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 […]
Entries by Jim Thompson
On-Premise – The Squeeze Continues
With competition getting more intense, a solid foundation around your relationship building strategy in place is key. We all understand this is a relationship business and we all “know” what […]
Smart Sales Goals for 2016 – 3 Strategic Examples
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 solely for lagging sales indicators […]
3 Simple Changes to Turn Surveys into Sales
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 likely because you’re doing them […]
How to Drive Sales through Surveying – 17 Best Practices Plus Do’s and Don’ts
Survey. Audit. Store check. Call it what you want, this is the busy season for that “special activity” we all know and love. The truth is that most survey projects are poorly executed and […]
3 Signs It’s Time to Update Your Depletion Reporting Solution
The peak season is rapidly approaching and suppliers, their sales teams, distributors and retailers are all gearing up for the fourth quarter push. The forward-thinking suppliers are also casting an […]
Ditch Depletion Incentives for Sales Reps!?!? Why You Should Focus on Leading Indicators
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 to 60 pretty quickly) I […]
The IT Evolution Behind the Pricing Revolution
For as long as I’ve been with GreatVines a common question from suppliers surfaces: “What do you have to offer to help me manage my pricing?” In my former […]
Four Reasons Why You Don’t Want a Cloud Solution for Pricing
At times, we encounter resistance to the idea of taking beverage pricing processes into the cloud. We get it. Cloud sounds like a buzzword, and the last thing you need […]
