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

The forgotten skills your sales team needs to relearn in 2023 — David Kain

CBT News Staff Writer - February 14, 2023

As dealers prepare for the automotive industry's revival, they often find that their sales departments have forgotten skills which were once foundational to their business's success. Vehicle scarcity and high...

Car dealers leveraging social media to sell cars

Sales & Marketing

7 ways car dealers can master social media

Chanell Turner - February 13, 2023

95% of vehicle buyers use digital channels as a source of information, according to Google. Social media platforms are likely included in these channels for potential car buyers. It's understandable for...

Sales & Marketing

3 tasks BDC staff should handle and 3 they should not

Steve Mitchell - February 10, 2023

The Business Development Center (BDC) is the central nervous system of many auto dealerships. It's the hub that makes things happen and the lifeblood that keeps customers returning. That's why BDCs...

Sales & Marketing

What makes lead nurturing different from lead generation?

David Goldberg - February 9, 2023

As easy as it is to lump the lead process into a single bucket, several steps are involved, with lead generation as the starting point and lead nurturing as the...

used car market Monthly wholesale & SAAR prices decline in first half of October.

Sales & Marketing

What changes can dealers expect to see in the used car market this year?

David Goldberg - February 9, 2023

A crystal ball look into the 2023 used car market will be cloudy as this part of the industry responds to more stable new car supplies and higher consumer borrowing...

Sales & Marketing

Marketing in uncertainty: Best practices for car dealerships

Chanell Turner - February 8, 2023

Since 2020, uncertainty has become a running theme for the automotive industry. From material shortages to factory shutdowns, the pandemic became a significant disruption. While some issues have begun to stabilize,...

Sales & Marketing

January auto sales start strong but reveal changing landscape for dealers

Chanell Turner - February 6, 2023

January auto sales are off to a strong start, but they show a possibly altered retail situation for dealers. The automotive industry is facing a variety of unexpected but impactful...

Sales & Marketing

Desking. It’s not broken, but…

Bob Lanham - February 3, 2023

Last month, we launched our new Showroom and Desking solutions, and I had several dealers reach out to me, intrigued. “Why would CarNow enter the desking space?” one asked. Another...

Sales & Marketing

What must auto dealerships focus on this coming year? — Tyson Jominy, J.D. Power

CBT News Editorial Team - February 1, 2023

After a challenging and disappointing year, dealerships are anxious to know what's in store for retail auto in 2023. Consumer research firm J.D. Power is at the forefront of market...

Sales & Marketing

Why fast lead responses are the key to winning conversions in a competitive market

David Goldberg - February 1, 2023

How long does it take your sales staff to respond to a lead? An hour, a day, a week? And is the answer wishful thinking or a verified number? If you...

Sales & Marketing

The forgotten skills your sales team needs to relearn in 2023 — David Kain

3 tasks BDC staff should handle and 3 they should not

What makes lead nurturing different from lead generation?

What changes can dealers expect to see in the used car market this year?

Marketing in uncertainty: Best practices for car dealerships

January auto sales start strong but reveal changing landscape for dealers

Desking. It’s not broken, but…

What must auto dealerships focus on this coming year? — Tyson Jominy, J.D. Power

Why fast lead responses are the key to winning conversions in a competitive market

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