A Sales Rep’s Choices
A wine sales rep is in a marvelous and privileged position. You get to choose. Today, are you building a brand or building the market?…
The irreplaceable placement
Many restaurants have one or two. Every retailer has six to twelve. They are the wines they cannot swap out, cannot consider getting rid of,…
By the numbers: larger public wine tastings
If you are a wine retailer, wine group, or wine organization that puts together the occasional wine tasting for the public, here are some ideas…
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…
The 5000 piece puzzle
Lots of people love puzzles. It’s a great way to idle away time on a long weekend at the cabin, or during a family reunion.…
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…
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…
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…
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…
But what kind of problem does the account have?
It’s easy to have problems with an account. Sometimes it’s the fault of the sales rep. Sometimes it’s the fault of the account. But it’s…