A simple rule for wine sales reps

All wine sales reps should have one simple rule, a rule that cannot be broken, a rule that is priority above all other duties. A weekly email communication with their customers. Here’s the template, and it doesn’t have to be more complicated than this: “Hey __________ – I’m glad you enjoyed the __________ that we Read More…

The extra hour

This morning, many of us woke up earlier than we normally do. We woke up with energy at a time that we normally slog. We went to bed a bit earlier last night than we normally would. Daylight savings time is one of the best magic tricks out there. And like any good magic trick, Read More…

The Paralysis of Analysis

I know several spreadsheet masters. These people work Excel like David Copperfield working an illusion. They know every twist, component, angle, and formula. They can plug in data along with a single variable and come up with years of projections. They can take the smallest of downturns in sales in a territory and analyze it Read More…

Selling motivations

A critical question to ask at the start of your sales day is this: Why am I selling wine? Making money is one reason. This is your living. “Bad salespeople have hungry kids” is the old (old, old) saying. You have to convert sales to make dollars and keep your lights on. Pretty simple. For Read More…

Buying motivations

A critical question when selling wine to restaurants and retailers is this: who is really making the decisions? The wine buyer might be making 100% of the choices. But usually not. An invisible hand exists in all business, and the motivations of the owner is often a controlling force within an organization. Sometimes for better, sometimes Read More…

Milestone Dates

Happy October 1st. To most people, maybe all, it’s just another day. But for me, it’s October First, The Milestone Day. A milestone date is a marker. It’s a particular date when something eventful, positive, negative, traumatic, celebratory, life-shaping, or just plain big happened to you or because of you. It’s a date that as Read More…

Knowledge, experience, and hustle

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…

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…

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…

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…