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How to Win in National Accounts with Candace Williams, Director of National Accounts at Califia Farms
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In this week’s episode of the Titans of Food Service podcast, Nick Portillo speaks with food service maven Candace Williams. Set against the background of Candace's expertise in the plant-based beverage space, this dialogue delves into her career trajectory, her innovative approach to national accounts, and her integral role in the ascent of Califia Farms. As the director of national accounts at Califia Farms, Candace provides a firsthand glimpse into the booming plant-based movement and its impact on menu innovation in national chains. She shares her strategic methods for realizing growth and change, and her holistic provision of support services, emphasizing her dedication to excellence in product launches.
Quotes
- "It's because of my presence on LinkedIn, because I'm opening up the conversation and I'm continually on their mind. I also post relevant data about plant-based and what's going on in the industry or what's going on with Califia, so people notice that. So I think that posting on LinkedIn is an important piece, especially in social selling and the new environment we're in, if you're not well versed in social selling, you should learn and get bulk up because it's necessary for today's market." -Candace Williams [24:53]
TIMESTAMPS
(01:52) Candace's background
(06:40) Highlight of restaurant chains leading in food service innovation
(11:43) Candice Williams explains how she got into the food service industry
(13:53) Learning the ropes of food service sales
(20:06) Pricing process for selling products to national accounts
(22:15) Prospecting and building relationships with new customers
(24:04) Using LinkedIn as a tool for social selling
(29:00) Candace’s contact information and upcoming shows
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