We’re happy to share the replays from our recent Sales Execution Forum webinar series centered around Actionable Insights for Data-Informed Sales. Throughout the series, we learned from our guests that staying on top of your data is key to successfully navigating change in the beverage industry. Now that the series is over, you have an opportunity to watch the replays and listen to our guest speakers discuss the data-focused topics within each session.
How a Year of Pivoting Changed the Way We Use Data
Featured Speakers:
- Matt Prybylski – Executive Director of Business Management at Empire Merchants
- Alex Michas – President and COO at VINTUS
- Lauren Magee – Customer Success Account Manager at GreatVines
Our first webinar kicked off with two East Coast, industry veterans diving into how the shuttering of most on-premise locations changed their sales strategies. We discussed where they focused their efforts, what tools they used to track open Accounts, and how direct ordering by consumers through e-commerce channels affected their initiatives. To close out the conversation, we talked about how the changes from this last year have shifted the use of data between Suppliers and Distributors and that these changes are here to stay. Watch the replay to hear the entire discussion.
Using the Right Data to Ensure Your Business Can Withstand the Worst-Case Scenario
Featured Speakers:
- Angela Burns – Vice President of Customer Operations and Training at Opici Family Distributing
- Ben Salisbury – Founder and President at Salisbury Creative Group
- Lauren Magee – Customer Success Account Manager at GreatVines
The second webinar in the series took a hard look at how each of our guests altered their operations to build strong sales initiatives. Each had to change their methods in a matter of days to be able to meet fluctuating demands. We discuss shifting distribution laws, new Account segments, and staying on top of opportunities by tracking data. In terms of communication, we talked about rolling out new internal systems for better team interactions as well as tracking the efficiency of trade conversations. To wrap up the dialogue, we talked about the importance of adopting data and how to appropriately balance it with in-person interactions and relationship building. Watch the replay to hear more!
The Data Insights You Should Be Using to Drive Sales
Featured Speakers:
- Alex Blake – CRM Manager at RNDC
- Karim Lateef – Brand Consultant at Craft Brand Theory, (Previously Sr. Manager at Pernod Ricard)
- Lauren Magee – Customer Success Account Manager at GreatVines
For the last webinar in the series, we talked about how shifting go-to-market strategies have changed sales practices and explored new data streams that have emerged as a result. We discussed sales engagement approaches from a marketing perspective and that of Suppliers, Sales Teams, and Accounts. The shift to digital everything produced new trends and data to focus on, but also had to rapidly adapt because of “virtual fatigue”. Both of our guests come from larger organizations, and discuss the advantages they felt they had during this new age of selling. We finished up the conversation by talking about how the use of data has changed decision making and behavior for the better and how it will continue to evolve. Watch the full replay to hear the details.
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