Who did better?

Sales rep A and sales rep B have the same account list. They joke about how they should carpool to their accounts. Sales rep A walks in, does the normal discussion and tasting with the buyer, goes through the inventory and starts to take the order. Ten wines get ordered, a case of each. A Read More…

How to make a phone call

When I was a teenager, I had an unnatural shyness about calling people on the phone and asking for information. What time do you open? What time do you close? How much do your karate lessons cost? What time does the movie start? Are you looking to hire a very introverted teenager like me? I Read More…

The intimidation of the Wine Wizards

Every market has them, usually on the wholesaler or retail side. I call them The Wine Wizards, because they often look the part. White hair, a look in their eye, an air of wisdom and voice of knowledge. They have decades of experience. They have traveled the world. They have more stories about meeting great Read More…

Bowling and Wine Selling

Bowling is easy. If you can consistently deliver the ball, with the same energy, direction, spin, and accuracy, you can win big, and you can crush the competition. And it has to do with math. It’s the difference between a 90% success rate and a 100% success rate. When you’re winning at bowling (consistently throwing strikes) Read More…

Social clean up

Here’s a good list of projects for the week. These are important, will take a bit of time, but only need to be done once a year. Linked In Remember that profile you filled out in 2010? Well, your network keeps seeing it and those that search for you will find it. Take the time to Read More…

Taking a stand

All that really matters is the experience of the end consumer. Simple as that. If she pops a bottle of wine with friends, pours the glasses, and loves the experience of drinking that bottle then it really doesn’t matter who the wholesaler was or even who the retailer was. The only two connection points in Read More…

The five percent, and the one percent

95% of all Champagne sold is produced by the largest houses and have the names we all know. 5% of all Champagne sold is Farmer Fizz, i.e. Recoultant Manipulant, stuff from the families and the little producers that ship tiny quantities their wines to the United States. For wine salespeople and marketers, the discussion usually Read More…

Promises, promises

“I promise I’ll communicate better about out of stocks. Trust me.” “I promise I’ll visit that unsold account. I’m all over it.” “Have no fear boss, I promise I’ll get that invoice mess up cleaned by the end of the week.” “I promise I can run that will call on Monday.” “I promise you I Read More…

Thanksgiving week empathy

This is a tricky week for the wine sales rep. Retailers are busy. Too busy for sales calls. But they may need the emergency will call. Displays have to be stocked and looking good. It’s the classic situation of “you can’t sell it if you don’t got it.” Restaurants are historically a bit slow (but Read More…

Why can’t you?

Why can’t you be the most successful wine sales rep in the state? The region? Why can’t you become the most successful wine retailer in your city, or your state, or even the country? The common answer, the default answer, is competition. “Too many other wholesalers / sales reps / retailers  … that’s why.” But Read More…

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…