INDUSTRY INSIGHTS YOUR PEERS ARE READING
You see it a lot in the automotive market and higher-earning incentive channels. Author: SMM Research from the Incentive Gift Card Council (IGCC) and the Incentive Research Foundation (IRF) shows the majority of U.S. businesses?—?fully fully 61 percent?—?are MORE
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. MORE
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. MORE
a distributor of products and services to the MRO and automotive marketplaces. Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. They are entrepreneurial, self-motivated, curious and persistent. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text. MORE
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. MORE
More about our guest Lisa Copeland: With over 25 years of proven success, Lisa Copeland is a dedicated pioneer in the field of automotive sales and brand strategy. She has been a trailblazer to revolutionize the automotive industry and has received many awards and recognitions along the way. MORE
I have been featured in major publications including featured by Automotive News, Advertising Age and Edmunds.com for my unique social media marketing and self-promotion efforts.” On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel Intercontinental in Buckhead and Cirrus Insight did a great job as a sponsor. MORE
Related posts: Professional Selling – Automotive. Believing in yourself is the first step to success in sales. A lack of self-confidence will be evident to others and cause them to hesitate doing business with you. On a scale of 1 to 10 (with 10 being “outstanding”), how strongly do you believe in your abilities as a sales professional? I’m going to […]. The post Believing in Yourself as a Sales Professional appeared first on How to Selling Skills. MORE
Related posts: Activity Breeds Productivity in Automotive Sales. Automotive Selling Skills auto sales automotive sales car sales making people comfortable Qualifying sales skills selling skills MORE
One of her clients, in the automotive industry, is being upended by an unexpected force. In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy. MORE
Automotive activity chart auto sales automotive sales car sales productivity selling carsWhat are you going to do today that will lead to more sales? If you have a list of business-building activities to complete, wonderful! If you do not, let me show you one that has worked for others for many years. Early in my sales career, I identified activities I could do during non-client times [.] Related posts: Activity Breeds Productivity in Network Marketing. MORE
Automotive. You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. MORE
Stand-outs are in the health, financial services and automotive sectors. The automotive industry, on the other hand, has developed several AI applications, from vehicle design to marketing and sales decision-making support. MORE
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. MORE
Some retail stores such as automotive to industries such as lodging have extensive data about their customers and understand the overall value every potential customer brings to their establishment. To develop customer loyalty means that you must know what to do and probably change your paradigms. Loyal customers have different expectations than just satisfied ones. Customer Loyalty Coaching Tip: The digital disruption will impact your paradigms about loyal customers. MORE
Many automotive salespeople who haven’t yet reached the professional stage think professional selling is exactly the opposite of what it really is. The post Professional Selling – Automotive appeared first on How to Selling Skills. Related posts: Automotive: The Profile of a Top Sales Person. The Buyer Interview in Automotive Sales. Activity Breeds Productivity in Automotive Sales. MORE
What Automotive Technology Teaches us about Sales Process. Understanding the Sales Force by Dave Kurlan. I write often about sales process. After all, one can't accurately predict outcomes to sales calls, meetings and cycles without a formal, structured sales process to follow. MORE
What Automotive Technology Teaches us about Sales Process. Understanding the Sales Force by Dave Kurlan I write often about sales process. After all, one can't accurately predict outcomes of sales calls, meetings and cycles without a formal, structured sales process to follow. I present my Top Articles on Sales Process: Baseball's Huge Impact on Sales Performance. Sales Process - Top 10 Reasons Why Sales are Lost. Best Way to Sell and/or Manage a Sales Force? MORE
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. MORE
And which industry within the Fortune 500: banking, telecommunications, automotive? Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it. MORE
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. MORE
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. MORE
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. MORE
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. MORE
Watch the webinar, "How Cox Automotive Created an Unstoppable Sales Force," to see how Xactly customer Cox Automotive saved up to 172 hours each month with integrated sales performance management (SPM), Xactly Incent. MORE
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. MORE
Automotive. As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand. MORE
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. MORE
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. MORE
