The Sales & Marketing category delivers actionable insights and strategic guidance for dealership professionals focused on boosting revenue and customer engagement. From lead generation and CRM strategies to advertising trends, digital retailing, branding, and showroom performance, explore the tools and tactics that drive sales growth and marketing success in today’s competitive automotive landscape.

Sales & Marketing

Pre-Roll Video Must Be Part Of Your Marketing Arsenal

Amy Farley - September 21, 2015

Online video coupled with traditional advertising enhances your targeting of qualified, in-market prospects. BY AMY FARLEY Online video is engaging, effective and growing tremendously, as more and more companies in more and...

Sales & Marketing

Fundamental Approach To Dealership Follow-Up

Glenn Pasch - September 17, 2015

Avoid the tendency by dealers to believe lessons are automatically absorbed; plan for successful implementation instead. BY GLENN PASCH The dealership’s day began with a quick sales meeting. Twelve salespeople and...

Sales & Marketing

Stop Waiting Until Negotiating Price To Discuss A customer’s trade-in

Mark Tewart - September 16, 2015

Addressing the customer’s trade-in before looking at a new car makes strategic sense, for a lot of reasons. BY MARK TEWART There is a lot of talk in our industry today about speeding...

Sales & Marketing

Is your dealership relying on internet leads alone?

CBT News - September 14, 2015

What has the lowest percentage of engagement and conversion of virtually any form of communication? If you guessed emails, you would be correct. In fact, the average email open rate...

Sales & Marketing

How the finance department can make a great first impression

CBT News - September 14, 2015

A couple agrees to buy the vehicle you're selling. Once all parties approve the deal, does it matter how and when the customer gets into finance? Sales expert and management trainer...

Sales & Marketing

Failure To Properly Handle Inbound Service Calls Hamstrings Service Departments

Bill Wittenmyer - September 14, 2015

Start with a small BDC team and take other steps to catch all customer phone calls. BY BILL WITTENMYER During several of my recent speaking engagements, much debate has arisen over...

Sales & Marketing

Steps To Ensure More Of Your Dealership Web Traffic Is Qualified Sales Leads

Tim O'Rourke - September 8, 2015

Emphasize only the cars you want to sell now, reallocate your digital media spend and refine your search terms. BY TIM O'ROURKE Differentiating your dealership from its local competitors is more challenging...

Sales & Marketing

Is Your CRM A Bad Fit Dealership Business Model?

Zach Klempf - September 4, 2015

Warning signs that you should look for a different CRM. BY ZACH KLEMPF Today’s car buying marketplace demands nothing less than a connected, personalized customer experience. Consumers want dealerships to know who...

Sales & Marketing

How far does your dealership go to make customers happy?

CBT News - September 1, 2015

How far does your dealership go when it comes to making people happy? Shaun Del Grande, owner of the 15-brand, 14-store Del Grande Dealer Group in San Francisco, says happiness...

Sales & Marketing

Customize Landing Pages To Ensure Car Shoppers Are Glad They Clicked On Your Online Ads

Frank Lopes - September 1, 2015

If searches don’t take them directly to the relevant message for that make and model, they will keep looking elsewhere. BY FRANK J. LOPES How does your dealership measure user satisfaction...

Sales & Marketing

Pre-Roll Video Must Be Part Of Your Marketing Arsenal

Fundamental Approach To Dealership Follow-Up

Stop Waiting Until Negotiating Price To Discuss A customer’s trade-in

Is your dealership relying on internet leads alone?

How the finance department can make a great first impression

Failure To Properly Handle Inbound Service Calls Hamstrings Service Departments

Steps To Ensure More Of Your Dealership Web Traffic Is Qualified Sales Leads

Is Your CRM A Bad Fit Dealership Business Model?

Customize Landing Pages To Ensure Car Shoppers Are Glad They Clicked On Your Online Ads

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