• You Can Only Control Three Things (Money Monday)
    Jan 5 2025
    Happy New Sales Year! This is the first Monday of the year. The slate is clean. The opportunity to excel, to level up, to make this your best year ever is yours for the taking. The world is your oyster. It’s time to shake off distractions, get focused, and execute. As we look forward to the next twelve months, there are only three things you control. Your actions, reactions, and mindset. Actions You have absolute control over your actions. These are the choices you make about how you spend your time, what you prioritize, and where you focus. Choose the right actions and you are going to have a great year; the wrong actions, not so much. And when it comes to choosing how and on what you invest your time, commit to being ruthless about what you prioritize.Do the things that have the greatest impact on revenue generation, hitting your sales numbers, and achieving your personal goals. Reactions You have control over how you react and respond to the many challenges you will face over the next twelve months. And trust me, there will be lots of challenges and roadblocks. One of those challenges will be dealing with all of the people and distractions that steal your time and pull your attention away from your priorities. It will take discipline to respond to these things with a polite no and stay on course. Remember that discipline is sacrificing what you want now for what you want most. Therefore, you can better manage your responses by keeping your eyes on the prize. Leverage Mindfulness When you face emotionally challenging situations, one way to manage your reactions is through mindfulness. I always thought mindfulness was some frou frou yoga crap until a learned what it really means and how especially powerful it is for managing emotional reactions when you face conflict with another person. Which is important because sales is full of conflict. Mindfulness is simply the gap you leave between something happening to you and when you respond to it. In this gap you have the opportunity to exert control over your emotions and response. And let's be clear: you have complete control of when you respond, how you respond, and if you respond. The way I activate mindfulness is through a simple mental exercise in which I answer the question: Do I want this or do I want that? For example, if I get into an argument with my wife and my emotional reaction is to dig in and fight for my point of view, before I do, I’ll ask myself: Do I want to be happy or do I want to be right? If you are dealing with a tough customer who is pushing your buttons and you really want to give them your mind, you might stop and ask yourself "Do I want to hit my sales number or do I want to tell this jerk what I think about them? Mindset And finally, you control your mindset - your attitudes and beliefs. Of the three things you control, mindset is the most important. Sales is a mental game. It is a truth that 90% of your success is going to be determined by what goes on between your ears. There are two prevailing mindsets among salespeople in the world today. My good friend and co-author of The AI Edge Anthony Iannarino labels these the rain barrel mindset and the rainmaker mindset. Rain Barrel Salespeople Think for a moment about a rain barrel. What does it do? The rain barrel sits in the backyard rusting waiting for rain. This is exactly what rain barrel salespeople do. They sit around waiting for something to happen to them. Hoping for a lead to come their way. Waiting for their prospect to do the work and close the sale themselves. Rain Barrels are defined by their circumstances. They complain and whine but take no action to change them. When it doesn’t rain, they blame everything and everyone except for themselves. The rain barrel resides in mediocrity and never reaches their potential. Rainmakers Then there is the rainmaker mindset. Rain makers believe in themselves and their ability to make things happen....
