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The Pointlessness Insanity of a Wine Market Blitz

While I’m sure occasionally successful sales blitzes do exist, most of them are a giant waste of time and money. I know I’m going to get some vitriolic responses to this post but someone has to tell the emperor he has no clothes. Might as

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Putting the Business Back in the Wine Business

People get into the wine business for various reasons but the most obvious one is they love wine. A quick Google search of the phrase, “Why I love wine” yields more than half a billion results. Half a billion! Once you’ve been bitten by the

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Wine Knowledge Matters, But WAY Less Than You Think

I’m sure to draw some fire for uttering such blasphemy, but if you take a very hard, very honest look at what’s really going on in the wine business today, you’ll see that wine knowledge, while very necessary, is no longer sufficient to compete and

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How Mature is Your Wine Sales Management Model?

I recently became familiar with the concept of CMM (the Capability Maturity Model) during an ideation session with a tech-pro friend with whom I frequently collaborate. Maturity Models come from the field of software development, but I immediately began to draw correlations to the wine

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6 Reasons You Don’t Sell all the Wine You Make

The wine business is the most competitive consumer product group in the world. I defy you to come up with a category with more choices and more complexity. Oh, and guess what- every vintage is different! Not to belittle the talent it takes to grow

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The High Cost of Unrealistic Sales Goals

One of the greatest thrills of a top-performing salesperson comes from hitting their sales goal. Not just once, but consistently. So when you, as a leader, habitually put the targets out of the reach of even your best performers, it’s like shooting yourself in the

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Why Sales Incentives Don’t Work (And What To Do About It)

Conventional wisdom is a powerful thing but it is also frequently and horribly incorrect. As human beings, most of us are definitely motivated by rewards. But, when it comes to using sales incentives to “motivate” sales people, the misconceptions abound. I’ve written before about the

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The 3 Best Ways to Demoralize Your Sales Team

I’m not sure who would actually want to demoralize their sales team, but I’m sorry to say it happens every day of the week. I mean, everyone wants their sales team to consistently perform at a high level, right? But, like many things in business,

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