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The Future of Automotive Industry

Mukesh Gupta

There is a lot going on in the automotive industry, specifically the car segment. These are my thoughts on the future of automotive industry. Ideas Strategy 3D Printing Airbus flying car Disruptions in Automotive industry Future of Automotive Industry Industry Outlook for automotive Ola OlaShare sharing economy Uber UberPool ZipCarOpen-source.

Automotive: The Profile of a Top Sales Person

Tom Hopkins

The post Automotive: The Profile of a Top Sales Person appeared first on How to Selling Skills. Related posts: The Buyer Interview in Automotive Sales. Activity Breeds Productivity in Automotive Sales. If you’re not already the top sales person in your company, you may have some pre-conceived notions about what that person is like. Aggressive? Intimidating? Persuasive?

The Buyer Interview in Automotive Sales

Tom Hopkins

Related posts: Activity Breeds Productivity in Automotive Sales. Automotive Selling Skills auto sales automotive sales car sales making people comfortable Qualifying sales skills selling skillsThe phrase “buyer interview” may not be one you’ve heard, but it’s one I strongly recommend you understand. In other [.]. Arouse Emotions in Auto Sales.

Sonic Automotive Sets Its Sales Strategy on 'FIRE'

The 1to1 Media Blog

While sales teams are an important driving force for profit in organizations across all industries, Sonic Automotive recognized that most are rarely given the tools necessary to achieve success. There’s more… To read the rest of this blog posting click here or visit

The Connected Car: Transforming the Automotive Customer Experience

The 1to1 Media Blog

The automotive customer experience is becoming increasingly digitized. Automotive electronics are now embedded in drive trains, controls, and in dashboard systems. And while companies such as NVIDIA are making headlines with advances in autonomous driving capabilities at this week''s 2015 Consumer Electronics Show in Las Vegas, the connected car is also creating a host of customer experience opportunities for marketers and automotive customer care leaders to act on. There’s more… To read the rest of this blog posting click here or visit

Body Language Buying Signs

Tom Hopkins

Automotive automotive body language presentation skills selling cars vehicle salesWhen it comes to recognizing body language clues from prospective clients, you must be like a detective. You ask questions relating to their situations, their needs, their likes and dislikes. The post Body Language Buying Signs appeared first on How to Selling Skills.

Pipeliner CRM for Manufacturing: Tiger Coatings Aligns Sales and Marketing and Tames Document Chaos


About Tiger Coatings Tiger Coatings fabricates powder coatings for a broad variety of applications: automotive, industrial, furniture, electronics, retail, appliances, and many more. A “powder coating” is applied as a free-flowing dry powder applied usually over metal, with numerous advantages over conventional liquid paint, including a hard finish that is more robust. Tiger Coatings is [.]

Auto Sales – It’s not what you say

Tom Hopkins

The Buyer Interview in Automotive Sales. Automotive auto sales automotive sales building rapport car sales making people comfortable sales skills selling skills talking with clients It’s not what you say in auto sales, but how you say it that counts, right? I’m certain you’ve heard that cliché hundreds of times. In business, what you say is just as important as how you say it. Related posts: Arouse Emotions in Auto Sales. Avoiding Awkward Beginnings in Car Sales.

Podcast: A Sales Reorg with 99% Customer Retention & 5% Rep Turnover

Sales Benchmark Index

The Enthusiast Network, founded in 1948, is a media company with the largest concentration of males between 18-34 within the automotive and outdoor adventure market. Dan Perry recently interviewed Matt Boice, Vice President of Sales Ops at TEN. TEN has been on a tear lately growing their social followers 512% since 2013 sitting now at 74 million.

Avoiding Awkward Beginnings in Car Sales

Tom Hopkins

Related posts: Activity Breeds Productivity in Automotive Sales. Automotive auto sales automotive sales building rapport car sales making people comfortable selling cars selling skills vehicle salesWhen you meet someone for the first time in your dealership, your goal is three-fold. You want to get them to: 1. Like you; 2. Trust you; and 3. Want to listen to you. Those three elements are absolutely necessary in order for them to make a buying decision based on the [.]

