Change Happens – Embrace It and Lead It!

Last week I was the keynote speaker at the Annual Meeting of the Medical Society of Virginia. One of my Virginia Military Institute (VMI) classmates is a past-president of that society and he is someone I greatly admire. He asked me to speak on dealing with change in turbulent times.

The Healthcare industry, and physicians especially, are in the midst of true evolutionary change and many of them are seeing a pace of change unlike any they have seen before. One of my favorite “philosophers” is George Raveling, a Hall of Fame Basketball coach and a brilliant student of human behavior. He is quoted as saying, “People don’t resist change. They resist being changed.” Continue reading

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“I’d Like to Talk about Me – Do You Have a Minute?”

As you read the title of this blog you might be thinking that this would never happen but the fact is it happens thousands of times each and every day.  More often than not it takes the form of, “I’d … Continue reading

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From Dud to Stud – The Incredible Power of Engaging Questions

It was an interesting situation posed by our prospective client – as proof of Delta Point’s abilities, would we be willing to spend some time with a struggling sales representative to see if enhancing their selling skills would change their performance?

The answer was an unequivocal yes.

In hindsight we should have probably better defined “struggling” as we soon discovered that the sales representative was deep into a Performance Improvement Program (PIP) and quite possibly heading towards termination for a lack of sales performance.  Nevertheless, an agreement is an agreement and we love a challenge. Continue reading

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Finding Bud Garrett

I remember my first day of 7th grade at Sherwood Junior High in Memphis, Tennessee like it was yesterday.  That was the day I met Bud Garrett.

Coach Garrett was the coach at Sherwood and he coached baseball, basketball and football. I remember walking past this tall, imposing man and him saying to me, “Boy, you need to go out for football. Be at practice after school today.” Continue reading

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Small Changes – A Must for Big Success

Last week I once again watched Dr. Amy Cuddy’s TED Talk called, “Your Body Language Shapes Who you Are”.  I was prompted to watch it after reading two articles she recently wrote about how important warmth and competence are in order to truly connect with people.

The last 5 minutes of her 21 minute TED Talk, which I believe is one of the most watched TED Talks ever, are simply riveting and I believe should be required viewing for anyone interested in achieving more. Continue reading

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Failure – The Best Teacher in the World

The other morning as I was reading a terrific blog called, “Leadership Freak”, I was reminded how obstacles, failures and setbacks are actually huge opportunities for growth, development and future success. The blog espoused a 3 step system for dealing with failure and the questions they suggested we ask ourselves in these situations were powerful. I highly recommend the blog and it certainly endorsed the notion that failure can be a great teacher – IF WE LET IT BE! Continue reading

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What a Difference a Great Coach Makes

This week I received a link on my LinkedIn profile that asked the question, “Who is the best manager you have ever worked for?”


That was a difficult question for me to answer because the first three leaders I worked for during a 14-year span were the most incredible leaders one could imagine. Without their guidance, encouragement, and belief in me as an individual and a future leader, I would never have had the career I have enjoyed. As I was thinking about this question, I finally decided that each of them had a gigantic impact on me and it was impossible for me to distinguish who had the “most” impact. Continue reading

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Looking For Sales Ideas???

In all my years of selling I have never met a sales person that wasn’t looking for a good idea. Every sales person wants an idea that will help them be more effective and more successful with clients and prospects. Reading books is a terrific idea as is subscribing to blogs.

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“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. Continue reading

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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. Continue reading

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