Watch the webinar, "How Cox Automotive Created an Unstoppable Sales Force," to see how Xactly customer Cox Automotive saved up to 172 hours each month with integrated sales performance management (SPM), Xactly Incent. MORE
Are you in the automotive business? A 2017 survey showed 90% of consumers read online reviews before visiting a business. And the same survey found 84% of people trust online reviews as much as personal recommendations. What does this tell us? MORE
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. MORE
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. MORE
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. MORE
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. MORE
For example, it may be that you can use the same narrative for all of your clients who are in automotive. You also might find the story you’re telling your automotive clients has an element of truth that resonates with all of your clients who want to automate a process. MORE
Its common knowledge: automotive salespeople dont provide the same caliber of serviEvery employee at a dealership must begin to treat every guest as a buyer. Otherwise, your people will continue to stop sales and your customers will go elsewhere. MORE
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. MORE
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. MORE
And besides, does everyone in sales sell used cars (apologies to the folks in automotive sales )? We throw around our job title or professional degree like confetti at a New Year’s celebration. These labels are our standard responses to the question: “So, what do you do?” MORE
From his days with the Southwestern Company, to the real estate and automotive businesses, he’s done it all. At its core, selling is communication and persuasion. To accomplish this, we must be likeable people. MORE
Automotive Related Topics Tom Hopkins
MAY 23, 2016
Many automotive salespeople who haven’t yet reached the professional stage think professional selling is exactly the opposite of what it really is. The post Professional Selling – Automotive appeared first on How to Selling Skills. Related posts: Automotive: The Profile of a Top Sales Person. The Buyer Interview in Automotive Sales. Activity Breeds Productivity in Automotive Sales.
Tom Hopkins
JULY 27, 2015
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.
Tom Hopkins
MARCH 21, 2013
Related posts: Activity Breeds Productivity in Automotive Sales. Automotive Selling Skills auto sales automotive sales car sales making people comfortable Qualifying sales skills selling skills
Tom Hopkins
OCTOBER 10, 2012
Automotive activity chart auto sales automotive sales car sales productivity selling carsWhat are you going to do today that will lead to more sales? If you have a list of business-building activities to complete, wonderful! If you do not, let me show you one that has worked for others for many years. Early in my sales career, I identified activities I could do during non-client times [.] Related posts: Activity Breeds Productivity in Network Marketing.
SalesGravy
SEPTEMBER 1, 2017
Its common knowledge: automotive salespeople dont provide the same caliber of serviEvery employee at a dealership must begin to treat every guest as a buyer. Otherwise, your people will continue to stop sales and your customers will go elsewhere.
Tom Hopkins
JANUARY 12, 2016
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.
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Tom Hopkins
DECEMBER 17, 2012
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.
Tom Hopkins
OCTOBER 12, 2012
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.
Sales Benchmark Index
AUGUST 29, 2014
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.
Jeff Shore
MAY 16, 2018
More about our guest Lisa Copeland: With over 25 years of proven success, Lisa Copeland is a dedicated pioneer in the field of automotive sales and brand strategy. She has been a trailblazer to revolutionize the automotive industry and has received many awards and recognitions along the way.
Understanding the Sales Force
DECEMBER 11, 2012
What Automotive Technology Teaches us about Sales Process. Understanding the Sales Force by Dave Kurlan. I write often about sales process. After all, one can't accurately predict outcomes to sales calls, meetings and cycles without a formal, structured sales process to follow.
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DiscoverOrg Sales
OCTOBER 15, 2018
Automotive. As the 2018 midterm election cycle heats up, demographic research and new insights about American voters has never been more in demand.
Tom Hopkins
MAY 9, 2017
Related posts: Professional Selling – Automotive. Believing in yourself is the first step to success in sales. A lack of self-confidence will be evident to others and cause them to hesitate doing business with you. On a scale of 1 to 10 (with 10 being “outstanding”), how strongly do you believe in your abilities as a sales professional? I’m going to […]. The post Believing in Yourself as a Sales Professional appeared first on How to Selling Skills.
Increase Sales
JANUARY 5, 2018
Some retail stores such as automotive to industries such as lodging have extensive data about their customers and understand the overall value every potential customer brings to their establishment. To develop customer loyalty means that you must know what to do and probably change your paradigms. Loyal customers have different expectations than just satisfied ones. Customer Loyalty Coaching Tip: The digital disruption will impact your paradigms about loyal customers.
