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CRM is NOT for Dummies

Whenever I ask owners of wineries or craft distilleries if they’re using CRM in their sales process, I get one of two answers. They either say “yes,” or they say, “what is CRM?” If you’re reading this and you have heard of CRM, it was

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How to Help Your Distributors Help YOU!

I want to spend a little time setting the context for this post because the longer you’ve been in the wine and spirits game, the harder this concept is to grasp. Distributors can no longer do what they used to be able to do for

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3 Pro Tips for Selling Wine or Spirits to Restaurants

So many people in the marketplace are attempting to make a sale by talking about their product attributes. Unfortunately, the key to selling your wine or spirit brand is not about the product when it comes to restaurants. The unfortunate truth is, with few exceptions,

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6 Keys to Selling Fine Wine

Whether you call it “fine wine,” “high image wine,” or your “luxury portfolio,” I’m sure you’re looking for ways to sell more of it. This post will give you six keys to selling fine wine. There’s no question: when it comes to selling higher-image wines,

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4 Ways to Get the Most from your Sales Team

Time and time again, when people hire me to revitalize a winery or distillery’s sales team on the gurney, the proposed solution is “more sales training.” More often than not, however, the key to moving product and making money actually depends more on a sales

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1-to-1 Selling: the Curse of the Wine & Spirits Industry

Stop thinking “small” is “big” My office building hosts a little farmers market every Saturday morning on the street-facing plaza below. The “farmers markets” of today go well beyond locally farmed produce and freshly baked pies. They include more durable goods such as honey, jewelry,

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3 Myths about Digital Selling that are Holding You Back

Just about everyone who makes a living selling wine or spirits in the 3-tier channel is standing on the precipice right now. Faced with a serious choice and that is whether to take the plunge into learning to sell digitally. I wrote a few weeks

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