Mike Bosworth LeadershipMike co-founded Story Leaders in 2008. In 2013 he founded Mike Bosworth Leadership in which he provides keynote speeches, workshops and executive coaching.
Story Seekers™ workshops help people learn how to use the power of story and connective listening to build trust with, and influence change in others.
Michael Bosworth Leadership Core Beliefs
The way you sell can be a competitive advantage
Sales is H2H; human beings buy from human beings
Prospects are people, not targets
People make emotional decisions for rational reasons
Influence is a transfer of feelings
Trust is earned; not expected
Who you are is more important than what you do
Effective selling comes from authenticity and integrity, not technique
Facts inform, stories sell
No one ever listened their way out of a sale
Topics and Booking Information
Michael Bosworth is available for keynote speeches, industry panelist discussions,
or non-profit associations.
Mike Bosworth speaking at TEDx Orcas Island.
Building Trust One Story at a Time
Despite all the time, money and effort spent on improving sales productivity, still today 13% of sellers book 87% of the business. The top 13% are not smarter nor do they work longer hours. The difference? They connect emotionally with their buyers. The presentation will include the power of story and the types of personal, customer and buyer stories necessary to facilitate the buying process.
Buyer – Seller Dynamics
Connection – Trust – Insight – Ability to Influence
Speeding Up Your Trust
If you are a person of character and are competent in what you do, eventually most people will grow to trust you. In sales, you don’t have that much time.
Barriers to Leadership
For many senior leaders, their authority and their expertise can inhibit their ability to influence their followers. How to avoid these pitfalls and maximize your ability to connect, inspire and influence.
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.
Mike Bosworth Keynote Speech Excerpt
Excerpt provided by SPEAK Inc.
Mike Bosworth’s Extensive Keynote Speaking Experience Includes
Harvard Business Review, Poland
American Marketing Association
NE Technology Marketing Summit
Selling Power Executive Summit
New Zealand SW Association
Software Success magazine
Boston Technology Marketing Summit
North American Association of State and Provincial Lotteries
Chief Executive Network
Institute of Management Consultants
MIT Enterprise Forum
UCLA Anderson Alumni
Colleges & Universities
Cal Poly Pomona – Schools of Business & Engineering
San Diego State College of Business Administration
Stanford Graduate School of Business
Stanford Program on Market Strategy for Technology-Based Companies.
University of Akron.
SDSUAnderson School Of Management At UCLA
Paul Merage School of Business at UC Irvine
University of Connecticut
Indiana State University
University of Massachusetts
UCONN School of Business
Mike Bosworth Leadership Affiliates
Who We Are
We are a diverse group of professionals who continually train and practice Mike Bosworth’s Story Seekers methodology. We’re located across the US, in Europe, and in Asia; and are constantly training corporate sales teams how to build emotional connections with buyers. Feel free to reach out to us through email with any questions or interest in our workshops!
Meet our team
ORCAS ISLAND, WA
Story Seekers™ Workshops
Coming up in February 2016: a public workshop in San Diego, CA. Read more and register here!
Mike Bosworth and his business partners conduct Story Seekers™ workshops around the United States, Europe and Asia each year. Workshops are interactive, practical, experiential, and feedback-oriented. Each one typically takes place over multiple days, and is broken into lecture, practice, coaching, and real-life case-study exercises. Participants discover how to connect with, influence and inspire change in others. The methodology is a research-based framework that harnesses the power of three underused and underdeveloped communication methods: storytelling, story “tending” and connective listening. If you are interested in hosting or attending a workshop, please contact us.
I have been in sales for over 25 years. I have never had much of a problem engaging in conversation with people that I don't know, but it was attributed to my "gift of gab." This workshop really made me aware and confirmed some things that I had done as a salesperson. The great thing about the workshop is being conscious of this ability to connect — now I can use it on demand and teach it to others!Read More →
Like most of our competitors, we were focused on features, benefits, technical specifications and pricing but we were not telling our stories. Starting with the basics, we're putting together a series of stories as case studies. Will it work? It already has. We're putting together and winning new quotes. It's simple, honest, compelling and effective.Read More →
After attending Story Seekers, I never left out the challenging details of that first year again… They make me more “human” and in some ways more trustworthy and admirable. We had the largest growth of our company last year and I feel a revival in the culture of our company.Read More →
Books// "If you encounter a man of rare intellect, we should ask him what books he reads" - Ralph Waldo Emerson
What Great Salespeople Do
What Great Salespeople Do was founded on the belief that there is a better way to help salespeople thrive. Through the years, only a small percentage of salespeople have been able to forge the connections that influence and inspire people to change. We once thought selling to be a problem-solving process based on the paradigm that decision-making is logical and rational. New science has significantly reshaped our understanding of how humans decide to change, how we decide to trust, how we allow ourselves to be influenced by others, how we take “leaps of faith” to try new things, and how we buy. We now have a greater understanding of how people are influenced by other people to change. We’ve drawn upon our own experiences and researched a wide range of disciplines including neuroscience, psychology, sociology and others, to create the Story Seekers framework. Through our workshops and executive coaching, we help people learn how to use the powers of story and empathic listening to connect with, inspire, and influence change in others.
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