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Tools of the trade — processes for developing a robust dealer network

microphone held in upraised hand

Utilizing the sales funnel in the musical instrument and pro audio business

Any student of our craft has likely heard of or implemented a “sales funnel” during their career. It’s a tried-and-true method that defines the steps from prospective account identification to the delivery of an opening order. There are tools available to automate this process, but … [Read more...]

NAMM is over. What’s next?

strolling skeleton with guitar next to headline: 8 week cycles buying & selling

The cyclical nature of sales in the musical instrument and pro audio business

It’s post-holiday, and your company just enjoyed a successful NAMM show. In many ways, the new product releases, prospecting, dealer meetings and sheer energy emanating from the show floor kick off the New Year. The weeks that follow the annual pilgrimage to Anaheim and other periods … [Read more...]

Maximizing Your Efficiency as a Traveling Account Manager

wall of six-string acoustic guitars in a colorful array

Utilizing concentric travel and selling methods as a musical instrument and pro audio road rep

As sales professionals, especially in today’s wired world, we have many tools at our disposal to improve efficiency. Some of them appeared to have promise, such as the so-called “paperless office.” For many, this concept never fully came to fruition, based on the … [Read more...]

Being positive and prepared as a field sales representative

saxophonist in tux, hat and sunglasses playing in front of a wall that says music saves today

Account managers in the musical instrument and pro audio business can affect their own destiny

A recent trip down memory lane brought back reflections of days gone by, but has anything really changed? Yes, retail channels have consolidated, and the rise of e-commerce has made an indelible mark on our business. Rather than complaining about the upheaval, how … [Read more...]

How technology has changed the life of the field sales representative

city street scene, showing old-style pay phone in the foreground

Musical instrument and pro audio road reps have the world at their fingertips today

One sunny morning in 1987, I drove north on Route 15 from Frederick, Maryland, to Harrisburg, Pennsylvania. I had recently taken on the Mid-Atlantic Region for Ensoniq, an up-and-coming manufacturer of synthesizers and sampling keyboards. My wife and I had pulled up stakes and … [Read more...]

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Welcome to the show.

Sound Marketing sits at the intersection of music, sales & marketing. We explore how insightful strategy, focused tactics, and organizational change will help manufacturers be heard over all the noise in the musical instrument marketplace.

My name is Doug Nestler, and I’ve spent 38 years—still going strong—in sales & marketing. My resume includes roles in all areas of channel management and distribution, and Sound Marketing is a way to share my expertise with you.

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