Tom Hopkins
AUGUST 24, 2015
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.
Tom Hopkins
OCTOBER 31, 2013
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.
Tom Hopkins
FEBRUARY 16, 2017
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.
Increase Sales
JULY 24, 2013
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.
Tom Hopkins
JULY 8, 2013
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.
Xactly
AUGUST 7, 2018
Watch the webinar, "How Cox Automotive Created an Unstoppable Sales Force," to see how Xactly customer Cox Automotive saved up to 172 hours each month with integrated sales performance management (SPM), Xactly Incent.
Understanding the Sales Force
DECEMBER 11, 2012
What Automotive Technology Teaches us about Sales Process. Understanding the Sales Force by Dave Kurlan I write often about sales process. After all, one can't accurately predict outcomes of sales calls, meetings and cycles without a formal, structured sales process to follow. I present my Top Articles on Sales Process: Baseball's Huge Impact on Sales Performance. Sales Process - Top 10 Reasons Why Sales are Lost. Best Way to Sell and/or Manage a Sales Force?
Sales and Marketing Management
JANUARY 1, 2018
You see it a lot in the automotive market and higher-earning incentive channels. Author: SMM Research from the Incentive Gift Card Council (IGCC) and the Incentive Research Foundation (IRF) shows the majority of U.S. businesses?—?fully fully 61 percent?—?are
Sales Benchmark Index
JULY 20, 2013
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.
Women Sales Pros
JANUARY 7, 2019
One of her clients, in the automotive industry, is being upended by an unexpected force. In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy.
DiscoverOrg Sales
DECEMBER 18, 2018
Automotive. You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them.
Xactly
AUGUST 6, 2018
Watch the webinar, "How Cox Automotive Created an Unstoppable Sales Force," to see how Xactly customer Cox Automotive saved up to 172 hours each month with integrated sales performance management (SPM), Xactly Incent.
Increase Sales
SEPTEMBER 30, 2011
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.
The Sales Hunter
JUNE 13, 2012
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.
Pointclear
MARCH 19, 2013
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.
Artesian Solutions
NOVEMBER 5, 2018
For example, it may be that you can use the same narrative for all of your clients who are in automotive. You also might find the story you’re telling your automotive clients has an element of truth that resonates with all of your clients who want to automate a process.
Sales and Marketing Management
JUNE 4, 2017
a distributor of products and services to the MRO and automotive marketplaces. Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. They are entrepreneurial, self-motivated, curious and persistent. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text.
Hubspot Sales
OCTOBER 4, 2018
Are you in the automotive business? A 2017 survey showed 90% of consumers read online reviews before visiting a business. And the same survey found 84% of people trust online reviews as much as personal recommendations. What does this tell us?
Babette Ten Haken
AUGUST 16, 2018
And besides, does everyone in sales sell used cars (apologies to the folks in automotive sales )? We throw around our job title or professional degree like confetti at a New Year’s celebration. These labels are our standard responses to the question: “So, what do you do?”
Tenfold
AUGUST 16, 2017
Stand-outs are in the health, financial services and automotive sectors. The automotive industry, on the other hand, has developed several AI applications, from vehicle design to marketing and sales decision-making support.
A Sales Guy
JUNE 11, 2013
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.
Partners in Excellence
OCTOBER 3, 2013
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.
Partners in Excellence
APRIL 25, 2012
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.
Sales Training Advice
JUNE 7, 2017
From his days with the Southwestern Company, to the real estate and automotive businesses, he’s done it all. At its core, selling is communication and persuasion. To accomplish this, we must be likeable people.
Pointclear
JUNE 15, 2018
And which industry within the Fortune 500: banking, telecommunications, automotive? Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it.
Pointclear
APRIL 19, 2017
I have been featured in major publications including featured by Automotive News, Advertising Age and Edmunds.com for my unique social media marketing and self-promotion efforts.” On April 13, 2017, I attended the #OutBound conference in Atlanta, GA. Remarkably, despite the road destruction in downtown Atlanta, everyone got there on time – about 400 attendees. The event was held at the Hotel Intercontinental in Buckhead and Cirrus Insight did a great job as a sponsor.
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