From Humble Beginnings to International Recognition

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From Humble Beginnings to International Recognition

Delta Point, Inc. is a consulting firm which specializes in partnering with companies who face daunting challenges such as launching new products and brands, facing fierce competition, or declining market share. Founder Jerry Acuff, who is recognized in CV Magazine as the Most Influential CEO of the Year in the 2018 Corporate Excellence Awards, shares what he believes are the reasons behind his and Delta Point’s success.

It all started with one man and one idea— how to implement change and make it stick. Since its inception, Delta Point has extended its reach across the customer experience spectrum, focusing on Selling Excellence, Strategic Positioning, Sales Messaging, Building Business Relationships, Sales Training, Coaching Selling Excellence, and Training and Leadership Development.

Jerry founded Delta Point after a successful career as an award-winning sales representative, district sales manager and ultimately, Vice President/General Manager of the primary care component of a major pharmaceutical company. Throughout his career, Jerry recognized that despite the best efforts of leadership, often the success of any strategic initiative was based on what happened when the sales representative, marketing person, or medical science liaison engaged the customer.

Delta Point specializes in significantly improving the impact of the customer conversation— starting with why that customer would want to listen to the company’s representative. First, they must effectively set the stage for a meaningful conversation by gaining attention or interest. Then, by choosing the correct words and asking questions, they can get the customer to think differently than they are currently thinking—thus making it far more likely that they’ll act differently.

Delta Point has mastered the art of communicating effectively with customers by following a recognized process that has worked successfully with their clients, including more than 15 brands with sales in excess of $1 billion each. Utilizing this process, their clients have made significant inroads: after partnering with Delta Point, one customer increased their market share from 18% to 52% in just nine months. Another company that was launching a new product exceeded their first-year forecast by $130 million.

Jerry is quick to emphasize that it is not the consultant alone who produces these excellent results. By partnering with key stakeholders, the consultant can identify those small changes that create a big impact on the bottom line.

“For every customized Delta Point project, we conduct a thorough discovery process to enable us to gain a true understanding of what the client wants as well as the challenges and strengths that currently exist. We optimize our 30 employees and two office locations to create a team that will work with the client from discovery through implementation and execution.”

“We find a phased approach often works best. We start by identifying and then interviewing the key stakeholders, including select customers, medical science liaisons, top sales leaders and excellent sales people. We ensure that we talk to and engage each person who could be involved with the product including marketing, training and medical teams as well as key thought leaders.”

“Multiple consultants are involved in this interview process, each following the same interview guide individualized for the role of the person being interviewed. This enables us to shorten the discovery process and leverage the knowledge and perspective of each consultant to formulate our customized solutions.”

“The next step is to present our insights, findings, and recommendations to the decision makers. In most cases, the clients choose to engage us to train the appropriate personnel on how to “move the needle” and execute our plan. This emphasis on providing the steps and training necessary to successfully implement change is what distinguishes us from other consulting firms.”

“We have learned that other firms will tell you what to do, but they will not stay with you and show you exactly how to sell more of your product. From what our clients tell us, we are the only sales/marketing company that will partner with you through training, implementation and execution to ensure that sales increase.”

Jerry credits the executives, consultants and support staff at Delta Point with the reason why he is so confident in his firm’s ability to provide excellent services and products. The people who work at Delta Point share a love of lifelong learning and striving for excellence.

“Our consultants who work directly with the customers know more about Life Sciences selling and marketing than almost anyone you could meet. They have risen through the ranks and built on the knowledge and knowhow gleaned from their roles in different organizations, providing a breadth of perspectives. 90% of our consultants have been sales representatives, first line sales managers, and worked in headquarters in training, marketing and the executive office, including VP of Sales. With a team like that you should expect great results. Three of the top ten Pharma companies in the world have hired us to work on 45 different products between them. They keep hiring us because we deliver great results.”

“One of the differentiators that makes Delta Point successful is that we train sales managers how to teach and coach selling in the field in real time. In most companies, a top ranked sales person is promoted to the role of sales manager. But being successful in sales requires a different skill set and perspective than being a great sales manager. Once sales people become managers, they are rarely taught anything about selling or how to coach selling. To fill this unmet need, Delta Point has developed a 2 1/2 day workshop that can be supplemented by virtual training to transform sales managers into excellent sales coaches.”

“Another area that we focus on is building business relationships— because business success is often based on relationships. We provide training on how to build valuable business relationships, using our proprietary 3-step process that teaches how to build connections with practically anyone—especially those you don’t naturally connect with.”

Endeavouring to establish Delta Point as the market leader in this industry is a major aim of Jerry’s. He explains the techniques and methods they use to stay ahead of emerging developments which are arising throughout the industry.

“In order to stay cutting edge, we conduct periodic surveys to learn about the unmet needs of our customers. In addition, we have our own panel of healthcare executives we engage for their insights and expertise. Perhaps more importantly, we collectively conduct over 100 field rides a year and talk to approximately 1,000 people in all segments of healthcare. This breadth of knowledge keeps us quite well informed.”

