Sales and Marketing Performance Blog

Using Stories for Sales Engagement - What Great Salespeople Do!

Posted by Mark Gibson on Thu, Dec 27, 2012

Mike Bosworth is a sales trainer and mentor for tens of thousands of B2B salespeople Worldwide through his seminars, consulting, and his books, "Solution Selling", "Customer-centric Selling" and now "What Great Salespeople Do".

When Mike stated recently that the old stuff isn't working any more and moved away from these generally accepted sales process models to start an entirely new business to teach salespeople to tell stories, I took note and I bought his new book,  What Great Salespeople Do.
One astonishing statistic published in the book reveals the unfortunate truth in the sales profession and that is, now just 13% of salespeople are responsible for 87% of the revenue (*Sales Benchmark Index). This led Mike to the realization that despite decades of conventional sales training, the core group of salespeople had not improved their performance. That is, decades of sales training made the best salespeople better, but the bottom 80% did not improve. On closer examination of the 13% who were selling 87% of the business in his own organization, Mike found that they all had the ability to forge real emotional connections with their customers.
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Topics: mike bosworth, storytelling, rapport and emapthy

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