Restaurantology Blog

What makes a good or bad sales quota

September 20, 2022 | Trends and Advice
Ahh, what commercial team doesn’t love the age-old saying: “ABC: Always Be Closing!”? But the truth of the matter is, if you aren’t dangling a carrot in front of your reps, how will they stay...

How to combat seasonal buying cycles in restaurants

August 26, 2022 | Trends and Advice
Riddle me this: why is it that revenue-generating teams selling into the hospitality industry typically need to ramp sales at a time when restaurants couldn’t be more distracted or disinterested?...

7 Steps to Streamline Sales Territory Planning

July 15, 2022 | Trends and Advice
We’re halfway through what most call their fiscal year, and if your brain is starting to wander towards FY2023 planning, we don’t blame you. Companies big and small often use August and...

How to know when restaurants are in a buying cycle

May 27, 2022 | Trends and Advice
All restaurants share a goal: do better than the day before. Seems simple, but when the economy came to a screeching halt, restaurants pivoted to to-go and delivery. Pizza and chicken-driven brands...

The future of CRM data is integrated

May 17, 2022 | Tech Insights
For marketing to customer success to sales – the customer relationship management (CRM) platforms are getting smarter. With improved automation, integrations, and user experience, people can...

Great sales reps often aren’t cut out for data entry

May 6, 2022 | Trends and Advice
Having confidence in your CRM data, which should be powering just about every aspect of your business, is not always easy. But where do we point the “ownership finger” when it comes time...

How to qualify multiunit restaurant brands in under 10 seconds

April 19, 2022 | Trends and Advice
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...

Should food trucks be a part of your ICP?

February 21, 2022 | Trends and Advice
Companies who sell food, products, software, or services to restaurants often wonder the same thing: does what we sell benefit food truck operators? When creating your Ideal Customer Profile (ICP),...

Why many companies have a difficult time selling to “mom-and-pops”

February 14, 2022 | Trends and Advice
Selling a product, software, or service to the restaurant industry? Figuring out where independent operators fit into your go-to-market strategy can be tricky. In an earlier blog post, one in which...

How to codify your company’s ideal restaurant customer

February 7, 2022 | Trends and Advice
Have a product or service that you sell to restaurants? It’s probably time to write down your ideal customer profile. Realistically, what percentage of the foodservice industry is currently...