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    9 mins
  • 10 Trade Show Lead Follow Up Strategies feat. Harriet Mellor
    Jan 2 2025
    Discover the secrets to lead follow up and conversion after trade show, conference, and events. On this episode of The Sales Gravy Podcast, Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers. Key Takeaways: - Follow-up Touchpoints: An eight-touchpoint follow-up strategy is recommended, with touchpoints spread over a 12-week period, incorporating multiple communication methods like email, phone, social media, and video. - Importance of Patience: Building relationships and converting leads into customers takes time. Long sales cycles, such as 20 months for some deals, highlight the need for persistence and patience. - Consistent Outreach: Regular and consistent communication helps ensure that leads don’t forget about the company or its offerings. - Tracking Interactions: Meticulous tracking of every touchpoint and interaction provides insight into what strategies work, enabling continuous refinement. - Personalization: Customizing outreach efforts, such as referencing personal details from interactions, enhances engagement and builds rapport. - Variety of Channels: Using diverse communication platforms, such as phone calls, emails, video, and social media, increases the likelihood of connecting with leads. - Value-Driven Engagement: Sharing valuable resources like podcasts, webinars, or helpful information adds value to the relationship and builds trust with leads. - Utilizing CRM Systems: Leveraging CRM tools aids in organizing, tracking, and automating follow-up activities, ensuring efficiency and consistency. - Planning and Strategy: Having a clear plan and a structured system for follow-up ensures effectiveness and prevents a disorganized approach. - Positive and Authentic Interactions: Being genuine and enjoying the process of building relationships can positively influence the success of follow-up efforts. https://www.youtube.com/watch?v=EjGI-z-AA3c The Value of Patience With Lead Follow Up Following up with leads requires patience. Many deals do not happen overnight, especially in industries with long sales cycles. For instance, a lead might take 20 months to convert into a customer due to factors like contract timing or budget availability. Despite the wait, these deals can be significant, justifying the costs of attending the event. Patience allows salespeople to build meaningful relationships with prospects over time, which often leads to successful outcomes. The Importance of Outreach Consistency Consistency in follow-ups is crucial for staying on a lead’s radar. Without regular communication, potential customers may forget about your business, especially if they have interacted with multiple vendors at the event. A consistent approach ensures that your company remains top-of-mind when they are ready to make a purchase decision. Sequence Multiple Channels for Lead Follow Up Effective follow-ups involve reaching out through various channels. Email, social media, phone calls, and video messages all offer opportunities to connect with leads. Different people respond to different methods, so using a mix increases the likelihood of engagement. Video, in particular, can add a personal touch and help stand out in a crowded inbox. Track Every Interaction Trade Show Tracking all touchpoints with leads is essential for evaluating what works and refining your approach. This includes keeping detailed notes in your customer relationship management (CRM) system. For instance, noting personal details like a lead’s hobbies or recent activities can make follow-ups more personalized and engaging. These small details can help spark meaningful conversations and demonstrate genuine interest in the lead. Create a Structured Trade Show Lead Follow Up Plan A well-structured follow-up plan ensures that no leads fall th...
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    34 mins
  • Why Personal Goals are Essential for Sales Discipline (Money Monday)
    Dec 29 2024
    Your personal goals are the aspirations that drive you, inspire you, and push you through the tough days. As you'll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. Personal Goal Buckets When developing personal goals, I break them down into three buckets: To-Have Goals These are the things you want to acquire or buy. For example, this year, I set a goal to purchase a new home—and I did. Whether it’s a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life. To-Be Goals These are about evolving into the person you want to become. Maybe you want to be a sales manager, or if you’re a manager, you want to be a director or VP of sales. You might want to go back to school for a degree or an MBA. Or you want to be a better spouse, a better leader, or a better peer. Maybe you want to be a President’s club winner or be recognized as an expert in your industry—whatever it is, to-be goals help you level up as a person and a professional. To-Do Goals These are experience goals. My wife and I had a big one a couple of years ago: going on a horseback trek across the Masai Mara in Kenya. It was a massive, life-changing adventure we saved for, planned for, and worked toward. Think about experiences that create lifelong memories—maybe you want to travel somewhere special or take on a meaningful project or hobby you’ve always dreamed about. Four Reasons Why Personal Goals Matter Number one, goals massively increase the likelihood that you’ll actually achieve the things you want. Speaking your goal out loud, writing it down, and being intentional about it has a powerful psychological effect. Number two, goals make life meaningful. It’s unbelievably fulfilling to look back and see what you accomplished—how far you’ve come over the course of a year, five years, or a decade. Number three, we work in a tough, competitive profession, and it’s just plain satisfying to put your commission checks, bonuses, and hard-won earnings toward something that improves your life or the lives of the people you love. But the biggest reason to set goals—especially in sales—is that the sales profession is hard work and it can be brutal. It’s loaded with rejection. At every turn, we face potential “nos,” whether it’s prospecting calls, asking for next steps, pushing to level up to a decision-maker, or closing the deal. We even face internal rejection when we try to sell a complex deal internally to our own company or get approval for special pricing. Rejection is everywhere, and the fear of rejection—or avoiding it—is the number one reason salespeople fail to perform. Add to that the grind: making call after call, stuffing data into the CRM, pushing through proposals, handling endless follow-ups and selling becomes tedious, hard, rejection dense work. For this reason it requires discipline to stay on track and keep grinding day after day and month after month over the course of the sales year. But here’s the rub: discipline can wane, especially if we’re not hyper-focused on a bigger prize. The Real Definition of Discipline I want you to pay attention to this next part because understanding the real definition of discipline it’s critical. Discipline is sacrificing what you want now for what you want most. Human nature wants easy. We’d rather that customers call us than having to chase them. We’d rather deals close themselves than investing hours into multi-step follow-ups. We don’t want to face that “no.” But in success in sales is paid for in advance with facing rejection and hard work. Therefore If you don’t have a clear, compelling reason—something you want most—it’s easy to cave in and take the easy route instead of doing what really needs to be done. This is the reason why having a strong set personal goals is crucial for sales professionals.
