Speak three months ahead
This isn’t a sales trick, hack, or tool. It’s just a good habit for a wine sales rep to get into. Talk three months ahead.…
Wine Inventory as Wine Marketing
Inventory is one of the most mis-understood aspects of the wine world. A wholesaler that commits ten percent of their annual revenue to a single…
A challenge: more questions
I’ve run into a few wine sales reps lately that only tell, they never ask. They tell me about the winemaker. They tell me about…
What do your wineries want?
What do wineries that you represent really want? “We want to be placed in the right accounts.” “We want to be a category leader.” “We…
When things go wrong
In the relationship between a wholesaler and a retailer or restaurant, things will go wrong. It’s just a matter of time. A forgotten invoice. A…
Tools vs. Skills part two (appearance and smoking)
In yesterday’s post I wrote the following: The most common myth: it’s someone’s physical attractiveness that makes them successful in sales. (The proof? I succeeded…
Tools vs. Skills
The writer Neil Gaiman was on the Tim Ferris podcast. In the show, Tim asked Neil about his writing process and how he physically went…
Is it really that bad?
Rejection is tough. Hearing NO is difficult for everyone, across all industries and cultures. And too many times hearing NO can wear down the best…
Faults vs. Problems
I used to say, rather sarcastically, that there is no such thing as a wine emergency. The idea being that far too many sales reps…
Dangerous multipliers
Say you have 25 accounts in your territory, and you’re pulling in $50,000 a year. Makes sense to think, therefore, that if you doubled it…