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Our beliefs and philosophies are grounded in two bestselling books by our founder, Jerry Acuff

The Relationship Edge

The Key to Strategic Influence and Selling Success

Stop Acting Like a Seller and Start Thinking Like a Buyer

Improve Sales Effectiveness by Helping Customers Buy

Think Like a Customer​

  • Focus the dialogue on what the customer thinks and believes
  • Changing the dynamic of the sales conversation requires
    • The right mindset
    • The right words
    • An exchange of information
    • Exquisite attention to listening

Business Relationships are Critical

  • Business Relationship are not the same as friendships
  • Business priorities are at the heart of the relationship
  • Customers listen differently based on the depth of the relationship

Sales Managers are The Key

  • Coaching selling skills is uniquely different and more difficult than selling itself
  • Sales Managers are responsible for:
    • Driving representatives’ skill development
    • Driving sales results
    • Creating a culture of continuous learning

Words Matter

  • Small language changes can have dramatic effect
  • Words can open minds or leave them closed
  • Your words reveal your true intent

KMR: Foundation of Sales Excellence

  • Knowledge: the one who knows the most about the situation controls the situation
  • Messaging: How you say what you say
  • Relationships: the type of connections you build and leverage with customers

Power of Continual Learning

  • Marketplaces change, so we too must change
  • Build upon success, learn from mistakes
  • The goal is to reach your potential