Is it really that bad?

Rejection is tough. Hearing NO is difficult for everyone, across all industries and cultures. And too many times hearing NO can wear down the best of us. But why did they say no? If they said no for a specific reason, that is okay. “We have twenty Malbecs right now, we really don’t need another Read More…

Faults vs. Problems

I used to say, rather sarcastically, that there is no such thing as a wine emergency. The idea being that far too many sales reps run around like chickens without heads solving emergencies that don’t qualify as emergencies. And in the big scope of world problems and social issues, a restaurant running out of a Read More…

Dangerous multipliers

Say you have 25 accounts in your territory, and you’re pulling in $50,000 a year. Makes sense to think, therefore, that if you doubled it to 50 accounts you’d make $100,000 a year. So why not ramp up to 100 accounts and make $200,000 a year? Using the easy multiplying math, you only need 500 Read More…

Articles. Clippings. Proof of concept.

Just sell wines that people want to buy. It sounds so simple, doesn’t it? But if you have to spend precious selling time rolling the ball uphill to reach the peak of simply convincing someone to think about maybe buying, then you’ve wasted energy and resources. Oh, you’ve never heard of Zweigelt? Well, let’s spend Read More…

Little nudges vs. big changes

A baseball manager walking to the pitcher’s mound for a little conversation is looking for a little nudge. Don’t try so hard, try harder, focus more, stop focusing so much, you can do this, don’t forget what the plan is. A baseball manager walking to the mound to substitute out a pitcher is making a Read More…

More is, unfortunately, free

I’ll bring you more samples. I’ll pour more wine in your store. I’ll put up more shelf talkers. I’ll train your staff more than last year. I’ll spend more time in your account. When you offer more, you’re doing it because you don’t see the costs in dollars and cents. You’re not being billed for Read More…