Show notes
In this week’s episode, we’re joined by Ryan Looper, Chief Growth Officer at De Maison Selections, for a tactical conversation about how to sell better in today’s drinks market.Ryan has seen the business from multiple angles: restaurant service, top-performing New York sales rep, distributor leader, and now national growth strategist for a leading importer. His central thesis is this: sales are not the goal; sales are the result. The real work is building ongoing, useful dialogue with accounts.Ryan breaks down what separates average reps from the ones who consistently win placements. His advice:• Think like a buyer. Taste like a buyer. Great reps don’t just taste for quality. They taste for fit: where a product belongs, what problem it solves, and which buyer will respond to it.• Track the person, not just the activity. Calls, samples, and follow-ups matter. But the real advantage comes from understanding who the buyer is, what they say they like, what they actually buy, and how they run their program.• Treat accounts like a portfolio. Ryan’s advice is to keep building a diverse account base — because restaurants close, buyers move, programs shift, and placements turn over. His shorthand: “Always be opening.”• Move beyond features. Organic farming, native yeast, small production, and place-based stories may matter. But in top accounts, those cues are often table stakes. The harder question is why a product matters to this buyer, in this program, right now.• Use objections to deepen the conversation. When a buyer says they already have too much Champagne, that may be true in the moment. But it won’t be true forever. Ryan explains how to keep the dialogue alive without forcing the sale.• Know when to say no. Saying yes to everything does not scale. Ryan makes the case that boundaries can build trust — and that a well-placed “no” can sometimes lead to better business.For founders trying to gain traction, distributors building stronger teams, or salespeople looking to improve their craft, this episode is packed with practical guidance on how to build better relationships, smarter account strategies, and more durable sales.For the latest updates, follow us:Business of Drinks website (sign up for our newsletter!)Business of Drinks YouTubeBusiness of Drinks LinkedInInstagram @bizofdrinksErica Duecy, co-host: Erica Duecy is founder and co-host of Business of Drinks and one of the drinks industry’s most accomplished digital and content strategists. She runs the consultancy and advisory arm of Business of Drinks and has built publishing and marketing programs for Drizly, VinePair, SevenFifty, and other hospitality and drinks tech companies.Erica Duecy LinkedInInstagram @ericaduecyScott Rosenbaum, co-host: Scott Rosenbaum is co-host of Business of Drinks and a veteran strategist and analyst with deep experience building drinks portfolios. Most recently, he was the Portfolio Development Director at Distill Ventures. Prior to that, he was the Vice President of T. Edward Wines & Spirits, a New York-based importer and distributor.Scott Rosenbaum LinkedInCaroline Lamb, contributor: Caroline is a producer and on-air contributor at Business of Drinks and a key account sales and marketing specialist at AHD Vintners, a Michigan-based importer and distributor.Caroline Lamb LinkedInInstagram @borkalineIf you enjoyed today’s conversation, follow Business of Drinks wherever you’re listening, and don’t forget to rate and review us. Your support helps us reach new listeners passionate about the drinks industry. Thank you!