The best things about wine sales

You get to talk about beautiful places. You get to talk about a delicious and historically important beverage. You get to talk about legendary families and fresh new upstarts. There is always something new. There is competition at all levels and price points (imagine the boredom if there was truly no competition). You get to Read More…

What doesn’t work

It doesn’t work to not show up at an account for weeks. It doesn’t work to forget to tell an account they are overdue on a bill and about to get posted. It doesn’t work to not show new wines during a sales call. It doesn’t work to bad mouth your competition. It doesn’t work Read More…

Can you measure it?

As a wine sales rep for a good retailer, you sometimes take your personal time and devote it to the store by standing behind a barrel pouring samples for anybody who wants them. Boring stuff, usually. You might not sell very much wine, but one person connected deeply with one of your wines, and she Read More…

Fiction perfection.

There is no such thing as a perfect wine. There is no such thing as a perfect sales call. There is no such thing as a perfect customer. And there’s no such thing as a perfect sales rep. Don’t aim for perfection. Aim instead for continuous improvement, personal development, refinement, and betterment. Be better today Read More…

Why did they say “no”?

There are so many reasons an account says no. They said no because they don’t like the wine.They said no because they already have 20 Pinot Grigios around $15.They said no because they read a report that wine of that category and price are slowing in sales.They said no because their budgets are tight that 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…

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…

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…

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…