is helping innovators brainstorm internet business ideas at a conceptual level and in many cases, participating in launching virtual businesses as an equity advisor.
Bosworth is the author of Solution Selling: Creating Buyers in Difficult Selling Markets (McGraw-Hill, 1993) and co-author of Customer Centric Selling (McGraw-Hill, November 2003). Bosworth is a limited partner in a San Diego based venture capital firm and is an advisory board member for a number of information technology ventures. Mike Bosworth is noted for founding and growing one of the most successful virtual business in the B2B arena. 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 XCS. 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.
He is certified (CMC) by the Institute of Management Consultants.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.
Read his BNET Interview: "Mike Bosworth: How Story Telling Helps You Sell" -by Geoffery James
He currently resides in Del Mar, California. He can be reached at mtbent@gmail.com.
Solution Selling — My original sales methodology founded in 1983
The original Solution Selling process codified how I had intuitively sold new or potentially disruptive technology in 1974 as a young salesperson. The system was designed for other salespeople attempting to sell similarly disruptive technology, especially to senior executives via middle managers who, in many cases, were making the company's first attempts to automate.
Solution Selling is particularly useful to sellers selling "expert to non-expert." It changes the sales focus from the features of the product to situational use by the customer to solve previously unsolved problems. Ideal for selling disruptive technology to corporations. 
Customer Centric Selling — Salespeople helping decision makers visualize how they can achieve goals and solve problems.
CustomerCentric Systems (CCS) helps companies to reengineer their marketing messages, helping to make them more customer-centric. We also focus on the integration of tactical marketing with sales processes.
CCS helps organizations identify, codify and institutionalize best practices. CCS trained salespeople are equipped with "artificial" patience and intelligence. They are able to delay dispensing product information in favor of asking questions - helping them diagnose problems and, in turn, helping customers to visualize "approved" solutions more accurately. This enables salespeople to initiate and manage opportunities with actual decision-makers. Their sales managers are able to quantify the effects through an auditable sales process. The marketing department is taught to simplify the buying process with a customer-centric messaging model.
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