Our Delta Point white papers are designed to inform, provoke thought, and increase decision-making abilities. We offer unique perspectives and practical solutions for frequently encountered issues in selling, leadership, training, and marketing.

Selling Excellence

Is your customer-centric approach not providing the results you expected? It’s probably missing that critical component of Thinking Like a Customer which takes customer-centric selling to the next level.

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People won’t want to exchange ideas with you unless they believe you are open-minded, objective and understand them—which is why pure intent is so critical to selling excellence. With the right intent, you’ll find that you no longer make sales calls, you facilitate conversations…meaningful, rich, substantive conversations that lead to increased sales.

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Questioning is the way to get your customers to think—which is the prerequisite to changing their behavior and getting them to buy. Professional interviewers spend years honing their ability to ask insightful and thought-provoking questions. Fortunately, you can increase the quality of your questions by making small changes once you understand and then implement a few fundamentals.

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Poor listening often results in lost sales opportunities, limited access to customers, or perhaps more alarming in the BioPharma industry, incorrect use of a medication. The indirect costs can be even higher: the loss of credibility or trust, loss of access to important information, and weaker business relationships.

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Our brains are wired to respond to stories more than any other forms of communication. Individuals who can share impactful stories are more persuasive and effective. We reveal the secrets of how to craft a product story, even if you feel you aren’t a natural story teller.

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Habits can be the unspoken (and often unrealized) reason that customers won’t buy. The key is to replace your old habits with new habits that will increase your effectiveness and your sales results. The same techniques can help your customers break their buying habits.

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Anybody can set goals—it’s how you define them and utilize them that make the difference. Once you have clearly defined your goals and can visualize how to achieve them, few things (if any) can hold you back.

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Challenges for Marketing, Training, Sales, and Leadership

How is it possible to stay ahead of marketplace change when change seems to be occurring at an ever-increasing rate? The answer involves being able to understand the world from both a macro and micro perspective—and being able to interpret how these changes might potentially affect you, your customers, and your business.

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The need for personal reinvention has never been timelier. If you allow your skills to be antiquated, you won’t be able to compete, much less excel. Personal reinvention is taking deliberate steps to change who you are right now.

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Sales managers are the true lynchpins of the organization to drive sales results, though this valuable resource is often unrecognized and under-utilized. In our survey of first line sales managers, Delta Point goes to the source to dive deep to identify those obstacles which hinder sales managers from reaching their potential.

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Despite spending billions each year on employee learning and development, little of that training is actually implemented. This paper provides the 7 critical elements that will embed the learning and drive the desired behavior changes.

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Strategic sales messaging is the concept of using words and finding language that makes the brand position come to life. In today’s healthcare environment, when each interaction is so critical (due to limited access and a reduced number of sales specialists), being able to succinctly communicate the strategic sales message can mean the difference between failing and exceeding sales goals.

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Individual Growth (regardless of title)

It is not what you know but who you know. Building business relationships will pay significant dividends—not only in sales results—but in gaining access to customers and leveraging those good relationships to achieve greater success.

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You can’t hit a target you don’t have and you can’t reach a goal you haven’t set. The simple truth is that you can achieve dramatically more in life if you set goals. Learn the five rules that are essential to defining goals. If you do, there’s virtually no limit to what you can achieve.

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