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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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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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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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How To Sell Wine Without Samples

Practically the whole wine industry uses samples to make sales. I mean the logic is simple. How can they commit to buying the wine if they haven’t tried it, right? I’ve always had a bit of a problem with this because it is a stroll

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How to Apply DTC Sensibilities to the 3-Tier System

Paul Mabray of Emetry shared an article on LinkedIn the other day about how the direct-to-consumer model is infiltrating the alcohol industry and I haven’t been able to stop thinking about it since. In case you’re not familiar with Paul’s work, I consider him the

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The Greatest Paradox in Wine Selling

The wine business is full of contradictions. But, nowhere are the illogical absurdities more abundant than on the selling end of the game. The tragedy is the beliefs wine sales pros hold most deeply are the very ones in desperate need of some serious myth-busting.

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The More You Act Like A Salesperson, The Less You Will Sell

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

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