“Essentially, our quest for excellence combined with our focus on learning and evolving led to the development of several important offerings. Recognizing that individuals don’t have a lot of time to devote to learning and that attention spans continue to get shorter, we developed JerryAcuffVT, a virtual training platform. 95% of the lessons are five minutes or less. The four topics target the skills and knowledge necessary for success: Goal Setting; Building Valuable Business Relationships; Selling Excellence without being Pushy and Aggressive; and Coaching Selling in the Field in Real Time. Essentially, we endeavoured to capture the key concepts about these four subjects while focusing on the practical, providing ideas and applications using real-world situations.”

“Another offering we are excited about is called Coaching Catalyst. When survey data revealed that sales representatives do not go to their managers for selling advice, we looked to fill that need. We created a process to teach sales managers how to develop their coaching and selling skills so they are proficient to coach selling when they are in the field, in real time. Other programs we recently developed help organizations evaluate their sales force’s selling expertise and how to optimize co-pays, which tend to be poorly communicated to customers yet represent a large expense.”

Looking ahead, this is clearly an exciting time for Jerry and the team at Delta Point. There are developments and changes arising everyday within the industry, and Jerry is keen to keep his team focused in cutting edge learning and technologies. He feels quite strongly that they are poised to help other companies who are ready to learn and benefit from the expertise that has made Delta Point clients so successful.

“Lastly, we are really working on increasing awareness of Delta Point, Inc. within our industry, especially with those organizations we have not had the privilege to partner with. Although 90% of our business comes from repeat customers, there are many Life Sciences organizations who might benefit from our expertise in those situations when they can’t afford to fail such as launching products or selling products in highly competitive arenas where improving execution really matters.”

“Ultimately, it seems clear that our industry will continue to undergo major changes. We expect more consolidation and a far greater focus on targeted diseases such as Alzheimer’s, cancer and rare diseases. These changes will still demand execution excellence to succeed—and we are well positioned to help organizations meet their goals.”

Company: Delta Point

Contact: Jerry Acuff

Address: 12196 East Sand Hills Road, Scottsdale, Arizona, 85255, USA

Phone: 001 480-296-9972

Website: www.deltapoint.com

Issue 4 2018

Issue 4 2018

Welcome to issue four of Corporate Vision Magazine, keeping you up to date with the latest news and inventive features from across the globe.


In recent news, Corporate Essentials announced on the 4th April 2018, that they have acquired Brooklyn-based full-service caterer, Martin Fitch. The acquisition will expand the company’s offerings which currently feature coffee services, healthy snacks, beverages, and more workplace staples, to now include premium fresh food solutions.

Gracing the cover of this month’s issue, Dania Salha Quaglio, who initially began her career from the bottom of the production ladder, and worked her way up to become the Most Instrumental Woman in Media Production 2018 – Dubai. Currently working at Joy Films, which over time has become one of the leading Production houses in the Middle East, Dania provides us an insight into the success of the company, as well as her own accomplishments.

In this month’s issue, we discover more about Ghost Systems, Inc. which was established in January 2014, establishing its worldwide headquarters and NOC/SIC in Nevada, USA to support the Financial Services & Banking; Legal; Healthcare/Pharma; Critical Infrastructure & Energy; Mid-Market Enterprise and The Internet of Things (IoT) markets. Recently, we sat down with the innovative company’s CEO, Don Ritzman who revealed to us the secrets behind the firm’s exceptional success.

Also in this month’s edition, Latham & Watkins operates as a limited liability partnership conducting the practice in a diverse range of locations, such as France, Italy, Singapore, and the United Kingdom, and as affiliated partnerships conducting the practice in Hong Kong and Japan. Recently, the firm announced that Todd Carpenter had joined the firm as a corporate partner in the Emerging Companies Practice, based in San Francisco. We take a closer look at how Carpenter places a strong focus on high-growth, private companies and venture investors in the technology and life sciences sectors.

Lastly, established in 2001, Paradigm Staffing helps companies and agencies build winning public relations, communications and marketing teams throughout North America. Over the years, the firm has become a leader in the communications recruitment industry. We speak to Jolie Downs who gives us an insight into the success of the company.

Here at Corporate Vision Magazine, we hope that you enjoy reading this month’s edition and look forward to hearing from you soon.

How to build the internal frameworks in your business

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How to build the internal frameworks in your business

By Sarah Greenidge, credibility expert and founder of WellSpoken
(www.wearewellspoken.com/)

WellSpoken is the wellness industry’s first credible content accreditation. WellSpoken also provides the wellness industry with advisory services and training around communicating credibly so they are able to reach the WellSpoken standard of excellence for wellness content.

In a time where accusations of fake news steal headlines, it is imperative that businesses show that they are doing more than the minimum to ensure that they are working in a credible fashion – especially when providing content to the public. The mission of my business WellSpoken is to equip and empower brands and influencers to produce good quality information, communicate in a responsible manner and have credible partnerships and affiliations.

