Mike Bosworth Leadership Information

It was 2008 and Greg Alexander, founder of Sales Benchmark Index, put up a slide with two numbers on it: 87 and 13. He told us that the 80/20 rule was no longer so. Instead, in B2B sales, after indexing 1,100 sales organizations—including many of our clients who employed thousands of salespeople we had trained—he’d found that it was now 87/13. The top 13 percent of salespeople were now responsible for 87 percent of the revenue. At the time, I truly believed with all my heart, that both the Solution Selling and Customer Centric Selling methodologies held the key to helping the bottom 80 percent, but this one slide told me otherwise. I stared at the slide. The net effect of decades of sales training hadn’t helped the great mass of salespeople. A few days later, it really hit me. Despite my best intentions, I hadn’t accomplished what I set out to do—help the bottom 80 percent. - Mike Bosworth Over the next couple years, Mike goes on a journey to discover the missing link in sales. What he discovers is something he heard Steven Covey say so many years ago, yet he set it aside. It was something everyone said was simply not teachable based on the expertise at the time. Learn more about the missing link in sales and how to "Connect and Positively Influence Change" in those you want to do business with through the power of storytelling and story tending.