Resource Center - Industry Articles
Turn Callers on the Phone into Customers in the Showroom
by Pogo Parr, October 24 2011
It’s all about making the connection. There are key areas your salespeople should be versed in when handling incoming prospect calls that can make the difference between a lost opportunity and a sale. Read More »
Dealer Spotlight - Chris Leith Automotive
by Johnny Dudley, August 24 2011
Chris Leith Automotive in Wake Forest, North Carolina, is part of the Leith Group, which has been in business since 1969. Its operations manager, Johnny Dudley, has been in the automotive sales and management arena for more than twenty years. He oversees the daily operation of the dealership’s Kia, Dodge and a pre-owned superstore. Read More »
How Many Sales Opportunities Will You Lose Today?
by Pogo Parr, July 13 2011
Even in our digital age, 75% of all auto purchases still begin with a good, old-fashioned phone call. Read More »
Survey Says Car Dealership Professionalism Trumps Price
by Steve Finlay, WardsAuto.com, June 20 2011
Customer treatment often trumps price at car dealerships, a new study says. Read More »
AutoSuccess Magazine - How Many sales Opportunities Will You Lose Toay?
by Pogo Parr - Vice President Sales - CallSource Auto Division, May 1 2011
*How Many Sales Opportunities Will You Lose Today?* Read More »
CallTrack® and the Evolution of the Call Tracking Industry
January 18 2011
Direct-response advertisers needed an efficient way to track and compare the number of leads and cost-per-lead for the various sources and forms of marketing they use. Print and electronic media needed an objective way to prove their value to their advertisers. In 1994, when CallSource invented call tracking as a service, both got their wish. Read More »
Staying on Top of the Automotive Market – Even in Tough Times
by Tim Gomoll, December 15 2010
Staying up-to-date on the latest marketing technologies is crucial to remaining competitive in today’s automotive industry. Now, more than ever, auto dealerships must be on top of their game to stay on top of the market. What can you do to increase sales and stay competitive – even in tough economic times? Read on. Read More »
Customer Service is Dead!
by Tom Asacker, December 15 2010
Back in the day, when customer service was king, I worked after school pumping gas and handing out collectable tumblers at my father’s service station. That’s what they called it back then: A service station, not a gas station. The consistent delivery of fast and friendly service was a significant source of differentiation and, in many cases, a customer’s compelling reason to choose that station. It is strikingly different today. Customers not only pump their own gas (except in New Jersey and Oregon where the law prohibits it), they also scan and bag their groceries, configure their computers, manage their stock portfolios, and check themselves at the airport. On the chance occasion a customer needs assistance, more often than not it’s to have a question answered or a product exchanged. Read More »
How to Get Customers for Free!
by Randall Murphy, November 29 2010
Before we dig into the intriguing and profound world of the word “free,” let me first say that I’m a sales trainer/consultant, not a web designer, but there’s a common oversight when it comes to designing a website. All companies want a website that’s “going to bring in so much business they won’t know what to do with it all.” However, they rarely, if ever, consult with a sales or marketing expert. There are four major components to website design: Coding, graphics, SEO optimization/marketing, and the sales pitch. Coding and SEO professionals are now a dime a dozen. A good graphics person is harder to find. And great sales gurus, or web copywriters, are rare. Read More »
Want an All-Star Team? Be an All-Star Coach!
by Chuck Bonanno, November 29 2010
One of the greatest challenges of running a profitable business is finding the right team to run that business. It is difficult to find quality team members and the process of recruitment can be a painful one. But recruitment is really just step one of the long process of creating an all-star team. Once a team member is hired the real process begins. The process of training is where your all-stars are made. If you try to hire only “proven” superstars, you will be disappointed much of the time. Read More »
