Avanti Entrepreneur Group

The Avanti Entrepreneur | Podcasts by David Mammano

Jerry Acuff

Think Like a Customer When Hoping to Grow Sales, with Jerry Acuff

Jerry is the CEO and founder of DELTA POINT in Scottsdale, Arizona and is a Graduate of The Virginia Military Institute. Delta Point works with sales and marketing leaders to implement innovative ways to sell and market in today’s crowded marketplace. Their client list includes 15 of the top 100 companies in the world.


Jerry spent his career in the Pharmaceutical business and was Vice President and General Manager of Hoechst- Roussel Pharmaceuticals. In his twenty-year career, there he was Salesman of the Year twice and District Manager of the Year three times.


Jerry has been featured on MSNBC, The ABC Radio Network, the Fox Radio Network and also in Sales and Marketing Management Magazine, Entrepreneur magazine, The Wall Street Journal, The Street.com, Investor’s Business Daily, Fast Company, Selling Power, Reader's Digest and, Selling Power Live.


Jerry is the author of 4 best-selling business books on building valuable business relationships and achieving sales excellence by thinking like a customer. He is also a world expert on how to set and achieve extraordinary things.


What you'll learn about in this episode:

  • Why successful entrepreneurs believe in lifelong learning and listen to the brilliance of the people who work for them
  • Why we should never talk ourselves out of meeting our goals or let others do the same to us because we cannot see the path at that moment
  • How successful people are able to marry their authenticity with the fundamentals of selling
  • Why talking too much as a salesperson is unproductive when we should instead focus on listening and responding
  • The reasons we must respond to problems and try to solve them before the costs of avoidance begin to mount
  • Remembering that fear of loss is greater than the desire for gain as a way to encourage us to fix problems
  • The value of performing powerful doses of research by subscribing to impactful blogs and a book summary service that allows you to get a condensed version of the best ideas out there in publication to keep you in your zone
  • The importance of taking the three best books in any category, digesting the summaries of those books, and realizing that you have acquired 90% of what you need to learn, while also understanding the value of intensive micro courses that you can tackle during the weekend
  • How putting employee recognition high on your list of things to accomplish sets a town with your workers that will permeate throughout the organization