… bring positive energy into an account or to a customer. You’re suddenly the one everybody wants to see. … bring a new idea to an account or a customer who has been stuck in a rut. … bring a sense of reasonableness and balance to a chaotic situation. … tell a friend it will Read More…
Month: August 2016
Monday Challenge: Multiply the success you already have
Every Monday I throw out a challenge, something that can be done relatively quickly but have dramatic effect. This week: sharpen your pencils and pull out the spreadsheets … time to multiply success by choosing the right category and the right customers to focus on. The process is simple, and rooted in the idea that Read More…
Daily Practice and the modern wine professional
An article in the New York Times about James Alutcher caught my eye. His story is pretty dramatic, and though I disagree with several key things he espouses, I found myself drawn toward his idea of the Daily Practice. As covered by the New York Times: A key tenet of the book is the Daily Read More…
The one thing most wine wholesalers suck at doing
Wine wholesalers are in a constant pickle. In the end it’s all about inventory control, which is directly connected to cash flow, which by definition is directly connected to sales, which can’t happen unless the ordering of product from wineries around the world happens months ahead of actually needing the wine. It’s exhausting just to Read More…
Do first what you fear most
Sales reps all have their own personality quirks. For years one of mine was actively avoiding things I feared the most. I was great at avoiding the tough conversations and the difficult phone calls. Many of us are. Fear is powerful stuff. “Fear” brings up images ahead of the interaction. Images of high pressure, intense Read More…
Pain vs. Fear (and who do you work for?)
This post is about you reflecting on who you work for. It’s an important question. Who you work for might not define who you are, but it often shapes who you become. A bad workplace can sap years of life energy from you, proven by the stories of people who have left bad jobs and Read More…
Wine Connections
As a wholesale rep, retailer, or restaurant, you have a customer base. That base is composed of fans of your work, your wines, your food, and your energy. Think about that base, and some of the individuals that are in it. Certain buyers for certain accounts, customers that regularly attend your tastings, the regulars that Read More…
Fewer choices make for greater sales
Sheena Lyenar’s 2009 book The Art of Choosing is a must read for anybody in the wine business. Her research focuses on the intersection of science and emotion when it comes to decision making. The “Jam Study” is a key part of her research. During this experiment, tables were set up at a busy premium Read More…
Monday Challenge: The hard drive clean up
This week’s Monday challenge is a simple kick in the butt to do what you have put off for months or years. Clean up that hard dive, including all of your random files and folders, images, contacts, publications, and more. As part of this clean up, be sure to embrace the cloud. It doesn’t matter Read More…