That Time of the Year

This is the time of the year when everyone seems to be caught up in the hustle and bustle of the holidays—buying presents, going to parties, winding up the year’s business.  I can think of no better time to take a moment to step back, reflect, and consider what is really important. And perhaps consider the greatest gift you can give. Continue reading

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The Devil is in the Details—and so is Success

“It has long been an axiom of mine that the little things are infinitely the most important.” Wise words of advice from Sir Arthur Conan Doyle (1859-1930), author of the Sherlock Holmes stories. Even if you haven’t read any of his books, you probably know that Holmes had a reputation for noticing small details which led to solving crimes. I’m a big believer that it is the small things that really matter. Continue reading

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Exciting News: Listen to Think Like a Customer

This is exciting news—it’s just been released. You can now listen to my bestselling book Stop Acting Like a Seller and Start Thinking Like a Buyer. It’s available on Amazon, Audible, and iTunes! (You can get this for free if you subscribe for an Audible trial through Amazon.com). This is indeed good news for those of you who can’t find the time to sit down and read a good book yet still want to learn the concepts and practical advice of how to sell better. Listening to this book may provide an even greater benefit—for now you have the opportunity to practice your skill of listening (which is essential for great selling). Continue reading

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Buzz Williams’ List of 5 Things that Successful People Do

I believe we all want our lives to mean something, to be successful. Exactly what this means varies for each person. What I would call a successful and meaningful life is probably different than your definition. Yet I think we can all benefit from reminders about just what it takes to accomplish that success—however we define it. Continue reading

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Story That Proves Words Matter

I get so excited when I learn about something in an unrelated field that supports one of the tenets of Delta Point. As I was reading the transcript of an interview of Charles Duhigg (author of Habits: Why We Do What We Do), I was struck by how much the story he shared about former US Treasury Secretary Paul O’Neill confirms that words really do matter. Continue reading

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Why it Pays to be Honest—and a Bit of Poetry

How high is honesty on your list of preferred qualities? It can be challenging in this day and age especially when we hear statistics telling us that everyone lies. Does it really pay to be honest? Here’s a story that just might make you step back a moment and think: Continue reading

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Stand Out in Sales with UTAs

In selling, you don’t want to be or sound like every other sales rep. You want to be different—to stand out. And one way to be outstanding is by performing UTAs.

You may not know what UTAs are by their name. But if you have ever received one, it’s likely you’d remember it. UTAs are Unexpected Thoughtful Acts. It’s those small things that you do for someone. UTAs don’t cost any money. And they’re unexpected. Even people who don’t like surprises often welcome UTAs. Think of it as a random act of kindness. Continue reading

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Key to Business Success Identified in 1990

Change is a constant in today’s business environment. That’s why I value those rules/laws/insights that stand the test of time. In the recent Harvard Business Review blog The Best Leaders Are Insatiable Learners, author Bill Taylor refers to the speech John W. Gardner delivered in 1990 to McKinsey & Co. which has been described as one of the most influential business speeches of all time. Continue reading

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Sales Lesson Learned from Unusual Source

Borrowing ideas from one body of knowledge and applying them to another has led to some great discoveries and applications. This cross pollination of ideas often reflects great ingenuity and even genius. But it’s not often that you hear about great ideas originating in what has been described as a vast wasteland and applying to sales. Continue reading

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Why Being Better Isn’t Good Enough—the 7 Fundamental Truths about Selling

How do you feel about change? If you are like most folks, you don’t like it. When asked to describe change, 84% of words we use have negative connotations: fearful, concerned, stressed, worried, wary, anxious, scared. Yet that’s exactly what we are asking our customers to do when we sell to them; we are asking them to change. Continue reading

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