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

Sales & Marketing

How to secure lender-qualified payments upfront with digital retailing — Pete Maclnnis | eLEND Solutions

Jaelyn Campbell - June 6, 2023

Today's economic headwinds have forced dealerships nationwide to alter how they achieve customer satisfaction. On today’s Inside Automotive, we’re joined in studio by Pete Maclnnis, CEO of eLEND Solutions, to...

May’s auto sales are defying even Cox Automotive’s initial expectations, as it looks like many automakers are reporting year-over-year gains

Sales & Marketing

May auto sales come in hotter than projections but cool down from April

Chanell Turner - June 6, 2023

May’s new auto sales are defying even Cox Automotive’s initial expectations. It looks like the release of pent-up demand due to an increase in inventory is a significant culprit. Also,...

Sales & Marketing

Reach customers in your neighborhood with these hyperlocal auto marketing strategies

Ben Stewart - June 5, 2023

As a dealer representative, you’ve probably heard of hyperlocal marketing in general. Hyperlocal marketing is important amongst services that often have a local presence, like a car dealership. When a...

In this era of hyper-connected, super-personalized customer experiences, leveraging customer data makes all the difference in car sales.

Sales & Marketing

Types of customer data that will help you better understand and connect with car buyers

Steve Mitchell - May 30, 2023

Are you ready for some detective work? See, in our auto dealership universe, there’s this untapped goldmine that’s waiting for a bit of investigation—call it your version of The Blacklist....

Car buying demographics in the U.S. are evolving, and attracting first-time car buyers, particularly millennials, is increasingly important.

Sales & Marketing

Attracting first-time car buyers: How to understand the needs of younger customers

Joseph Iyanu - May 23, 2023

First-time car buyers, particularly millennials, are becoming an increasingly influential demographic in the auto retail industry. Previously, experts underestimated the interest of this generation in vehicle ownership. However, they have...

Sales & Marketing

Why your dealership should prioritize these 3 important marketing areas — Colin Carrasquillo

Jaelyn Campbell - May 22, 2023

Effective marketing strategies are critical to your bottom line, but in today's ever-changing environment, you may find it hard to keep up. On today's Inside Automotive, we're joined by the...

A keen salesperson will know that closing the sale isn’t a one-size-fits-all situation. Here are some approaches to consider.

Sales & Marketing

Car sales tips: The most effective ways to simplify closing the sale

David Goldberg - May 22, 2023

Endless time with a customer hopefully leads to one thing, closing the deal. But, often this essential task gets treated as an afterthought. Or gets passed on to someone else...

Aaron Baldwin joins Inside Automotive to discuss the complexities of data activation and what dealers should know before choosing a provider

Sales & Marketing

Data activation in the dealership: Using third-party platforms to boost marketing

CBT News Staff Writer - May 19, 2023

Dealers know the importance of collecting and analyzing customer information, but many struggle to understand the complex factors influencing successful data activation. On this episode of Inside Automotive, CBT News...

There are a few approaches you can take to satisfy demanding customers without giving them what they are really asking for.

Sales & Marketing

4 common types of difficult customers and how to handle them

Ben Stewart - May 18, 2023

Some customers are harder to deal with than others. Whether they are loudly yelling out at you, are especially demanding, can’t decide on anything, or are rather critical of everything,...

Leveraging first-party data instead of third-party cookie-based marketing gives dealers more control over customer retention and acquisition.

Sales & Marketing

Marketing challenges dealers can solve with a customer data platform: Key findings from the PureCars Customer Data Survey

Aaron Sheeks - May 16, 2023

By now, you’ve likely heard that Google has planned to phase out third-party cookies in 2024. In the digital marketing landscape, the third-party cookie has been a key component for...

Sales & Marketing

How to secure lender-qualified payments upfront with digital retailing — Pete Maclnnis | eLEND Solutions

May auto sales come in hotter than projections but cool down from April

Reach customers in your neighborhood with these hyperlocal auto marketing strategies

Types of customer data that will help you better understand and connect with car buyers

Attracting first-time car buyers: How to understand the needs of younger customers

Why your dealership should prioritize these 3 important marketing areas — Colin Carrasquillo

Car sales tips: The most effective ways to simplify closing the sale

Data activation in the dealership: Using third-party platforms to boost marketing

4 common types of difficult customers and how to handle them

Marketing challenges dealers can solve with a customer data platform: Key findings from the PureCars Customer Data Survey

Latest Articles

Weekly roundup: REPAIR Act advances, Trump plans not to renew USMCA, New-vehicle prices slip in May

FTC’s pricing crackdown: 3 months since 97 warning letters shook the industry

Group 1 Automotive announces promotion of Bob Andersen to vice president, corporate development and pre-owned operations

America’s salvage yards are burning. Drivers are the ones paying the price

May inventory holds steady at 2.89M, Used-car prices top $30K, Japanese automakers face $40B tariff hit

May inventory holds at 2.89M as robust retail sales tighten market conditions

CarGurus finds used car prices top $30k, new vehicle demand turns positive

Japanese automakers face near $40B hit from U.S. tariffs and EV policy shifts

Trust gap continues to slow autonomous vehicle adoption, JD Power finds

What GM’s autonomous vehicle strategy could mean for dealers