Choose carefully

Think about this: if you see an account for a good sales meeting 30 times a year, and you show them four wines at each meeting, you show them 120 wines in a year.

And if you have 2000 wines in your portfolio, it will take you 16.7 years to show all of them, without repeating or discussing new vintages.

It’s not realistic that you go through your portfolio wine by wine and check off the box with each account. So what do you do instead?

You choose carefully.

Choose carefully what wines to show. Choose carefully who you show them to. Choose carefully how you present the wines. Choose carefully how you price the wines.

Too many salespeople don’t choose carefully, or choose at all. They throw spaghetti on the wall and see what sticks.

Be a pro by starting to choose very carefully.