Referral selling seems pretty simple, right? All you need to do is tell your salespeople to ask for referrals. Why wouldn’t they latch onto their most powerful sales strategy? After all, referred salespeople: Score every meeting at the level that c

The automotive industry is really starting to come around to the idea that they must have chat on their websites. It has moved from being a luxury to becoming a requirement due to the increased use of mobile and the trend towards real-time communicat

Today’s consumers expect the ability to research and buy anything online, at any time, on any device. With the continuous rise of online shopping, it’s no surprise that more and more buyers are purchasing factory auto parts online. The benefits,

Young people aren’t driving differently. They’re shopping differently. And that’s a good thing. The automotive industry is increasingly focused on the car-buying habits of the “Millennial” generation: car buyers born after 1980. Dealers hav

It’s very easy for those of us who have been on both the retail and vendor side of the automotive industry to focus all of our efforts on generating leads and driving sales. It’s natural. We all want to sell more cars and leads are often

You’ve been there before. You might be there right now. You’ve got a laundry list of things that will move the sales process along: You have to follow up with your new prospect, you have to fill out that damn paperwork, and you’ve been meaning

It’s your first day as an Internet Manager. Congratulations! You are now in a position of leadership for your dealership’s digital presence, an opportunity that is exciting and challenging. It is also a critical position for your dealership’s s

Social Media use in the car dealership is different today than it was just a few years ago. It’s interesting how in a short period of time being active on social media has evolved from something that was considered ‘free’ and optional to som

It’s usually the spring season that brings about thoughts of “change” and “cleaning up”. But it seems as if we ran past the exercise of “spring cleaning” this year and got right back into selling mode as soon as we moved the snow shovel