Lessons from a Failed (Billion Dollar) Business Model Innovation Attempt

Mukesh Gupta

Business Model Innovation Startups Automotive Better Place Business model innovation Lessons LEarnt Startup strategy In May this year, Better Place , an auto tech company filed for bankruptcy , burning close to a billion dollars. They had a brilliant solution to a complex problem. Their idea was to replace fossil fuels with batteries – literally.

Arouse Emotions in Auto Sales

Tom Hopkins

Automotive auto sales automotive sales client contact Presentation/Demonstration sales closing sales skills selling skillsWhat is the emotional process that leads to the purchase of a new vehicle? It begins with a new development in the buyer’s self-image. If the [.] Related posts: Arouse Emotions, Don’t Sell Logic. Selling with Emotions.

How Tesla Is Threatening An American Sales Tradition

Sales Benchmark Index

If Tesla can outlast the political opposition , it may revolutionize the automotive sales channel. Most Americans don’t like negotiating over a price. However, one icon remains at the epicenter of haggling: the auto dealership. The activity is so painful that CarMax built a successful company skirting this tradition. This is good from an accounting standpoint. Is your channel threatened?

Respectful Creativity: Encouraging Different Viewpoints on Your Team

The Productivity Pro

If they’d given up, the development of the automotive industry might have been significantly delayed. “ One of the most sincere forms of respect is actually listening to what another has to say. “ – Bryant H. McGill, American self-improvement writer and speaker. Effective teams are most often led by leaders who expect innovation and therefore encourage diverse viewpoints. 2016).

Explaining Customer Loyalty and IIoT Customer Retention

Babette Ten Haken

Do they resemble the post-service, perception of service delivery quality surveys used in the automotive, airline and hotel/entertainment industries? Explaining customer loyalty and customer retention for the IIoT ecosystem seems like comparing apples and oranges. Are these practices mutually exclusive? Let’s explore, shall we? Can traditional customer loyalty models serve IIoT environments?

Expanding the Mindset for Location-Based Services

The 1to1 Media Blog

Recently, automotive dealers, airlines, and companies in other industries have begun testing out new applications for geo-location that are broadening opportunities for engaging with customers. The promise of providing the right customer with the right messaging at the right time has long been sought after by marketers. geolocation localizedoffers mobileengagement

Decision-Making in Sales

Tom Hopkins

The Buyer Interview in Automotive Sales. Decision-making in sales situations is not drastically unlike making decisions in life in general. Before you can help a potential client make a decision about owning your product or service, you must have certain knowledge. That knowledge will give you power in the selling situation because knowledge is power but only when properly applied.

“I’ve Never Ever Sold A Computer Or Piece Of Software”

Partners in Excellence

The ability of a tier 1 supplier in the automotive industry to keep a $107 million a year contract with a key customer. Many of you know that I spent much of my career in IBM, starting as a sales person moving into the management ranks. Over that period of time, I think either the teams I led or I collected billions in revenue from the computers and software we shipped to our customers. In spite of those billions in revenue, I never sold a computer or software system. The ability to reduce waste and scrap in the foundry process by millions each year. What are you selling? .

PowerViews with Dan Waldschmidt: Changing the Conversation


However, Henry Ford declared bankruptcy five times before redefining the automotive business and, along the way, modern manufacturing. Joining me today is Dan Waldschmidt, founder of Waldschmidt Partners International. Dan's privately-owned firm specializes in executive strategy and business strategy. They've helped companies worldwide change the conversation and dominate their industry.

Exceptional Leadership Achieves Sustainable Results

Increase Sales

Back during the automotive bailout by the US Federal government, Ford was the only domestic vehicle manufacturer to turn down that very tempting offer. Leadership is what separates the exceptional organizations from those just barely holding on within the marketplace. Exceptional leadership looks ahead of the future business flow and makes calculated guesses based on the leader’s knowledge of the industry, the marketplace and most importantly the organization. These behaviors spur business growth. Under Mullay’s leadership, sustainable results are starting to be noticed.

