Dear Walking Digital Corridors Legends,
Guess what? Another week, another chance to remind you why Walking Digital Corridors is the podcast you didn’t know you desperately needed in your sales life. This time, we’re coming in hot with none other than Mike Bosworth—yes, that Mike Bosworth, the godfather of Solution Selling and storytelling in sales. If you’ve ever wondered why some sales reps are closing deals while others are closing their laptops in frustration, this episode is your wake-up call.
Episode Highlights (or why you should stop everything and listen):
The 20/80 Split: It’s Not a Cocktail Recipe
Mike Bosworth dishes on the classic tale of two sales reps: the top 20% who crush it because they can connect with humans (imagine!), and the bottom 80% who still think “discovery questions” are an icebreaker. Spoiler: Asking “What keeps you up at night?” too soon keeps you off the shortlist.Storytelling: Not Just for Campfires or Netflix
Mike reveals why he gave traditional sales processes the boot in 2008 to focus on storytelling. Short, snappy, and shockingly relatable stories don’t just build rapport—they’re a trust-building superpower. And here’s the kicker: Anyone can learn it. (Yes, even you.)Precision Prospecting Meets Emotional Intelligence
Mike’s genius strategy of “rifle shot prospecting” involves targeted outreach (think Hawkeye, not a blindfolded dart player). He also breaks down why salespeople without emotional intelligence are basically AI bots, but with fewer redeeming qualities. Pro tip: AI can do the grunt work, but only humans can seal the deal with genuine storytelling.Youth, Objections, and Xerox Tales
Take a trip down memory lane with Mike as he shares how storytelling helped him overcome objections about being a tad green in his early Xerox days. Spoiler: Telling relatable customer success stories beat overblown sales pitches every single time.Workshops for Humans (Not Robots)
Mike’s three-day workshops are like boot camps for salespeople who want to sell without sounding like walking LinkedIn ads. From customer hero stories to personal struggles, he teaches how to connect on a level that feels, dare we say, human.
Key Takeaways (because you’re busy, and we get it):
Trust First, Questions Later:
The best salespeople know that trust is the real currency in sales. Discovery questions can wait.AI Isn’t a Miracle Worker:
Yes, it can scrape data and make cold calls for you. No, it can’t replace the magic of a good story told by an actual person.Get Permission Before Launching Into Your Life Story:
No one likes unsolicited storytelling. Build trust first, then share.Relatability Wins Every Time:
If your story doesn’t sound like something your buyer could imagine happening to them, it’s just noise.
🎧 Listen Now (Seriously, Stop Procrastinating):
Unleash the wisdom of Mike Bosworth by tuning into this week’s episode of Walking Digital Corridors. It’s packed with strategies, storytelling gold, and the occasional reminder that even AI can’t replace a good dose of emotional intelligence.
Stay Connected (or risk FOMO):
Follow us on LinkedIn for behind-the-scenes content, exclusive insights, and perhaps the occasional meme. We’re here to keep you entertained and informed.
Thank you for being part of our community. Without you, we’d just be talking into the void—and where’s the fun in that?
Warm regards (and a beard stroke),
Jensen & Alex Abbott
Hosts, Walking Digital Corridors
P.S. Did you love this episode? Share it with your colleagues, friends, or anyone who needs a little Mike Bosworth in their sales life. Let’s grow this community and make storytelling the norm, not the exception.
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