James Beaudrie’s Post

For my individual customers, what do you hope to experience with your wines? For my corporate givers, what are you trying to experience/achieve via corporate gifting? And, how do you see wine-related gifts be incorporated?

"May I ask, what you hope to experience with this wine?" 🍷 This was the question posed to Bob Davis of NuVue when dining at a restaurant in Columbus, OH (fitting that it's Columbus Day weekend!) - and he relayed to us in the "Counselor Salesperson" training I attended last week, and STRONGLY recommend for those in sales/BD type roles. The question, “May I ask, what you hope to experience with this wine?” is a perfect example of how a simple, well-placed open-ended question can elevate a conversation and uncover deeper customer insights. In sales and business development, this technique is highly valuable because it encourages the customer to share more about their preferences, motivations, and goals, leading to a more personalized and meaningful interaction. This waiter’s question is an excellent demonstration of how sales professionals can stand out by asking probing, thoughtful questions rather than relying on pre-scripted pitches. Instead of assuming what the customer wants or suggesting options based on surface-level information, the waiter created an opportunity for dialogue, which made the guest feel valued. Similarly, in sales, effective open-ended questions guide prospects to share their pain points, aspirations, and desired outcomes. This not only builds rapport but also allows the salesperson to tailor their offering in a way that resonates deeply with the customer’s needs. Many salespeople could learn from this approach. Instead of pushing products or services, they could shift their focus to creating an engaging conversation, allowing them to better understand their client’s unique situation and ultimately provide more value. This fosters trust and positions the salesperson not just as a vendor, but as a consultant who genuinely seeks to help the customer achieve their desired "experience"—whether in business or life. Thoughts? What are you "go to" exploratory questions? 🥂 Ed Marsh 🇺🇸 Mickey Gorman Jeff Caravella Chris C. Rich Lemanski Chris Huntington Jacob Adner Mark Haley Lisa M Campo Loren Wojcik Robert Goldfarb Sarah Hammer John Braley Bo Hamrick Michael McLean Rajani R. Jack Woltman Ed Dann Keegan Nanan Shannon Roddy Eric Grasso Bill Mack Mitchell Fleming Michael McClory Taylor Sutton Conor Cooper Stuart Hodas Clark Hayes Ken Reinstein Amelia Heroux-Cummins, MBA Kat Ames Taylor Handy Michael Abasciano, CPA, CFE Rob Meyer Stephen Botelho Alina Ritter, CBPA Morgan Simon Manuel Davis (Reposted with permission of Bob Davis)

Hey LinkedIn, This morning, I crafted a Nutella Banana sandwich and a Chicken Cheese sandwich for brunch. At first glance, these might seem like simple tasks, but they hold a valuable lesson for those of us in sales. Much like preparing a delicious meal, excelling in sales requires a blend of creativity, precision, and adaptability. Here are a few parallels between cooking and sales that can guide new professionals toward success: 1. Know Your Ingredients: Just as a chef understands their ingredients, a sales professional must know their product inside and out. Deep product knowledge helps in crafting a compelling pitch and addressing customer needs effectively. 2. Experiment with Flavors: In cooking, experimenting with flavors can lead to delightful discoveries. Similarly, in sales, trying out different strategies and approaches can uncover new opportunities and refine your technique. 3. Balance and Presentation: A well-balanced meal is visually appealing and satisfying. In sales, presenting solutions that are well-tailored to the client's needs and showcasing them effectively can significantly impact outcomes. 4. Adaptability: Recipes often require adjustments based on available ingredients or personal taste. Likewise, sales professionals must be adaptable, ready to pivot strategies based on client feedback and market conditions. 5. Practice Makes Perfect: Just as a chef perfects their recipes over time, continual learning and practice in sales will refine your skills and increase your effectiveness. Embrace these parallels and let them guide you in your journey toward sales excellence. Bon appétit to a successful career! #Sales #CareerAdvice #ProfessionalGrowth #SalesSkills #CookingAndSales

As I continue my journey in food service sales, I’ve learned that understanding the unique needs of each restaurant is key to providing the best solutions. Whether it’s finding the right kitchen equipment or selecting high-quality ingredients, it’s all about tailoring the approach to fit each client’s specific requirements. One lesson that has stood out to me is the importance of taking the time to truly understand what clients are looking for. As a buyer myself, I always responded better to the sales rep who invested the time to understand my needs, discussed specials and new products rather than those who just sent a quick text. Who can relate?

