Some wine sales reps are newbies to the business, without much experience with wine or sales. Some wine sales reps have incredibly deep wine knowledge, but little sales experience. Some wine sales reps are pros in sales, but not so much in wine. And some wine reps are pros in sales, lots of experience, plus Read More…
Month: September 2018
Sometimes paper is better
Your customers, the wine buyers at both the restaurant and retail level, need one fundamental thing. Without this, it the sales relationship falls apart. With it, it grows stronger over time and builds in accountability on both sides. Communication. But here is a trap many fall into — thinking that email is communication. It can Read More…
The list of quick improvements
This is a good exercise. Grab a piece of paper. Turn off the inputs and interruptions. In through the nose, out through the mouth. Namaste. Now answer the question: “What can I change, improve upon, upgrade, do, or fix in just one or two minutes, that will have a lasting impact on my work?” A Read More…
The wine velocity sweet spot
Right now, today, we have the technology to put self-driving cars into the world that are safe and reliable. Seriously. The technology is there to have fully self-driving cars all over every city in the world. The problem is they max out at two miles per hour. Would you hop in a self-driving car that Read More…
The alternative to working smarter, not harder
It’s sage advice for most people. We’ve heard it time and time again. Work smarter, not harder. But after you have organized your work life, after you have figured out systems to work harder on your business instead of being stuck in your business, after you have figured out the key customers to make an Read More…
A seven year (payment) plan
How far forward do you plan? Some very smart people insist that five year and ten-year goal setting is not realistic. That there is no way to project that far and know what will happen with the economy, your industry, or even the state of the world. I see their point, but they are wrong. Read More…
The easiest formula for opening new business
New business is the lifeblood of most wine sales reps. You need to be opening new accounts to help energize the growth needed to expand your business. Here is the simple universal formula for 100% success in opening a new account. Show up. Show up again. Be there. Call. Email. Communicate. Show up more. Shake Read More…
Overwhelmed
Another sales call. More samples to pull. Who is the new buyer again? Oh yeah, that will call I have to run! The focus winery of the month. Do I have a sparkling wine stopper? OMG Thanksgiving and Christmas is around the corner! My phone is out of juice! Yet another sales call. I know Read More…