Turning Metrics Into Money: Know What Your Customer Knows Before They Come In Mobile technology has impacted every aspect of the consumer’s shopping cycle. No longer do they shop online alone, at home. It may be during a ten-minute break on their

As the Greek philosopher Heraclitus famously stated, “No one ever steps in the same river twice, for it’s not the same river and he’s not the same person.” The same principle of constant change also applies to the automobile market—

When it comes to sales, embracing the uncomfortable aspects of the process is key. Top performers know this, and that is why they shine. Sales discomforts trigger a hard-wired “response to fear” category in our brains. This primal instinct makes

Focus on “share of voice” to turn demand into consistent conversions, sales. Did you meet your sales goal for 2013? In-market demand was strong last year, with 2014 off to a rocket start. New research by Compete’s Lincoln Merrihew (Automotive 2

Let me first point out the odds of becoming a sales manager in the automotive industry. There are approximately 20,000 new car dealers in the US and Canada. They will average approximately seven new sales people a year between them. Do the math on th

Social media is like a combination of every automotive event in which your dealership has ever participated. With social media, you can show off your products and services, educate the consumer, find quality leads, and make sales. Many customers will

Your strengths drive your success – and your weakest skills and habits hold you back. It shouldn’t come as a surprise to learn that most salespeople do more things wrong than they do right in the selling process. Why? Lots of reasons – mostly b

Success is defined as “the accomplishment of an aim or purpose.” That should tell us a lot about the value of goals and how we should approach them. Some of us never reach our goals, because we never set any. We may want to be successful, but wit

5 ideas for personalizing the online car shopping journey, from Autochart. You know more than you think about your visitors If I’m shopping on your dealership website, you can form quite a detailed persona on me. You know what website I’ve just a