by Mitch Little | Jul 12, 2016 | Sales, Shift, Uncategorized
Last blog, we talked about the value of delivering insight and how it needs to be tailored to the specific client you are working with. The best of all outcomes are achieved when you, as a serving professional, actually co-create insight that applies to a specific...
by Mitch Little | Jun 28, 2016 | Sales, Shift, Uncategorized
“Insight” is an important word in sales today. In today’s world of commoditized products with little differentiation, being able to deliver unique and valuable insight to your clients is what is going to set you apart from the competition. Insight is a central part of...
by Mitch Little | Jun 17, 2016 | Sales, Shift
For the last 30 years or so in the semiconductor industry we have sold a concept that might just have been wrong! This is a mindset shift that we can make now and that could easily have been of great positive impact had we recognized it much earlier. And this shift in...
by Mitch Little | May 26, 2016 | Sales, Shift
It seems that the wave of the sales revolution is picking up steam. Just now we are seeing many “sales experts” announce that the role of the salesperson is gone. The internet has won and people in selling can be replaced by specialized recognition systems driven by...
by Mitch Little | Sep 28, 2015 | Sales, Shift
As I find myself studying Edwards Deming more these days, I realize there is an amazing amount of fundamental business wisdom in much of his thinking and many of his quotes. This past week I was reminded of the vital nature of one of his most challenging quotes ever:...
