LEADING & COACHING SALES PROFESSIONALS TO SUCCESS AND RELEVANCE
Mitch Little is driven to create value. He started in the days when salespeople were the kings and queens of data, and every customer was glad to see them. Today, he leads the Microchip worldwide sales and application team, the only non-commissioned sales team in the industry. As of December of 2019, Microchip posted its 117th consecutive quarter of profitability, a record unmatched by any other company in the industry
LEADING & COACHING SALES PROFESSIONALS TO SUCCESS AND RELEVANCE
Mitch Little is driven to create value. He started in the days when salespeople were the kings and queens of data, and every customer was glad to see them. Today, he leads the Microchip worldwide sales and application team, the only non-commissioned sales team in the industry. As of December of 2019, Microchip posted its 117th consecutive quarter of profitability, a record unmatched by any other company in the industry
The Blog
Irregular and Irreverent Thoughts from a Sales Fanatic
The Prologue
THE PROLOGUE-------------------------- And so it began, the search for the best “sales process” that solved all the world's challenges and brought prosperity to humankind. In the early 20s, 30s, 40s, and 50s selling went through a number of evolutions from Snake Oil...
Let’s Go Back To Basics…. CUSP!
Let’s go back to basics…. CUSP! And so it goes…. CARE greatly,UNDERSTAND deeply,SERVE endlessly, withPURPOSE! Now, let’s dive into one very deep aspect of it all…. To SERVE! Let’s start off with a few of the greatest quotes of all time on this topic. Notice the...
Plan. Do. Review.
I ask….. Can you ask the really tough question? Do you even know what it is? In 1986 a book was written called “Spin Selling”. Its author was Neil Rackham. Its premise was the concept of consultative client engagement. It has been a part of my thinking ever since. It...
The Book
Some books are based on academic research or extensive data collection and analysis or psychology and theory. This is a book grounded in the real-life experience of working in the trenches of business-to-business complex sales. We will be sharing with you what we have lived and learned ourselves.
All the profits from the book will be donated to charity water.org
About Me
With over four decades in the electronics industry, Mitch Little has led global engineering, marketing and sales teams both small and large, startup and mature. He has been a part of Microchip Technology since 1989 and now leads the worldwide sales and applications team of the $10+ Billion market cap company, the only non-commissioned sales team in the industry. As of December of 2019, Microchip posted its 117th consecutive quarter of profitability, a record unmatched by any other company in the industry.