Page 85

Second, our culture. It takes a special person to work at our company. They need to be truly devoted to excellence and lifelong learning, be goal oriented as well as be client and relationship-centered. In other words, live the tenets of DPI. Third, our proprietary processes which are built on two key beliefs: o Thinking Like a Customer dramatically changes an organization’s ability to succeed o Meaningful business relationships (not friendships) are critical to success We offer solutions with a practical application, using our clearly defined methodologies. Our product offerings include developing selling skills, sales coaching expertise and leadership expertise. Although the majority of our offerings are customized, we also offer off-the-shelf workshops and training.

Do you have an international focus? Because many of our clients have an international reach, it was only natural that we expand our offerings to the global community. We’ve partnered with organizations located through Europe, as well as Asia and South America. The individual customs may be different but the major tenets of DPI have universal appeal: o Selling excellence is built on the ability to Think Like the Customer

o Business relationships are critical to success o First line sales managers are the lynchpins to selling success o Words Matter—what you say and how you say it make all the difference o Success in business (and in life) requires lifelong learning

Can you explain a bit more about the focus on lifelong learning? Continual learning is often the secret to achieving excellence. As humans, we need constant reminders. When we are trying to develop a selling skill, for example, we need continual reinforcement. This need for continual exposure is the impetus for one of our most recent offerings: Jerry Acuff Virtual Training (https://jerryacuffvt.lightspeedvt.com/). Our virtual training platform provides on demand 24/7 training focusing on three main areas: o Achieving Selling Excellence by Thinking Like a Customer o Building Meaningful Business Relationships to get a competitive edge o Coaching Selling Excellence—the key to great sales results We also offer a bonus section about goal setting: How to Set Goals to Become Incredible. I’m a firm believer in setting goals—you can’t hit a target you don’t have. I attribute my success to knowing how to set—and achieve—goals. Many people don’t realize the power of goals, because if they did, I’m sure they would set goals—and there would be many more successful people.

Delta Point has developed a clear, step-by-step methodology? Can you tell us about it? When we work with clients on customized deliverables, our process starts with a detailed and intensive discovery process which enables us to grasp the situation with clarity. Our focus is not just the organization’s optic of the situation but determining

what customers think and as importantly, what they believe. Once we have ascertained what they believe, then we have a methodology for getting our clients’ customers to perform three very important actions: • Listen o Our client’s customers need to hear what is critical to share about our client’s services/products o And as importantly, our clients need to listen to their customers • Think differently o Customers need to alter their perception of the client’s products o If they don't think differently, then they don't act differently • Act differently o Once their mindset is changed, they can take different actions o Acknowledging that change is difficult is critical—so people need to be motivated to change

What are your plans for the future of Delta Point? We plan to continue doing what we’ve been doing since our inception-helping our clients succeed even more and to continue to grow our client base along with our offerings. For example, we have recently added a new product that helps our life sciences clients manage the millions they spend on co-pay cards. We can help them

promote that benefit more effectively, manage it more profitably and use the co-pay concept to drive prescription volume in vacant territories. Our newest offering is Jerry Acuff Virtual Training which will enable individuals to drive their own development. Because the reality is that all development is really self-development. The basic package focuses on how to build meaningful business relationships. Whatever business you are in, you need to know how to get along with other people—especially people you don’t naturally connect with. We envision that millennials and recent college graduates will clamor to this site—to get a competitive edge that will drive their success. Although our selling excellence courses are designed for sales people, the reality is that nearly everyone needs to know how to sell. One way to look at selling is that it’s the ability to influence others. It’s about communicating in a way that people will want to listen to you and share their honest thoughts, even when they disagree. This knowledge can be invaluable for parents, teachers, and really anyone who might want to have others adopt their ideas—whether you are an entrepreneur or trying to get your colleagues (or friends) to do something differently or pitching an idea to your boss. Coaching selling excellence is really the linchpin for organizations who want to improve their sales results. More and more studies have confirmed that sales managers hold the key to driving sales results—and they accomplish this by helping their sales people develop their selling skills. So basically, you can say we’re incredibly excited about what the future holds. We know that our clients are doing important work, and the more effective we can be, the more advantages there will be for not only our clients but for their customers. And we’re thrilled to make our offerings available to individuals (in addition to corporations) through our virtual training platform so we can be instrumental in helping to drive their success. I guess you could say our future will be similar to our past—it will be rewarding, exciting and very promising.

ACQ GLOBAL AWARDS 2017  

ACQ5 is proud to announce to the world the winners of the ACQ5 Global Awards 2017. The 2017 ACQ5 Global Award winners represent the best o...

ACQ GLOBAL AWARDS 2017  

ACQ5 is proud to announce to the world the winners of the ACQ5 Global Awards 2017. The 2017 ACQ5 Global Award winners represent the best o...