“Jerry Acuff is the Dale Carnegie of the twenty-first century1.”
Jerry Acuff has been consulting and speaking extensively on the issues of sales and marketing excellence for over 20 years. He knows what it is like to be a frustrated sales person starting out in sales (which is how he began). Through the years he has learned the secrets of how to be successful in selling as well as how to help others maximize their sales potential. In his twenty-year career at Hoechst-Roussel Pharmaceuticals, Jerry was Salesman of the Year twice and District Manager of the Year three times.
Jerry founded Delta Point, Inc. based on his desire to share his knowledge and expertise, building on his experiences in sales that led to his position as Vice President and General Manager of Hoechst-Roussel Pharmaceuticals.
A prolific reader who is always learning, Jerry shares his insights in his three bestselling books: The Relationship Edge, The Relationship Edge in Business and Stop Acting Like a Seller and Start Thinking Like a Buyer. Business students in 11 colleges and universities use his book The Relationship Edge in Business as part of their marketing curriculum.
Jerry’s skill in communicating how to sell and how to build business relationships has been acknowledged in various media and resources:
- Sales and Marketing Management Magazine
- Wall Street Journal Online
- Investor’s Business Daily
- Managed Care Pharmacy Practice
- Fast Company
- Selling Power
- Selling Power Live
He has been to the White House to share his views on health care reform and twice was an Executive in Residence at The Amos Tuck School of Business at Dartmouth College. He is currently on the advisory Board for the Marketing Department at Northern Illinois University and is on the Board of Governors for the Athletic Foundation at the Virginia Military Institute, his alma mater.
Jerry’s philosophy is that selling expertise is built upon the foundation of three interrelated and interdependent concepts: KMR—Knowledge, Messaging and Relationships. Knowledge is at the core—and although a recognized expert by peers, he is always learning more and applying that knowledge.
Messaging is how you are able to communicate your expertise. Jerry’s speaking engagements typically end in standing ovations, for he knows how to involve and energize his audience, yet is equally effective in individual interactions.
Knowing the importance of relationships in business success, Jerry has developed and patented a 3-step process on how to build those important relationships—even with people that are difficult to connect with.
Jerry embodies his philosophy of Thinking Like a Customer. It is important to view your sales interactions through the eyes of your customers. He advocates being “other focused”—caring more about the customer than about the sale. This is the approach that Jerry takes with his clients, as the following testimonials confirm:
1Paul Cherry, author of Questions That Sell and Questions That Get Results