Tag: Information

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Don’t Just Survey, Sell!

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Since the repeal of prohibition, suppliers have been conducting retail and on-premise surveys to gather information about their brands and competitors in the market. This market intelligence has been gathered, analyzed and presented…
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The “Programmarian” Explosion – GreatVines’ Evolutionary Linkage

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More than half a billion years ago, there was a quantum leap in the variety and complexity of life on Earth.  After eons of the unchanged supremacy of sponges and other simple life forms, a tipping point occurred which scientists…
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3 Ways To Improve Sales Execution With Social Media

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When our partner Salesforce.com first introduced “Chatter” and “Social Contacts” as part of their new Social Enterprise Platform in 2011, I was already hooked. In his Dreamforce keynote a year earlier, CEO Marc…
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5 Ways to Stop “Heat Loss” in Your Sales Process

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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 commercial cooktops. With the old way of cooking, you…
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On-Premise – The Squeeze Continues

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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 to do, but sometimes we get too…
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Smart Sales Goals for 2016 – 3 Strategic Examples

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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 like shipments, and focus on implementing effectual sales goals for…
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3 Simple Changes to Turn Surveys into Sales

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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 right and they’re having the desired…
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How to Drive Sales through Surveying – 17 Best Practices Plus Do’s and Don’ts

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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 expend a lot of time, energy and…
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Ditch Depletion Incentives for Sales Reps!?!? Why You Should Focus on Leading Indicators

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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 learned first-hand about the realities of sales rep behavior. The fact is, the…