It all started with one man and an idea—how to implement change and make it stick. That man was Jerry Acuff, our CEO and founder, who is currently recognized as one of the top ten sales professionals and one of the fifty best sales people of all time (joining the ranks of Steve Jobs, Ben Franklin, and Dale Carnegie).
In a highly recognized industry in a relatively short time frame, Delta Point has grown from small startup consulting organization to an internationally recognized sales consulting firm in the life sciences industry. We can proudly state that we have consulted on more than 100 BioPharma brands, including 8 of the top 12 brands in the world.
Because we advocate change, it is only fitting that we have experienced significant change since Delta Point was founded in 2001. Our original focus was change management, and thus the website for Delta Point was christened as www.gottochange.com. Since then we’ve grown to provide services across the customer experience spectrum, focusing on Strategic Positioning, Sales Messaging, Sales Training, Coaching Training, Leadership Development—for managers at all levels—from First Line Sales Managers to Executives.
A large part of our success has been our leader’s focus on our core tenets, including the three interdependent yet separate components that comprise sales excellence: Knowledge, Messaging, and Relationships. It was that Business Relationship component that led Jerry Acuff to create Delta Point, Inc. Throughout his successful career (from sales representative to VP and General Manager at Hoechst-Roussel Pharmaceuticals), Jerry developed meaningful business relationships with colleagues and customers. It was no surprise that he was approached by a former customer—a leader from a large, global pharmaceutical company—to help to transform and change a marketing team of 67 people from a culture lacking accountability to one where each person focused on their own individual accountability. This project was so successful that Delta Point was asked to take on another challenge with the same team.
We continue to focus on core tenets – Sales Excellence based on Knowledge, Messaging and Relationships.
This next project was providential—for it led to a change in Delta Point’s focus. Our customer requested help in growing the sales of a major brand, which was facing some rather significant hurdles. We worked together to create compelling sales messages, and we soon learned that this was an area where we could truly make a difference. That brand saw dramatic improvements in just six months. In the following three years during which we continued our collaboration, their brand sales grew from $350 million to over $1 billion.