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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Questioning—the Revolution Begins

I’m so passionate about the power of questions that I think I want to start a revolution. Not anything violent—but I would like to see some dramatic change. I feel it would be a better world if more people took the time to ask better questions. The more I read about asking great questions, the stronger my belief that asking questions is one of the secrets to greater understanding. And based on current events, I think the world could benefit from more understanding. Continue reading

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Why Introverts Make Great Sales People

As I was reading Erika Napoletano’s blog 3 Reasons Introverts Make Excellent Employees, I was wondering why more introverts don’t enter the realm of selling. I guess some mistakenly believe that you need to be a gregarious extravert to be a great sales person. Actually, nothing could be further from the truth. Introverts by their nature possess several important characteristics that all great sales people share. Continue reading

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Lucky 13 Inspires 5 Rules for Business Success

13 has always been a lucky number for me. I was born on April 13 and my first football jersey number at Sherwood Junior High in Memphis Tennessee was #13. This month Delta Point, Inc. is celebrating its 13th year anniversary as a company. It hardly seems possible that it’s been 13 years since my wife Maryann and I started this business out of our home office. Continue reading

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Serendipitous Event Triggers Insight

My friend Mark was rereading my book The Relationship Edge in Business when he dropped it. As he reached to pick it up, it opened to the copyright page—and that’s when he happened to notice that it was published in 2004. Recognizing that this meant it was the 10th anniversary of its publication prompted him to contact me. That serendipitous event served as an impetus for me to reflect about why I felt the need to write this bestselling book in the first place. Continue reading

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