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    13 mins
  • Best Sales Podcast Conversations From 2024
    Dec 26 2024
    In this episode of The Sales Gravy Podcast, take a look back at the best insights from the year. These moments aren’t just memorable, they’re actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. Key Takeaways: This year reinforced a crucial truth: the fundamentals of sales never go out of style, but adapting to the environment around you is key. Buyers are sharper, busier, and more discerning, which means the best salespeople need to work smarter and harder to stay ahead. Here’s what stood out from our conversations this year: – Objections Are Opportunities: Objections aren’t something to avoid, they’re invitations to build trust. When a buyer pushes back, it’s a sign they’re engaged. Instead of sidestepping concerns, lean into them. Acknowledge the issue, ask thoughtful questions, and use the conversation to demonstrate your understanding of their needs. – Relentless Prospecting Wins Deals: The deals you close tomorrow start with the work you do today. This year, we discussed the importance of consistent prospecting and how staying disciplined with your outreach pays off. Whether it’s calls, emails, or social touches, keeping your pipeline full is the foundation of success. – Empathy Drives Connection: In a crowded marketplace, standing out often comes down to how well you connect with your prospects. Leading with empathy and emotional intelligence helps uncover the real problems you can solve. Listening, not just to respond, but to understand, creates trust and sets you apart from competitors. – Simplify the Process: A complicated sales process creates unnecessary barriers for your buyers. Instead, focus on making every step clear and straightforward. Simplify presentations, eliminate unnecessary details, and provide actionable next steps. Buyers are more likely to move forward when it feels easy to do so. – Consistency Is King: Talent might get you started, but consistency is what keeps you winning. Showing up daily, sticking to your routines, and doing the small things consistently makes a big difference over time. Success in 2025 will be about maintaining that focus, even when motivation dips. https://www.youtube.com/watch?v=9k2hJ3pyNBU Thriving Under Pressure with a SEAL’s Strategy In high-stakes sales situations, maintaining composure is crucial. Drawing from his extensive military experience, retired Navy SEAL Master Chief Stephen Drum emphasizes the importance of preparation, adaptability, and mental resilience. By implementing a structured approach—commit, prepare, execute, and reflect—sales professionals can enhance their performance under pressure. This method enables individuals to stay focused, adjust to changing circumstances, and continuously improve their strategies. Physical Fitness Fuels Sales Success Josh Hulsebosch dives into how physical fitness directly impacts sales performance by enhancing energy levels, mental clarity, and resilience. Maintaining a "proud posture," standing tall with shoulders back and chest open, not only boosts confidence but also improves breathing and communication, essential for effective selling. Prioritizing regular exercise, proper nutrition, and adequate sleep equips sales professionals to handle the demands of their role, leading to increased productivity and success. It’s Not About You—It’s About Them The moment you realize sales isn’t about you is the moment you start winning. Too many salespeople and entrepreneurs fall into the trap of making their pitch the center of the conversation, focusing on their product, their needs, or their numbers. But here’s the truth: your prospects don’t care about you—they care about themselves. Success comes when you shift your mindset and make everything about the customer. Carole Mahoney discusses how to ask better questions, listen deeply, and focus on their pain points, goals, and dreams. When you solve their problems and make them the hero of the ...
