Sales Strategy


3 Key Objectives to Achieve Superior Beverage Sales in 2016

By |February 2nd, 2016|

With another year upon us, we turn our sights toward the steps that beverage producers can take to ensure this year is the best year [...]

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

By |January 26th, 2016|

Reposted with permission from Salisbury Creative Group Last summer I was doing some research for a speech I was giving about the role of technology [...]

On-Premise – The Squeeze Continues

By |December 24th, 2015|

Wine supplier’s eyes light up with the continued good news that On-Premise prices continue to increase--but this increase is shadowed by the fact that not [...]

Smart Sales Goals for 2016 – 3 Strategic Examples

By |November 25th, 2015|

As we close out 2015, now is the time to lock in your  goals for 2016. Make a New Year’s resolution to stop setting goals [...]

3 Simple Changes to Turn Surveys into Sales

By |November 18th, 2015|

It’s that time of year again. You know it; you love (loathe?) it.  It’s time for annual survey season.  If you’re loving surveys, it is [...]

Ditch Depletion Incentives for Sales Reps!?!? Why You Should Focus on Leading Indicators

By |September 9th, 2015|

In my years as a supplier sales manager for some of the biggest suppliers out there (as well as a start--up that went from 0 [...]

5 Easy Ways to Implement Basic CRM and Why You Should

By |July 1st, 2015|

We hear technology experts talk about “CRM” or Customer Relationship Management as a critical part of any company’s sales strategy. Harvard Business Review reported that companies who implement CRM increased sales 10% to 30% on average! After all, it is where GreatVines got its start and a core part of our solution. […]

3 Q’s for Alcohol Suppliers Considering a New Sales Reporting Solution

By |June 10th, 2015|

Most producers of beer, wine and spirits have some form of sales reporting/trade marketing solution in place to help them manage their business. Whether it [...]

Craft Beverage Expo 2015

By |April 24th, 2015|

I'm excited to be participating in the upcoming Craft Beverage Expo in Santa Clara, CA  on May 6th - 8th.  This is their second annual [...]

On-premise Wine Biz in Trouble? Is DIY the answer?

By |February 19th, 2015|

I recently saw some great insights from my old colleague, Charles Gill from Winemetrics, regarding a downward trend in wine in the on-premise.  Craft beer and cocktails are clearly hot categories for consumers, but sales execution has something to do with it, too.  Charles’ analysis is focused on on-premise chain business and their beverage menus/promotions, but is indicative of what’s happening all over the on-premise universe.  So, why are wine offerings and visibility slipping in the on-premise?   […]