Breaking Down the Buyer’s Journey for SMB Marketers


In this scenario, we’ll put ourselves in the shoes of Mitch, who is an operations manager for an automotive manufacturer. If you feel like discussions about the buyer’s journey have suddenly popped up all over the place, you’re not imagining it. While it’s easy to dismiss these conversations as nothing more than the latest buzzword, that would be a mistake. What is the Buyer’s Journey?

Buyer 51

The Exploited and Expensive Myths of Motivation – Friday’s Editorial

Increase Sales

In the book Change or Die , the author shared a story about an automotive plant in California. Motivation of others continues to be an exploited and expensive myth. To create this culture of motivation (change) comes of course with a price tag and usually an expensive one that (as their are always exceptions) generates no sustainability and limited to or no return on investment.

Guest Article: “What Two Botched Sales Calls Taught Me,” by Kelley Robertson

Sales and Management Blog

Kelley has worked with a wide range of businesses in a variety of industries including manufacturing, health insurance, retail, consumer electronics, travel & leisure, automotive, advertising, health supplements, and many more. What Two Botched Sales Calls Taught Me by Kelley Robertson. I still remember the first two sales calls I made although they were almost two decades ago. One was a cold call and the other was a face-to-face meeting. I think I made every mistake in the book but these two stand out the most. Sales Blunder #1. It was 1995 and I was in transition. Woo hoo!”.

The Digitization of Everything: It’s Impact on the Buyer’s Journey and Marketing’s Role

Brian Vellmure

In 2012, Google and Shopper Sciences did a study of the purchase journey of 3,000 different customers in tech, CPG, automotive, and finance, and literally found 3,000 different paths to purchase. For nearly a century, the buyer’s journey was relatively linear. Advertising messages distributed across a few mass media outlets were the primary method of spreading awareness.

Moving Into Our “Discomfort Zones”

Partners in Excellence

Organizations that don’t change, join the ranks of most of the US steel industry, much of the automotive industry, dozens of high tech corporate carcasses, and countless other examples. As sales people, we get frustrated with customers that are slow, reluctant, resistant to change. We want them to embrace change, moving forward; because moving forward presents us an opportunity to sell. But turn the mirror on ourselves, and we are as reluctant as everyone else to change. We cling to what we have always done, we resist, we stay rigidly entrenched in our comfort zones.

Forrester's Harley Manning: Audi of America Revs Up the Customer Experience

The 1to1 Media Blog

When I talk to people at automotive companies, they''re always interested in what Audi is doing. In part, because Audi is Volkswagen Group''s (VW Group''s) main profit driver, contributing about 40 percent to VW Group earnings. And in part it''s because when you talk to Audi owners -- like John Vanderslice, global head of Hilton''s luxury and lifestyle brands -- you get an earful of how much they love the brand. There’s more… To read the rest of this blog posting click here or visit audi customerexperience customerloyalty customerservice customerstrategy

A 3-Step Plan for Writing Back-to-School Subject Lines that Get the Grade

Vertical Response

Email marketing specialist Laura Baugh with Team Velocity Marketing specializes in automotive marketing. Reading, writing and … subject lines. Yes, it’s time to start sending back-to-school emails, newsletters and offers. To brush up on school-themed subject lines , we’ve created a mini lesson plan just for you – So take notes. A car dealership did. Be specific.

What You Must Do for BETTER Sales Prospecting

The Sales Hunter

So, one week you may focus on the health care industry and the next week you may focus on the automotive industry. Do you struggle with prospecting by phone? For many salespeople, having to make prospecting telephone calls is one of the most difficult parts of their job. Problem is many times their failure to have a process is the reason they’re not successful. Focus by key industry.

Q&A with Olivier Mourrieras, Vice President, Customer Experience Centre of Competence, E.On, Part 1

The 1to1 Media Blog

Here''s an objection I sometimes hear when I talk to people about how improving customer experience can boost business performance: "Sure, it sounds great for glam industries like automotive or fashion. But I sell widgets.". There’s more… To read the rest of this blog posting click here or visit

Rethinking Account And Opportunity Prioritization

Partners in Excellence

Likewise manufacturing could be process, discrete, consumer products, electronica components, automotive, aerospace, basic materials, technology, medical devices, and on and on and on. I’ve written quite a bit about the importance of defining our “sweet spots.” Too often, the definition of sweet spots is far too broad or general. But any of these are huge.

