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What Is Your Definition Of Selling? |
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Podcast interview for the Cullinane & Green Report |
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Preview an excerpt of Mike Bosworth's Seminar |
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Speaking Engagements |
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Past topics and booking information. |
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 ichael Bosworth is available for keynote speeches, industry panelist discussions (for both corporations and industry specific associations), or non-profit associations. He will take the time to understand your organization, audience and meeting.
In addition to numerous corporate events, Bosworth 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 and the Paul Merage School of Business at UC Irvine
(If you've already booked a speaking engagement, download the introduction/bio here)
Mike Bosworth is a founding partner of CustomerCentric Systems, LLC. CustomerCentric Systems helps organizations shape their customer experience and build predictable revenue engines by integrating sales process with sales ready marketing.
Bosworth is the author of Solution Selling: Creating Buyers in Difficult |
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Selling Markets (McGraw-Hill, 1993) and co-author of CustomerCentric Selling (McGraw-Hill, November 2003). Solution Selling is the second best selling McGraw-Hill business book of all time.
In addition to Customer Centric Systems, Bosworth is a limited partner in Shepherd Ventures, he is an advisory board member for four early stage technology ventures and 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. He was their top new business salesperson in 1975 and was promoted to national manager of field sales in 1979. From 1976 through 1982 he designed and delivered sales training programs for XCS. His years of experience plus the knowledge he gained from working with Neil Rackham on the Xerox SPIN selling project inspired him to start his own sales process consulting company in 1983.
Bosworth has a degree in Business Management and Marketing from California State Polytechnic University. He is a member of the Executive Advisory Board of the Fisher Institute for Professional Selling at the University of Akron. He is certified (CMC) by the Institute of Management Consultants.
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Most Requested Topics:
- Integrating Marketing With Sales:
In many organizations Sales and Marketing efforts are disjointed, despite the common mission to achieve top line revenues. If results aren't achieved, finger pointing begins. This presentation will give the audience a framework to make tactical marketing relevant to the sales and buying process.
- Optimizing CRM:
There is more CRM 'shelf-ware' than any other enterprise software application. Many organizations have tried to implement CRM with the following constraints:
- Lack of a standard sales process to automate.
- Flawed input - the opinions of salespeople about the outcomes of sales calls.
- Limited benefit yet high disruption for salespeople resulting in low compliance and adoption.
This presentation will give the audience some practical steps to making their CRM system an integral contributor to their organizational sales effectiveness.
- Avoiding the Chasm with Sales Ready Messaging:
How does new technology typically come to market? A better mousetrap is invented, 'guru' endorsements are sought, white papers are written, trade shows are attended -- and sales start happening. Those early successes are often orders from innovators and early adopters. The early market buyers are able to form their own vision of how to use the new technology – they buy without having been "sold." Once you exhaust early market buyers, you hit what Geoffrey Moore referred to as the 'Chasm.' Now you have to figure out how to sell your offering to people who don't know it exists, don't think they need it, or don't understand how they would use it. This presentation will show the audience how to create messaging for their Mainstream Markets to accelerate market penetration.
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Other topic possibilities:
- Predicting Revenue -- Forecasting Accuracy at the Opportunity Level.
- The CEO's Lifeline, Control of the Sales Process.
- Generating New Business (Creating Demand).
- Effective Cold Calls.
- Creating a 'Sales-Ready' Message For New Ideas and Technologies.
- Facilitating the Buying Process.
- Proper Expectations: The Key to Customer Success and True Quality.
- Closing (While Maintaining Your Profit Margins and Dignity).
- Controlling Long Sales Cycles.
- Welcome to Sales Management.
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