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    28 mins
  • Reflection vs Regret (Money Monday)
    Dec 23 2024
    For me, the last full week of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past year—the good, the bad, and the ugly. If you are anything like me and do the same, there are two ways to look back on your last twelve months. You can do so with regret or reflection. These two opposing lenses are vastly different in the way they affect your view of where you’ve been and where you are going. Regret Let’s start by unpacking regret. Some of you are already feeling regret about goals you missed, deals you lost, opportunities that slipped through your fingers, or the people in your life you may have let down. Regret is that feeling you get when you look back on something you did (or didn’t do) and wish you could change it. In many ways, regret is similar to worry, except it’s focused on the past instead of the future. Worry is about what might happen; regret is about what already happened. That’s a big distinction. Although you can turn worry into action and change the future, you cannot rewrite the past. No amount of regret changes history. All it does is create a feedback loop in your mind where you keep reliving your mistakes, misses, and failures over and over again. Stuck in the Endless Loop of Regret I’ve observed so many people get stuck in this endless loop of regret. They keep lamenting, "If only I had . . ." "made that call,” “handled that prospect differently,” “taken that chance,” “been there or done that.” Those “if only's” can paralyze you. They sap your energy, crush your confidence, and keep you from moving forward. On one hand, regret can push you to change—you don’t want to feel that kind of pain again, so you work hard to avoid repeating the same mistakes. On the other hand, regret can become a debilitating emotion that drags you into an exhausting and useless mental loop of “would’ve, could’ve, should’ve.” But no matter how many times you complete that loop, it doesn’t change the outcome. It becomes an emotional anchor that weighs you down as you start the new year. Reflection Reflection, on the other hand, is entirely different—and far more productive. When you reflect, you detach from your emotions with objectivity to look at your entire body of work from the past year. You’re asking the questions, “What went well? What didn’t go so well? What did I learn?” You consider the wins that made you proud and the moments you’d rather forget. You figure out why you won so you can repeat those winning behaviors. You extract value from the lessons of failure. Reflection isn’t about punishing yourself for what went wrong. It’s about gaining clarity on why it went wrong—and what you can do about it next time. Reflection Creates Awareness Reflection also helps you find gratitude in unexpected places. Maybe there’s a hidden lesson in overcoming an obstacle or perhaps you gained a new perspective because a challenging person came into your life. It’s important to realize that each decision you made over the past year shaped your present circumstances. But you are not defined by these circumstances, only by how you respond to them. Reflection creates awareness. Where there is awareness there is the potential for change. Awareness is like the sun, anything it touches has a tendency to transform. The bottom line is that reflection is about learning, growing, and transforming. Regret is stagnation. Why Reflection Matters at Year-End The reason I’m talking about the impact of reflection as we close out this year is because, for most of us, the slate really does feel clean come January 1st. In the sales world, we get a brand-new quota and brand-new targets. There’s an air of possibility as we think, “This year is going to be different. “This year, I’m going to crush my numbers.” “Hit my income targets.” “Make it to President’s club.”
