Sales Strategy


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?   […]

5 Ways To Execute With Excellence

By |January 21st, 2015|

This presentation was the outcome of our last GreatVines staff retreat, where we developed and refined our product messaging. John talked about it in our inaugural newsletter titled “THE JUICE” (subscribe below). It helps explain what we do and more importantly why we do it, from basic CRM concepts like “know your customer” to more advanced concepts involving analytics and incentives relating to field execution. […]

Why Tech-Savvy Suppliers And Distributors Have An Advantage

By |October 1st, 2014|

The technology available in the Beverage Sales market today has created two camps that are both competing for the same sales and customers. Some companies stick to old formulas, often implemented several decades ago, and rely on the written word and Excel spreadsheets to document their sales, activities and goals.  Other companies take a more modern approach by taking advantage of new technology and converting to the updated options now available. […]

I’m Happy With 100% Customer Satisfaction!

By |September 12th, 2014|

Pharrell Williams is not the only one making people happy in 2014. One of our core goals and founding tenets at GreatVines is 100% Customer [...]