First of all, you can’t be afraid to walk through the door. The worst that can happen is they ask you to leave or you get a no. Best thing, your path to a great relationship and account begins. If you are in Foodservice Sales, I am confident you have made your way through back alleys, strange doors, lobbies, parking garages, even when you didn’t want to do it. Cold calls can be uncomfortable and intimidating for many but this is a part of the job and jumping out of your comfort zone can provide yourself an opportunity to earn business with your prospective customers. Here are a few things to better prepare you for your visits no matter how big or small the account. Know Your Audience: Research the chef's culinary style, preferences, achievements, social media and know the menu. Tailor your pitch to showcase how your product complements their culinary vision and try to make connection points quickly. Timing is Everything: Schedule your calls during non-peak hours to maximize their attention. Be mindful of restaurant hours and know that there really is never a great time to pop in, but be confident in yourself and your products and know how to read the room. Craft a Compelling Value Proposition: Highlight how your product solves a specific pain point or enhances their menu. Communicate and connect quickly, have something that can help you emphasize quality, uniqueness, and any awards or recognitions your product or company has received. Share Success Stories: Have testimonials from other similar chefs or restaurants who have benefited from your offering and expertise. Demonstrate the positive impact you, your company and your products can provide. Build a Genuine Connection: Start with a brief introduction about your admiration for their culinary expertise. Having a sample always helps, especially if you have done your research. Show genuine interest in their current menu challenges and express how your product can be a solution to their business. Leverage Digital Channels: Follow up your cold call with a personalized email, DM, text or LinkedIn message. Share relevant content showcasing your product and service versatility and benefits. Leave Behinds: Try your best to always have something to leave with the customer that can leave an impression or a reminder of the visit. Remember, cold calling in foodservice is a part of the process and precision, timing, research to help build a genuine connection will help you establish credibility.

Sales - Is my Cup of tea... Sales is Like a Cup of Tea! ☕️ Ever thought about the similarities between sales and a Cup of Chai? Let me take you on a flavorful journey! 1) First sip, just like that adrak-wali chai warms your soul on a rainy day, sales ignites your passion and drive! It's all about bringing that fire and chai-wala charm to seal the deal. 2) Next up, much like the art of brewing the perfect for that chai ki chuski, mastering sales demands patience and precision. You can't rush greatness! It's about timing, knowing when to pitch, and when to let it steep. 3) Sales, like chai, comes in all flavors and varieties. Whether you prefer Earl Grey, Green Tea, kadak masala or soothing elaichi, B2B or B2C, there's a sales style for everyone! Embrace your unique flavor and let it spice up your approach. 4) And let's not forget the importance of presentation! Just like a beautifully adorned chai set elevates your chai-drinking experience, presenting your product or service in the best light can make all the difference in closing that deal. Lastly, remember that sales, much like a cup of tea, is a journey of continuous improvement. There's always room to refine your technique, experiment with new strategies, and brew up even greater success! So, whether you're a seasoned sales ninja or just dipping your biscuit in the chai of selling, remember: sales is like ek cup chai – it's all about finding that perfect blend of passion, patience, and presentation! Ab kaunsa cup chai pasand karenge? To have Chai Ki Chuski🍵 #Sales #ChaiTime #BrewingSuccess #Sales #TeaTime #BrewingSuccess #motivation #affiliatemarketing #digitalmarketing #branding #newthoughts

Do you habitually order a Coke? But will you drink Pepsi if it turns out that the restaurant doesn't have Coke? Overwhelmingly, most people are fine with being offered a substitute (otherwise, this wouldn't happen) Here is an important - but perhaps unwelcome - lesson for sales (and marketing) Most buyers only have weak preferences for suppliers. Over time, they might become so entangled that they can't separate themselves but that's not a preference Here's why discovery is so important. Especially if you've just been sent a long page of requirements You'll be longing to answer everything during the call: we do this, we do this too, and of course we do this, and, this, we do really well But so does the competition. In fact, if you're sent a list of requirements, the list could be coming from them The antidote to this kind of commoditization is discovery Take time to explore the problem - there's a reason why you're having a call - and it probably isn't because your prospect is literally interested in a list of features Doing this well requires knowledge. You have to be able to ask targeted questions that demonstrate expertise in solving the problem