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    12 mins
  • The Art of Outreach: Strategies for Modern Sales Prospecting feat. Alex Niswander
    Dec 19 2024
    In this episode of The Sales Gravy Podcast, discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively. Key Takeaways: – Multiple Touchpoints for Better Engagement: Combining weekly calls, text messages, and video messages in a month-long sequence creates many cell phone interactions, helping to maintain visibility with prospects. – Text Messaging as a Follow-Up Tool: Texting becomes effective later in the process, especially after leaving voicemails or sending emails, as it creates a softer approach to earning a prospect’s time rather than jumping in and selling immediately. – Personalized Video Messages: Video messages create an opportunity to add a human touch to prospecting by showing prospects there’s a real person behind the outreach. – Call Blocking to Maximize Productivity: High-Intensity Prospecting (HIP) sessions involve short, focused sprints of 15-30 minutes dedicated to making as many calls as possible, ensuring consistent and impactful outreach. – The 90-Day Prospecting Payoff: Prospecting efforts often show results after 90 days, emphasizing the importance of daily consistency to maintain a steady pipeline of opportunities. – Building Respect Through Personalization: Small gestures, like sending photos or handwritten notes, help prospects feel valued, making them more likely to engage and build trust with the salesperson. – Balancing Sales Activities: Effective prospecting balances three essential activities—filling, moving, and closing the pipeline—to ensure steady progress and avoid periods of downtime or overwork by planning your time effectively. – Fundamentals Still Deliver Results: Basic strategies, like leaving business cards or sending physical mail, remain effective over time. – Creativity in Prospecting: Unique and memorable approaches, such as sending coffee with a note, can differentiate outreach efforts and leave lasting impressions. https://www.youtube.com/watch?v=rzhdC4YwflA The Power of Multiple Touchpoints When it comes to prospecting, repetition, and persistence are the name of the game. A well-structured outreach plan includes multiple touchpoints, particularly through cell phone communication. Over a month, combining calls, text messages, and video messages can result in many meaningful interactions. Each touchpoint serves to maintain visibility with prospects and gently guide them toward engagement. Using Text Messaging Effectively Texting has become a more accepted form of communication, especially post-COVID. While it may not be appropriate for the first interaction, texting later in the process can be effective. The goal of these messages is to earn a prospect's time rather than immediately sell a product or service. For example, following up on a voicemail with a polite and informative text can soften the approach and make the interaction feel less intrusive. Video Messaging for a Human Touch Video messaging is another way to connect with prospects. Including a short, personalized video message in a text or email can make outreach more human and relatable. It doesn't require additional content, recording and sending a video version of a voicemail can have a significant impact. Video messages show prospects that there is a real person behind the communication, which can increase the likelihood of securing a meeting. Expanding Communication Channels Relying on emails or LinkedIn messages limits opportunities to engage with prospects. A diverse approach, including calls, texts, and even creative methods like mailing physical items, increases touch points and keeps the process dynamic. For instance, sending a photo of yourself outside your prospect’s local franchise location or mailing a small,
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    49 mins
  • Sell More With a Personal Business Plan (Money Monday)
    Dec 16 2024
    Over the past two months, the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where we’re going and how to get there. We’re not leaving our fate to chance. Our business plan is the compass that helps us navigate and stay on track to reach our goals. Randomness is the Enemy of Effectiveness But what about you? Have you ever stopped to think that you need the exact same thing for your upcoming sales year? Without a plan, it’s easy to drift and fall into randomness—just waking up every day and hoping something good happens. But here’s the deal: Randomness is the enemy of effectiveness. If you don’t set a clear direction, you’ll never hit the target you’re aiming for. You’ll be like a boat without a rudder—drifting and, eventually, ending up someplace you never intended to go. Yogi Berra said it best: “If you don’t know where you’re going, you’ll end up someplace else.” Trust me, “someplace else” isn’t where you want to be at the end of next year. Adopt a CEO Mindset The difference between average salespeople and top performers often comes down to one key mindset: top performers don’t act like employees; they think like entrepreneurs. The moment you start treating your territory as if it’s your own business, your mindset changes. You stop feeling like a cog in the wheel and start seeing yourself as the driver, not the passenger. Your company shoulders the big financial risks—providing you with the product, the brand, and the support. But you own your market, solve the problems, and build relationships that turn into revenue. You own your time and results. That’s the entrepreneurial mindset. Creating Your Personal Business Plan Starts With A Vision To create your personal business plan, you start your vision. Where do you want to be a year from now? What do you want to accomplish in your territory or area of