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

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

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

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. MORE

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. MORE

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. 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

Their goal was to attract the business of large automotive manufacturers. Status quo perspective provides a safe haven for IoT business decision makers to avoid making decisions. The reason? It’s all about context. MORE

About Tiger Coatings Tiger Coatings fabricates powder coatings for a broad variety of applications: automotive, industrial, furniture, electronics, retail, appliances, and many more. 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

A provocative study by the Boston Consulting Group, The Factory of the Future , surveyed 750 manufacturing product leaders from automotive, engineered products and process industries. Is IoT convergence part of the CIO’s next evolutionary role in the smart enterprise? 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

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. MORE

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. 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

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. MORE

The Boston Consulting Group (BCG) study, The Factory of the Future , surveyed 750 manufacturing product leaders from automotive, engineered products and process industries. 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

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. 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

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. 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 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

Your customers include basic warehousing and fulfillment centers, major automotive manufacturing facilities and everything in between. Distributing product through multiple channels means accommodating multiple sets of needs, competence levels and knowledge. Each channel is unique to some degree, and that means each channel has unique requirements as well. Discerning the nature of those requirements requires visibility into the individual sales channels. 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

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. MORE

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.” MORE

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. MORE

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. MORE

When an auto customer buys or leases a vehicle at a car dealership, it''s common for the salesperson to ask the customer to give them the highest possible marks in the customer satisfaction survey that''s soon to follow. While I''ve been pressured by dealer salespeople to do this on more than one occasion (and even within the past several weeks), I''ve come to discover that these aren''t simply the actions of an overzealous salesperson that is out to pad his or her annual bonus. 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

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. 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

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

They make appliances, jet engines, automotive systems, aerospace systems and just about anything else you can think of and manage the parts, assemblies, subassemblies, pricing, availability, internal and external sources, the back-up supplier networks, the product queue and the financial reporting requirements for all of it. Sales configurator software, and more specifically, product configurator software, comes in a wide range of varieties, formats and sophistication. MORE

There is a lot going on in the automotive industry, specifically the car segment. These are my thoughts on the future of automotive industry. I will use cars as an example to detail out the challenges that the industry faces. MORE

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. 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

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. 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