Mastering the Art of Coffee Machine Sales to Better Serve Our Clients To excel as a coffee machine sales manager, it's essential to deeply understand both the coffee and the machines we proudly offer. Here’s what we focus on to bring the best experience and insights to our customers: ☕ Coffee Fundamentals From the diverse characteristics of beans to extraction techniques, we delve into the essentials to ensure each machine can deliver an excellent cup of coffee, tailored to individual tastes. 📚 Comprehensive Product Knowledge Knowing every feature of our machines—like dual boilers, PID temperature control, and touch interfaces—is just the start. We’re also hands-on with our machines, creating different coffee profiles and mastering flavor variation to show clients firsthand how each machine can meet their needs. 🍀 High Standards for Quality & Tasting Skills A good sales manager doesn’t just understand coffee; they can taste and identify quality. We know the standards of a well-crafted coffee—from rich crema to balanced flavors—and guide clients in recognizing and achieving that quality. 📊 Market Trends & Competitor Insights We stay updated on coffee industry trends and understand our competitors’ products in detail. This knowledge helps us position our machines effectively and offer clients unbiased advice on the best fit for their needs. 🔧 Maintenance & Troubleshooting Expertise A crucial part of customer service is empowering clients with maintenance and troubleshooting knowledge, so they get the best performance from their machine year after year. 💬 Relationship Building & Ongoing Support Our work goes beyond the sale; we’re here for ongoing support, to listen, respond, and adapt based on client feedback, creating a continuous improvement loop for both our products and our relationships. 🎖 Compliance & Certification Knowledge Understanding certifications like CE and UL means we’re able to confidently support clients worldwide, meeting each region’s requirements and quality expectations. In sum, a great coffee machine sales manager is someone who doesn’t just sell but is immersed in the art and science of coffee. For advice, product information, or to explore how our machines can meet your specific needs, connect with us anytime. #CoffeeMachines #SalesExcellence #CoffeeTasting #CustomerService #MarketTrends #ProductKnowledge #B2BSales

𝗧𝗵𝗲 𝗺𝗼𝗱𝗲𝗿𝗻 𝗿𝗲𝘀𝘁𝗮𝘂𝗿𝗮𝗻𝘁 𝗾𝘂𝗮𝗹𝗶𝗳𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗽𝗿𝗼𝗰𝗲𝘀𝘀 𝗶𝘀 𝗯𝗲𝘁𝘁𝗲𝗿, 𝗳𝗮𝘀𝘁𝗲𝗿, 𝗮𝗻𝗱 𝗹𝗶𝗸𝗲𝗹𝘆 𝘁𝗮𝗸𝗲𝘀 𝗽𝗹𝗮𝗰𝗲 𝗯𝗲𝗳𝗼𝗿𝗲 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀 𝗿𝗲𝗽 𝗲𝘃𝗲𝗻 𝗽𝗶𝗰𝗸𝘀 𝘂𝗽 𝘁𝗵𝗲 𝗽𝗵𝗼𝗻𝗲. 🔁 In a typical sales cycle, that is one that follows the traditional qualification → discovery → solution alignment → pricing / negotiation → won / lost cadence, the first step before investing both effort and energy into a full-fledged sales cycle is to qualify whether or not the prospect fits the definition of your Ideal Customer Profile (ICP). Historically, this process happens between your sales rep and the buyer, likely over the phone in a series of transactional fact-finding questions to determine whether they possess the characteristics that make them a good fit for your product or service. 👉 Learn more: https://lnkd.in/dJe5UuBm

Have you ever tried "chunking" after the guest checked in? Our goal should be to capture a hotel stay extension, by delighting them during original booking e.g., 1.🍽 Daily Culinary Highlights: Create a rotating schedule of exclusive culinary events or signature experiences that happen each day (e.g., Monday Wine & Cheese, Tuesday Taco Fiesta, Wednesday BBQ Night) 2. 📖 Storytelling Elements That Unfold Over Multiple Days: Craft a narrative or theme that builds on each experience—for example, a “Chef’s Signature Tasting Menu” that unveils a new chapter every day. Guests become curious about what’s next, making them more likely to add nights to complete the experience. Applying this we can "chunk" the guest experience through carefully designed food and beverage moments that add value across their stay and entice them to stay longer