Business down? Chin up. You got this.
I’m typing this in January of 2025, with the double whammy of dry January combined with article after article from major news sources about the…
Aim to be the CONSISTENT PROFESSIONAL salesperson
The beverage sales world is similar to other sales jobs in many ways. You represent a product or products, connect with buyers, prospect endlessly, suffer…
What is your end-of-year project?
I’m writing this in mid-December, which is unlike any other time of the year in the beverage sales cycle. Retailers and restaurants are too busy…
Ideas: How wine retailers can generate more revenue the last six weeks of the year
Once we get to mid-November, it’s like running the last mile of the marathon. You’re exhausted, but the adrenaline carries you forward. The group around…
The main hack for beverage sales rep: embrace being Professional
As a follow-up for sales training seminars that I lead, I like to ping select reps a few months down the line to see how…
Some thoughts on leadership vs. management in wine and spirits sales
Wine and spirits distributors have salespeople. And the one “in charge” of them (quotes intentional, as you’ll read) is the sales manager. The role of…
“Get some chalk on your boots”
I’m a big fan of “real football,” otherwise known in America as soccer. (The story of why it’s called soccer in America is quite interesting.)…
Being in, or out of, alignment (who do you play ball with?)
There is more to business relationships than numbers and sales. There is often friendship (though not always). There is often judgement (spoken or otherwise). There…
Selling wine during a recession
The word RECESSION is being bantered about far more now than in over ten years. All signs are pointing toward an economic recession on the…
Today is different than tomorrow (end of a quarter)
Today is the last day of Q1. It’s a much different day than tomorrow, the start of Q2. What do you do today vs. tomorrow…