“It’s Déjà Vu All Over Again”

Late last year Delta Point had the opportunity to work with a client who was launching a new specialty sales force. Realizing they were bringing together tenured sales representatives from numerous different companies they asked Delta Point to help build a customer engagement model that not only reflected the significant experience of their new sales force but that also set a standard of excellence by which the organization would interact with customers – and we did - successfully. In fact, accolades were very high from both sales leadership as well as the specialty representatives themselves.

By | September 1st, 2016|Being Successful, Coaching, Pharma Sales, Sales Training|0 Comments

5 Tips for Being Successful in Business

Last week Delta Point celebrated a huge milestone – our 15-year anniversary of business! When my wife and I first started the company, neither of us could imagine that Delta Point would enjoy so much success nor grow as it has in 15 years. We have worked and consulted for some of the best companies in the world, and we have done great work all over the world. We’ve had terrific people working with us and we’ve had great clients. Because Delta Point has been in business for so many years, I’m occasionally asked what tips I might have on how to be successful in business.

The Importance of “Being Big”

One of my closest friends and a person I deeply admire is Buzz Williams, Head Basketball Coach at Virginia Tech. Buzz is a huge quote person and if you follow him on Twitter you will have the privilege of learning from his voracious reading habit. He shared a quote with me one day from Hall of Fame Coach George Raveling that really resonated with me. "Be big enough every day to face the truth about yourself, your team, your family and your life."

By | July 27th, 2016|Being Successful, Self-awareness, Self-development|0 Comments

Take Advantage of Chance Encounters

Chance encounters. We all have them—we sit next to someone on the train or stand in line behind a person when grabbing a cup of coffee in the morning. How many of these could be missed opportunities for networking and connecting? If we don’t engage that person, we might never know. But why should we talk to them—and perhaps continue to engage them? What difference can it make? As Whitney Johnson describes in her recent blog, An airline cancelled my flight and put me in a van. Along the way, I got lots of lessons on how *not* to network, it has the potential to be life changing.

By | July 13th, 2016|Being Successful, Connecting, Networking|0 Comments

5 Qualities of a Greatness

As we were winding up our discussion about what makes a great consultant at Delta Point, some of our newer consultants voiced their opinion about how these characteristics could be viewed as a roadmap of how to be great at selling. We think it’s an idea worth sharing. In my view, there are 5 qualities which all great consultants share—especially those at Delta Point. A great consultant is someone who…

By | June 29th, 2016|Being Successful, Lifelong Learning, Self-development, Selling|0 Comments

Success Is a Choice – What We Can Learn from the NBA’s First Unanimous MVP

Since its inception 67 years ago, only one player has been unanimously selected as MVP of the National Basketball Association (NBA). In a league of athletic superstars where a single name is all that is required for the elite players, only one has achieved such admiration.

By | June 2nd, 2016|Being Successful, Leadership, Sales Training, Selling|0 Comments

Success is a Team Sport: The 3 Qualities of a Great Team

The Villanova win in March Madness was amazing to watch—especially with our regional office located in nearby Malvern, PA. What a game and such excitement till the last second! No wonder the fans went wild. Great win for a team based in teamwork and respect for their coach. It reminded me of another great basketball game between Virginia Tech and Florida State I was privileged to watch in person. It also kept you on the edge of your seat—with less than 9 minutes remaining in the game, the Virginia Tech Hokies trailed 64-58. Yet they won the game with a score of 83 to 73. Florida State had better players and more talent yet they lost. What made the difference? Teamwork.

By | April 20th, 2016|Being Successful, Collaborating, Connecting, Mindset, Selling|0 Comments

5 Tips for Words to Leave Lingering Impressions

“Sticks and stones may break my bones but words can never hurt me.” Experts tell us that this old saying is wrong. Words are indeed powerful—and can hurt more than sticks and stones. What we say matters. It seems we often underestimate the power of words—which is quite risky to do when selling.

By | March 16th, 2016|Being Successful, Selling, Words Matter|0 Comments