After attending the California Craft Beer Summit, Mark returned with a myriad of trend data that he shares along with the implications to your business. He then challenges listeners on how to get the distributor sales person to “thumb freeze” during Friday morning sales meeting presentations. In this episode Mark shifts up another gear to dig deeper into the wholesaler’s “black box.” What really motivates these people? Mark provides examples of “psychological clutter bustin’” sales incentives and gets squirrely with some that you have never heard of or imagined in your entire life – but he has used with exceptional placement and volume winning results.
Podcast (shinerunner): Play in new window | Download (Duration: 34:22 — 14.6MB)
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