Shift from Competing Organizations to Competing Networks

Mukesh Gupta

There is one such network already functioning, in the highly competitive automotive manufacturing industry. In the past few years, I have started seeing a definite trend that is shaping up and one that can have an immense impact on all of us and how we do business. They win the deal together or lose the deal together to a different network. So it is for Google’s mobile platform.

Are We Speaking The Customer’s Language?

Partners in Excellence

A very simple example–many years ago, I managed an organization whose key customer segments were automotive and aerospace design engineers. Automotive engineers tended to talk about “flow lines,” aerospace engineers tended to talk about “aerodynamics.” Recently I was in China in a series of meetings with CEO’s of Chinese companies. The meetings were great, but we each struggled to maximize their impact. My Mandarin is very limited–basically to “Hello,” “Thank you,” and a couple of other words.

How To Use Specialization To Differentiate Your Business

Ian Brodie

If your potential client is in automotive, if they’re a car sales company, and they’re looking for sales training for their staff, then given the choice between a generic sales trainer and a specialist in automotive sales, they’re probably going to pick the specialist, all other things being equal. Video Transcript. Hi, it’s Ian here. See you after the break.

Experiencing What Our Customers Experience

Partners in Excellence

I was heavily involved in the automotive industry at one point in my career. I’d meet with the top executives of some of the US automotive manufacturers. Too often, there’s a huge disconnect between our organizations and our customers. Our customers and prospects are frustrated with us and we don’t understand the frustration. Let me step back a couple of decades.

Close Sales with Leading Questions

Tom Hopkins

The Buyer Interview in Automotive Sales. Leading questions are questions that help you steer the conversation to the information that helps you determine if your product is right for your client — these questions guide and convince. Most sales people are tempted to tell their buyers what to believe instead of asking questions that allow the buyers to come up with their [.]

Podcast Interview

Tom Hopkins

The Buyer Interview in Automotive Sales. I did a podcast interview with Rod Khleif of Lifetime Cash Flow through Real Estate Investing. Rod has graciously agreed to allow me to post the link to the interview here. I hope you enjoy listening in. Listen in here>>

HELP!!! – This Poor Sales Person Can’t Sell!

A Sales Guy

The product that I am selling/marketing is a software product for Automotive, Aerospace, Networking and educational sectors. It’s not uncommon for me to get emails requesting help from sales people or sales leaders. But, I got one this morning and I felt terrible for this person. They are dying on the vine and are desperate to break the sales code and start selling before they give up entirely. You can feel this person’s frustration and agony. They are clearly not happy. There is nothing worse than not liking your job. Here is the email I received this morning. ah s**t!

B2B 8

Can CIO’s or CTO’s become Agents of Innovation or Transformation

Mukesh Gupta

There are industries that are currently at the cusp of major transformations (Print media, automotive, retail). Recently, Dan Burrus wrote a couple of blog post for HBR, where he expects that CIO’s and CTO’s to embrace new roles within their organizations. He expects and the CIO’s should embrace the role of Chief Innovation Officer and CTO’s to embrace the role of Chief Transformation Officer. Organizations in these industries will need to re-invent themselves so that they continue to stay relevant in the new age.

Poor Communication Can Kill Personal Productivity

The Productivity Pro

For example: I like to tell the story of a CEO at an automotive company who asked an accountant for a ballpark estimate on something—an estimate he thought might take 15 minutes to produce. “What we’ve got here is a failure to communicate.” ” — Actors Strother Martin and Paul Newman at various times during the film Cool Hand Luke, 1967. “It seems rather incongruous that in a society of super-sophisticated communication, we often suffer from a shortage of listeners.” ” — Erma Bombeck, American humorist. ” — Paul J.

Podcast Interview on Sales Chalk Talk

Tom Hopkins

The Buyer Interview in Automotive Sales. Hugh Liddle, THE Sales Wizard, and co-host Jim Hamlin interview a huge variety of special guests who share Ideas about sales, marketing, business and success that will help you create more sales and more income for you and your company. They have interviewed me a couple of times and sent this link for me to […]. Audio Selling Skills