#215 - Ask-Me-Anything with Sales Pro Matt Merson

Turn every BFCM QR code scan into sales—get the free report now: www.uniqode.com/bfcmcpg In this episode of the Startup CPG Podcast, Daniel Scharff is joined by Matt Merson, Head of Strategy and Sales at Once Upon a Coconut, and a veteran executive with more than 30 years of experience in the CPG industry. Together, they dive into the most pressing sales questions from the Startup CPG community. Matt shares his perspective on negotiating DSD contracts, managing free fills, and the critical role of strategy, culture fit, and attitude in building successful sales teams. Drawing from his extensive career across both large corporations and emerging brands, Matt offers founders practical advice to avoid common pitfalls and accelerate growth. Tune in now to learn how to strengthen your sales strategy, make smarter distribution decisions, and position your brand for long-term success! Listen in as they share about:Sales Compensation & Team StructureWorking with DistributorsNegotiating DSD ContractsCoupon StrategiesDistributor Programs & Trade ShowsFree Fills & Sell Sheet Best PracticesCareer Advice for Aspiring Sales Pros Episode Links: Website: https://onceuponacoconut.com/ LinkedIn: https://www.linkedin.com/in/matthew-merson/   Don't forget to leave a five-star review on Apple Podcasts or Spotify if you enjoyed this episode. For potential sponsorship opportunities or to join the Startup CPG community, visit http://www.startupcpg.com. Show Links:Transcripts of each episode are available on the Transistor platform that hosts our podcast here (click on the episode and toggle to “Transcript” at the top)Join the Startup CPG Slack community (20K+ members and growing!)Follow @startupcpgVisit host Daniel's Linkedin Questions or comments about the episode? Email Daniel at podcast@startupcpg.comEpisode music by Super Fantastics Don’t miss the chance to connect with investors and brands—secure your spot at fandf.startupcpg.com