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

Loyalty programs: How to use them more effectively at your car dealership

Steve Mitchell - December 6, 2023

In selling products, dealerships have an incredible opportunity to acquire new customers and retain existing ones. But, according to S&P Global Mobility, the truth is that nearly 34% of owners...

Sean Gardner joins CBT Now to offer three sales strategies dealers can use to drive more holiday traffic to the showroom.

Sales & Marketing

Top 3 sales strategies to drive holiday traffic to your dealership — Sean Gardner | Joe Verde Group

CBT News Staff Writer - December 5, 2023

The holiday season is in full swing, meaning now is the time for dealers to implement the right sales strategies and drive traffic to their showrooms. However, with demand for...

New and used vehicles are selling more slowly and for less money than in 2022, noted a recent iSeeCars analyst. Used cars have fell by 33.7%

Sales & Marketing

Report shows, EVs are the slowest selling section of the used vehicle market

Jaelyn Campbell - December 4, 2023

There's no doubt that the 2020 pandemic has caused a significant decline in vehicle pricing and sales times. On average, new and pre-owned vehicles are selling more slowly and for...

Matt Easton, founder of the Easton University, joins Jim Fitzpatrick on Inside Automotive to share a few of his “power questions."

Sales & Marketing

How to ask well-crafted questions that positively influence buying decisions — Matt Easton

CBT News - December 4, 2023

In business and in life, oftentimes what we ASK someone is far more powerful than what we TELL them. Matt Easton, founder of the Easton University sales coaching system, joins...

Let's delve into the fascinating interplay of psychology and decision-making as we dissect the car buyer's journey

Sales & Marketing

Decoding car buyer personas: Understanding emotional triggers and decision-making factors

Steve Mitchell - December 4, 2023

Everyone likes to think they're logical. That their decisions, particularly those with substantial financial implications, like purchasing a car, are based purely on objective analysis. Yet, more often than not,...

Sales & Marketing

4 simple tips to improve your dealership’s reconditioning process

Brian Jones - December 4, 2023

How long does it take your dealership to recondition a used vehicle? If you are one of the top performers, the answer would be 24 hours or less. Does it...

Expert insights on the dynamics of EV sales: comparing direct-to-consumer and traditional dealership models in the electric vehicle market.

Sales & Marketing

Future of EV sales: direct-to-consumer vs franchise dealers — Matt VanDyke | Shift Digital

CBT News - November 30, 2023

In recent years, the retail automotive industry has seen dramatic changes in the ways consumers shop for and purchase electric vehicles (EVs), challenging the traditional franchised model with direct-to-consumer sales....

Sales & Marketing

Synchronous vs. Asynchronous customer communication: is your dealership using both?

Kimberly Hurley - November 30, 2023

All businesses, including car dealerships, face the challenge of figuring out how exactly to connect with customers in order to meet and exceed sales goals. Two general communication styles that...

Sales & Marketing

First-party data: a marketing goldmine for dealers

Noah Lee - November 29, 2023

Macroeconomic and industry-specific challenges continue to impact how dealers do business. From inflationary pressures and rising interest rates to vehicle inventory challenges, fluctuating prices, and now the UAW strike, the...

J.D. Power has projected an increase to the seasonally adjusted annualized rate (SAAR) for total new-vehicle sales, to 15.5 million units.

Sales & Marketing

Nov. U.S. auto sales expected to soar: new-vehicle sales up 10.2% year-over-year

CBT News - November 27, 2023

According to a joint forecast from J.D. Power and GlobalData, the automotive retail industry is witnessing a significant upswing in November, with total new-vehicle sales projected to hit 1,236,000 units,...

Sales & Marketing

Loyalty programs: How to use them more effectively at your car dealership

Top 3 sales strategies to drive holiday traffic to your dealership — Sean Gardner | Joe Verde Group

Report shows, EVs are the slowest selling section of the used vehicle market

How to ask well-crafted questions that positively influence buying decisions — Matt Easton

Decoding car buyer personas: Understanding emotional triggers and decision-making factors

4 simple tips to improve your dealership’s reconditioning process

Future of EV sales: direct-to-consumer vs franchise dealers — Matt VanDyke | Shift Digital

Synchronous vs. Asynchronous customer communication: is your dealership using both?

First-party data: a marketing goldmine for dealers

Nov. U.S. auto sales expected to soar: new-vehicle sales up 10.2% year-over-year

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