Mike Bosworth is a founding partner of CustomerCentric Systems, LLC. CustomerCentric Systems provides sales management with a repeatable, scalable sales process designed to align with the challenges of selling solutions in today's value sensitive enterprise marketplace.
Bosworth is the author of Solution Selling, Creating Buyers in Difficult Selling Markets. In June of 1999, he sold the Solution Selling® intellectual property and royalty stream but continued to maintain his Solution Selling® practice as an independent affiliate. In 2000, Bosworth recognizing that he had developed Solution Selling® to address a different selling environment, approached other industry experts to explore developing a new, more relevant methodology.
Bosworth is also working on a number of new ventures. In addition to serving as Chairman of Audiophoric, Inc., his projects include advisory board participation for a number of information technology ventures and developing new content for CustomerCentric Systems. Content under development are: a course for marketing departments to help develop and deploy Sales Ready Messaging; a course for venture capital firms to help evaluate the revenue portion of the business plans they are considering backing; a course for companies needing capital to help articulate their market value and sales propositions; a course for company e-business projects where they want their web visitors to dialog with a virtual salesperson.
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 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 the author of Solutioin Selling®, 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. Bosworth is a speaker for numerous professional associations and major corporations. He is certified (CPCM) by the National Bureau of Certified Consultants.
Solution Selling: Creating Buyers in Difficult Selling Markets