Success in commercial vehicle sales often comes down to small actions that place your dealership just ahead of the competition. Yet while the actions are small, the return in sales can be huge, which is why I refer to this principle as “the magnifier effect”. To think about it another way – consider a horse race where the lead horse only wins by a nose, but the prize money for 1st place is 10X what the runner-up receives … More 6 Tips for Taking the Lead in Commercial Sales
Consumer expectations have changed over the years, and now more than ever before, people are expecting more from brands. They don’t just want a discount on products – they are craving information, personalization, and relevant content that fits their specific needs. But what is content marketing, exactly? Content marketing is a type of marketing that involves the creation and sharing of online material (such as videos, blogs … More What’s The Fuss About Content Marketing?
The design, manufacturing, and installation of an upfit is usually a professional endeavor, with work-trucks and vans modified so that hardworking contractors can get the job done. Usually. It might be the great summer weather, but we’ve been recently wondering about how we could upgrade the classic pick-up truck to add a little more entertainment and relaxation to the typical work-day. Take a look at our fun new… … More The Top 5 Pick-Up Upfits We Want to See (Infographic)
As part of my sales-consulting and dealership-training work, I often interview candidates for job positions in commercial sales and management. In fact, I interview over 50 candidates every year, and – just like the insurance commercial says – I know a thing or two because I’ve seen a thing or two. Almost every factor I’ve seen contribute to sales success can be placed into two categories: “Skill” and “Will” (a pair of terms … More Ability & Attitude: Qualities of the Most Successful Salespeople
In the U.S. and around the world, mankind has transported some huge cargo. Especially if you drive semi trucks or tow trucks, you know how hard it can be to haul a typical heavy load, which makes it even more impressive when people manage to pull a boulder or a space shuttle. In fact, it’s so cool that we’ve collected 5 of the Biggest Objects Ever Moved on the Road in one awesome infographic – take a look! … More 5 of the Biggest Objects Ever Moved on the Road (Infographic)
I’m a big reader, averaging one book every two weeks. My topics are usually related to sales, customer service, leadership, or motivation. That may sound boring to some, but I consistently learn things that make me a better sales-consultant, dealer-trainer, and professional-coach. As the old saying goes, “when you’re through learning, you’re through.” In that spirit, I recently finished a great sales-management book titled, “The Sales … More Skill & Will in Commercial Vehicle Sales
In the 1800s, the steam locomotive and the Transcontinental Railroad revolutionized transportation. In the 1900s, the automobile and the Interstate Highway System was another game-changer. Now that we’re in the 2000s, our roads are overcrowded, in poor condition, chronically underfunded, and increasingly dangerous. In fact, the American Society of Civil Engineers (ASCE) only gives the U.S. grades of C+ for bridges, D for roads, and D- for transit … More The Future of Road Travel
From time to time, it’s important to consider the state of the commercial industry. This is true for both dealers who sell commercial vehicles, and those who do not sell commercial but may be considering it. Before we dive deeper into the state of the commercial industry, I have a question for the retail dealers who do not sell on the commercial side: What if you could exponentially increase your connections, leads, sales, and profits? … More What If: Should Retail Dealers Go Commercial?
Even if you are not a truck driver, you’ve likely been warned about using your cell phone – especially texting – while operating a vehicle. However, the dangers of driving while distracted take on even greater significance when the vehicle being operated is a bigger work truck or van, or an even more massive semi-truck. This is not news to commercial drivers, 93% of whom believe that reading a text while driving is a distraction … More Texting Truckers: How Dangerous is Distracted Driving?
Being scrappy with resources doesn’t mean a dealership’s marketing strategies should suffer. Even on a tight budget, commercial dealers can maximize exposure, cultivate a sterling reputation, develop a leading voice, and become a powerhouse in sales. In Part 5B of our Scrappy Marketing on a Budget series, we’re discussing the How to Plan Dynamic Email Campaigns. … More Scrappy Marketing on a Budget: Planning Dynamic Email Campaigns