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Sales and F&I

From meeting quota to holding gross, articles to help anyone working in sales.

Managing the Now

You have plenty of tools and processes to manage before the sale. Your ad budget is robust, your website showcases your inventory, you capture leads,

Abstract hexagons with CRM icons

Adapt to business evolution by continuously improving your dealership. Start with these five changes you can implement with your CRM.

Letter blocks flipping to say Fact or Fake

Have you played “two truths and a lie” before? The concept is simple. I give you three statements – two are true, one is false.

Abstract data points

Predictive data is a hot topic. Companies like Target and Amazon are leading the charge to analyze customer behaviors and profiles to determine buying likelihood.

Man bumping fist into air

Picture this: you’re one car away from meeting your monthly sales goal, which comes with a nice incentive from the manufacturer. Your salesperson sits down

Most people have a love-hate relationship with their CRM tool. In fact, Accent says only 13% of sales teams are satisfied with theirs. That’s because

Hexagons with CRM icons

Your CRM tool is effective at helping your salespeople follow up with customers, but that’s not enough.  “Customer relationship management” is dealership-wide and it’s ongoing. 

Pile of coins next to vehicle

You can hardly scroll down an automotive blog or website or flip through an industry magazine these days without seeing references to market-based pricing.  Certain

Abandoned Sears store

It’s important to take time and reflect every now and then. It helps us make sure we have learned something in preparation for the future.

Young people holding mobile phones in a circle

Millennials are almost 40 and the buying habits they brought about are now the norm. Now the next generation – Generation Z – is starting