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3 Questions to Ask Yourself When Hiring a Sales Person

I know of no more challenging aspect of being a sales leader than making good hiring decisions. Leading sales pros requires very different proficiencies than just being a top sales performer in your own right. One of those skills is the ability to assess talent.

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5 Ways to Tell If Your Sales People Aren’t Working

After leading dozens of salespeople and reading thousands of sales call reports over the years, I have developed a highly receptive “BS detector.” Effective salespeople typically have winning personalities. Which can be a double-edged sword. They have that perfect combination of being great listeners and

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To Sell More, Stop Doing This

It’s very tempting to focus on trivial, easy-to-measure things like the number of sales calls made each day, week, or month. But routinely keeping a tally of this useless, hollow metric may be the single biggest mistake sales leaders make. Keep in mind whatever you

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Not all Accounts are equal. Not even close.

Very rare indeed is the salesperson and even rarer still the sales leader with the disciplined habit of ignoring most customers. They are also the best sales pros on the planet. I’d also say they are the bravest. In order to follow their internal compass

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To build a great sales team, start at the bottom

Some sales leaders believe the key to generating high levels of performance from their sales team is to threaten, bribe, cajole, and berate them. “Leading” by fear and intimidation is hardly what I’d call leading. In fact, if you are currently part of such a

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3 Part Formula for Sales Success

As a consultant, I see a lot of companies, teams, and sales people struggle with how to sell more and to do it consistently. Many books have been written about the subject and millions of dollars spent on “training.” But like a lot of things

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3 hard punches to give your wine brand a fighting chance

Put down your wine glass for a minute and pick up your calculator, your P&L and your cash flow statement instead. Unless you start paying as much attention to the business of wine as you do what’s in the glass, you might find yourself drinking

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3 Not-So-Obvious Benefits of CRM

Whenever I ask people if their wine or spirits sales team uses CRM, I typically get one of two responses: “Yes,” or “What’s CRM?” If you’re actively leveraging the power of CRM at your company now, you already know the many benefits. I like to

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5 Ways to Stop “Heat Loss” in Your Sales Process

Last summer I was doing some research for a speech I was giving about the role of technology in the “flavor experience.” I was fascinated by the latest advancements in commercial cooktops. With the old way of cooking, you light a gas burner and place

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