In all industries there needs to be certain parameters established to guide those producing consumer content to generate credible information. The power that brands have to influence consumer is vast, but the public are becoming more and more sceptical of the information they receive from corporations.

When developing and information to be shared with consumers, there needs to a defined and documented process for producing high quality information – This principle is designed to demonstrate that there are robust processes to ensure consumer content is top-notch every time.

Staff training.

At WellSpoken, we appreciate that our clients’ teams are constantly evolving and growing. It is the responsibility of our clients to ensure that everyone within its teams that develops editorial content is adequately trained in or equipped with basic communications and writing skills


Editorial policies

Are vital for ensuring constituency and alignment across any content generating organisation, but it is shocking how many companies do not have concrete guidelines written on paper. Instead a series of miss-aligned briefs are normally given to various internal or external teams. This leads to fragmented content which results in a confused consumer which creates and air of mistrust.


Ongoing reviews.

Review of content and editorial processes should occur on a planned and regular basis – this principle is designed to ensure that content is reviewed, within a timeframe appropriate to the type of information, not normally less than every three years.  Any content that is not reviewed within your defined review periods should no longer be distributed. In addition you should review your information production process on a planned and regular basis.


Customer feedback policy.

Managing comments/complaints around brand content is a core principle to ensure that all feedback is dealt with appropriately especially concerning errors, omissions or points for clarification. Businesses need to ensure that consumer feedback is recorded, actioned and resolved as appropriate, especially if an amendment to content is required.


Review of social media content.

Condensed information for social media posts are commonplace due to the limited number of character available on social platforms. Despite these structural limitations, it is imperative that good practices around heath communications are maintained.

If topics or advice are unable to be communicated in a complete, balanced, substantiated way on social media – then consumer need to be clearly signposted to a source where they can find more information on the subject. 

The World Wide Web has created a truly global landscape, where information is freely shared without borders. While this has an enormous amount of positives – an unfortunate side effect is that corporate mistakes spread like wildfire. In 2017, we saw many of the world leading brands face the harsh consequences of putting out the questionable content or having partnerships that backfired, From backlash to boycotts, getting content wrong can have a very real impact on sales and reaching targets. Once a groundswell of public outrage starts, it is incredibly hard to stop and to re-build trust.

There needs to be a paradigm shift in how brands think about communicating externally. Partnering high profile influencers is not just a means to end or simply a mechanism to generate sales or reach new audiences. Company partnerships provide consumers with a glimmer of a business’s value system. Building credibility builds rapport, brand loyalty and ultimately better business.

Esports v Sports – Is the Future of Sport Online?

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Esports v Sports – Is the Future of Sport Online?

A recent downturn in the viewership of major sporting championships such as the NFL, Premier League and the Winter Olympics has shown that the popularity of traditional sports may be on the decline. In fact, a recent survey conducted by Limelight revealed that more young men now prefer to watch esports than traditional sports, with esports being their second most preferred media source, only behind movies.

Recognising this upturn in esports viewership and popularity, major brands have began to take notice, with tech and media companies alike starting to invest in this new and exciting industry. In 2015, Amazon announced that it had successfully acquired Twitch for $970m and has fervently promoted esports as the main stable of its platform ever since. Reports have highlighted that by 2020, esports will overtake the NBA’s 400m fans, reaching closer to 500m. Around 11bn hours will be spent by fans watching esports, with more than 70m enthusiasts watching major finals through online streaming platforms such as Twitch. That’s more than the MLB and NBA finals.

With this increased exposure and popularity comes increased revenue, as advertisers take advantage of this new platform. According to reports, it won’t be long until esports eclipses traditional sports when it comes to yearly revenue. It is believed that revenue generated from esports will hit £1.2bn by 2020, with viewing figures totalling around 600 million.

The growth of esports really began in the early 90’s, as many games began to benefit from increased internet connectivity and online play. Also, around this time, another sport was beginning to develop, the UFC. Both esports and UFC are two of the most exciting and fastest growing sports today, but do you earn more playing video games or getting punched in the face competitively? We took the 10 highest overall earning competitors from each sport, and created their average yearly earnings based on how long they had been in the sport and the prize money they have won. The figures show that gamers dominate the list when it comes to average yearly earnings, with the gamer Miracle, who is only second on the list behind Conor McGregor, earning just over $1m per year since he began his journey in esports. There are 8 professional gamers who have earned an average of over $600,000 per year since they began in the sport, with only 2 fighters in the UFC earning this same amount.

Not only is the overall revenue of esports already substantial when compared to other traditional sporting organisations such as the Major League Soccer and Cricket’s Indian Premier League, the same can be said for prize pools on offer to competitors. The recent Dota 2: The International 2017 event boasted an overall prize pool of $17.5m, making it the highest ever offered in the history of esports. Although this trend of increasingly lucrative prize money on offer to professional gamers is set to rise, due to brand investment into the sport and consumer interest, the figure of $17.5m already far outweighs the combined prize pool of other major sporting events, such as the Tour de France, Cricket World Cup and The Open.

Betway believes 2018 is set to be another exciting year for esports.