Category: Articles

Sales

Watch Where You’re Going: Aligning Your KPIs With Your Goals

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What’s the opportunity cost of stopping to ingest another piece of sales-related content? Two sentences in, are you gripped with a guilty impulse to reach for your phone or keyboard and start making calls instead? I’d like to redirect your…

Pricing Strategy Simplified: How to Harness Pricing Data for Maximum Profitability

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It’s very tempting to lower prices to stay competitive in a down market like ours, believing that’s what’s required to be competitive. But this should never be an intuitive, emotional decision. The data will tell you whether you should…
distributors

Mastering the Middle Tier: Using Data to Drive Distributor Success

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It’s no secret that gaining mindshare from your distribution partners has become challenging in the wine and spirits business. After all, their portfolios are overflowing with things to sell. How can you stand out? Avoid the most common…

Follow the foot traffic: using data to pinpoint wine and spirits sales opportunities

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Combining the 80/20 rule with key data points from various online sources, wine and spirits brands can identify high-traffic accounts representing the best wine and spirits sales opportunities. Trust the data to guide your sales strategy! There…
trade marketing

From Placements to Profit: Unlocking the Power of Trade Marketing Metrics

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As competition intensifies and we move into the critical OND selling period, trade marketing will be a significant focus of wine and spirits companies’ budgets. This is all good, but too many companies need to stop and measure the return…

Pouring over data: transforming sales data into strategy

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“Numbers don’t lie.” It's a common expression, and it may well be true. But one thing is sure: The data's truths aren’t always obvious. “Data mining” is an apt term for our discussion here. Identifying patterns and relationships…

5 Tech Skills Your Sales Team Needs NOW

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With the peak season of OND right around the corner, now is a great time to assess your sales team's tech skills before the final push of the selling year. Of course, if your sales strategy isn’t already in place by Labor Day, your OND will…

Behold! The Ultimate KPI Collaboration Tool

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Does This Sound Familiar? Filling out time-consuming manual in-store surveys Converting field photos into PowerPoint recaps Collecting incentive results from 15+ different markets in 15+ different formats Juggling numerous emails…

Eight Sales Performance Metrics You Should be Measuring Now

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Regarding sales performance at the wholesale tier of adult beverages, there’s no more trustworthy saying than, “Whatever your measure, you’ll get  more of,” which is a variation of the famous Peter Drucker quote, “What gets measured…