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
• [email protected]
• 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
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