I predictably get strange looks whenever I tell salespeople that “real” selling isn’t necessarily about the product. It’s such a counter-intuitive concept to the untrained, amateurish seller of goods that they convulse involuntarily when I espouse the notion. If you look as closely and as
The modern sales environment has never been more challenging for small wine & spirits brands, and it won’t be improving any time soon. But thriving and surviving IS possible if you’re wielding the right tools for the job at hand which is building high quality
Of all the things you could do to accelerate your sales, this one is by far the most impactful -shift your time, energy, investment and focus away from low value accounts and restrict yourself to only the high value target accounts. Not all accounts are
On Premise Wine Sales – What’s the Secret? I call this an ‘on premise wine sales “secret”’ because, it seems, so few people know about it. I recognize there are a solid number of you reading this who will say, “Duh, I’ve been selling this
What makes wine sales a “game” is there are winners and losers. These days, the losers outnumber the winners by a significant margin. And, like all games, there are strategies and tactics to not only increase your chances of winning but decrease your chances of
The “game” of selling wine in the US has changed a great deal in the last 5-10 years but you’d never know it because most wine companies are still operating out of the “old playbook.” What’s changed? Two things, primarily, and then a whole bunch
As a consultant to wineries and craft distilleries, people sometimes pay for my advice and then don’t take it. But, I’m about to offer some free guidance you’d be wise not to ignore. The 80/20 Rule is most definitely real, and it applies to your
How to use email marketing to sell wine to the trade Don’t let anyone tell you email marketing is dead. It’s only the people who don’t know what they are talking about that spout such nonsense. Almost all wineries and many distilleries currently leverage email
I recently completed a survey from a wine trade organization that was seeking insights about what wineries from outside the US need to know to be successful in this market. I could tell by the questions they asked, this organization was clueless. I kept looking
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
200+ are already using these insights to attract, identify, and close new customers REMOTELY!
