Printable Biography of Michael Bosworth

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From 1983 to 1999 Bosworth and his "virtual corporation" of independent affiliates have helped over 60,000 executives define, automate and implement their organization sales process. Solution Selling. focuses primarily on organizations with "difficult-to-sell" products and services, integrate product/service training, tactical marketing, client success criteria, pipeline/activity management and opportunity based forecasting into a comprehensive enterprise sales process. Nationwide demand has resulted in the expansion of enterprise.

Mike Bosworth began his career in the information technology industry in 1972 as an application support person for Xerox Computer Services. He began his sales career with XCS in 1974 and was promoted to national manager of field sales in 1976. His years of experience plus the knowledge he gained from working with behavioral researchers on Xerox's SPIN selling project inspired him to start his own sales training and consulting company in 1983.

Bosworth is also the author of Creating Buyers in Difficult Selling Markets, and co-author with Howard Eaton of SALES AS PROCESS: Reality or Myth?. He has been a featured lecturer at the Stanford Graduate School of Business and The Stanford Program on Market Strategy for Technology-Based Companies. He is a member of the Executive Advisory Board of The Fisher Institute for Professional Selling at The University of Akron. Solution Selling. is now taught as a full semester course at the University of Massachusetts MBA program. Bosworth has been a speaker for The Society of Professional Consultants, The Association of Systems Management, AIIM, United Communications Group, Sales and Marketing Executives, ICP, NACCB, Computer and Electronics Marketing, The Boston Computer Society and numerous professional organizations.