responsibility? What income do you want to earn? What awards do you want to win? What does winning look like? Define it. Get crystal clear. Then think about your values. What do you stand for? What kind of impact do you want to make? What kind of relationships do you want to build? How will you show up for your clients, team members, and company every single day? Once you’ve nailed this down, put your strategy in place. Break your territory into logical quadrants so that you know where you’ll be investing time each day. Identify the industry verticals that have the highest potential. Pinpoint your ideal customers. Segment your prospects and customers into High Potential, Medium Potential, and Low Potential. Create a list of your top ten dream accounts, 25-50 conquest accounts, and 100-500 high-potential and medium-potential targeted accounts. This will help you attack your territory with a targeted vs random approach. Identify your key competitors and do an analysis of each of their strengths, weaknesses, opportunities, and threats. Then do the same for yourself. Define your daily battle rhythm, disciplines, and activities that drive pipeline growth. Get intentional about your priorities and how you manage your calendar. After all, time is your greatest asset and as the CEO of you, your time is money. Once you have clarity on your vision and strategy, get granular. A vision without action is just a fantasy. Break Your Personal Business Plan Into Small Steps to Success Break your plan down into achievable goals. I’m a fan of activity-based metrics because you can control them. This is about setting standards that become non-negotiable habits. The key is to choose metrics that move the needle on revenue and are fully within your control You can’t always control who picks up the phone or who says yes, but you can control how many doors you knock on, how many calls you make,
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    12 mins
  • Making Sales Connections with Craft Beer feat. Kirk Richardson
    Dec 12 2024
    In this episode of The Sales Gravy Podcast, Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country, to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon. Key Takeaways: – Resilience in Craft Beer Market: Despite challenges in the beer industry, craft beer gained a 13% increase in market share in 2023, weathering the storm better than large-scale breweries. – Significance of Hops: Hops, a core ingredient in beer, play a vital role in flavor, aroma, and shelf life. Varieties include aroma, bittering, and dual-purpose hops, each contributing to unique brewing profiles. – Historical Roots of Sours: Sour beers trace their origins to Belgium, where open fermentation with wild yeast created distinctive flavors, making them one of the oldest beer styles still enjoyed today. – Seasonal Beer Preferences: Beer choices often align with the seasons, with lighter options like sours and lagers favored by many in warmer months and darker stouts and porters during colder seasons. – Challenging Stereotypes: While there is often some misconception around craft beer enthusiasts, the craft beer experience is accessible and welcoming, offering something for everyone regardless of expertise. – Cultural Significance of Brewing: Brewing dates back thousands of years, with craft beer continuing traditions like those of ancient Egypt, where beer was used as both sustenance and currency. – Breweries as Social Hubs: Breweries cater to diverse personalities, providing spaces for extroverts to socialize and introverts to enjoy solitude, fostering connections and memorable experiences. – Storytelling in Craft Beer: The industry thrives on the stories of its people, from the challenges of sourcing ingredients to the inspirations behind unique brews, enriching the craft beer community. – Navigating Supply Challenges: Craft brewers often face supply chain hurdles, particularly in sourcing specific hops, yet their creativity and adaptability in dealing with these issues are often what drive the industry forward. – Craft Beer’s Universal Appeal: With its wide range of styles and flavors, craft beer continues to bring people together, celebrating diversity in taste and creating lasting bonds through shared experiences. https://youtu.be/r_7XsernY7Y?feature=shared The Role of Craft Beer in Modern Culture Craft beer holds a unique place in today’s beverage market, offering a blend of tradition, innovation, and community. With its roots deeply embedded in history and its appeal growing across diverse audiences, craft beer has become more of a cultural experience than just a drink. Craft Beer’s Market Growth and Resilience The beer industry has faced significant challenges in recent years, from shifts in consumer preferences to economic pressures. Despite this, craft beer has demonstrated resilience, gaining a 13% increase in market share in 2023. While larger breweries have struggled, craft beer’s ability to innovate and connect with its audience has allowed it to thrive. The Essential Role of Hops Hops, one of beer’s four primary ingredients, are integral to the brewing process. They contribute to the beer’s flavor, aroma, and longevity. Brewers use different types of hops (ex. aroma, bittering, and dual-purpose) to craft a wide range of styles. However, the supply chain for hops can be unpredictable, with shortages and oversupply cycles creating challenges for brewers. A Historical Perspective on Sour Beers Sour beers, one of the oldest styles of beer, have a storied history dating back to Belgium. These beers were traditionally made through open fermentation, allowing wild yeast to develop their signature tart flavor. Today, sours remain popular for their unique taste and connection to brewing’s historical roots,
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    1 hr