Ability & Attitude: Qualities of the Most Successful Salespeople

Overcome and achieve success

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 I’ve adopted from “The Sales Manager’s Guide to Greatness” by Kevin F. Davis). Continue reading “Ability & Attitude: Qualities of the Most Successful Salespeople”

Mastering the Commercial Vehicle Marketing Circus

In Allan Dib’s book, “The 1-Page Marketing Plan, Dib provides one of the best examples of marketing I have ever read. Here is an excerpt from the book:

“If the circus is coming to town and you paint a sign saying, ‘Circus Coming to the Showground Saturday,’ that’s advertising.

If you put the sign on the back of an elephant and walk it into town, that’s promotion.

If the elephant walks through the mayor’s flower bed and the local newspaper writes a story about it, that’s publicity.

If you get the mayor to laugh about it, that’s public relations.

If the town’s citizens buy a ticket to attend, as well as buy concessions, that’s sales.

And if you planned the whole thing, that’s marketing.” Continue reading “Mastering the Commercial Vehicle Marketing Circus”

10 Vehicle Dealership Tips for Working Smarter

2018 has so far been a breakthrough year. Our commercial sales training program has had more telephone calls in the last two months from dealerships who suddenly want to get into commercial sales than in the last five years combined. Over the last few years, sales have hit records as an improving economy, rising wages, and low interest rates have driven consumers to invest in new vehicles. Continue reading “10 Vehicle Dealership Tips for Working Smarter”

Commercial Truck Trader’s Top 5 Articles of 2017

Wow. It seems like just yesterday that we were wrapping up 2016, and now here we are marking the end of 2017!! It’s been a big year here on the Commercial Truck Trader blog — actually it’s been far-and-away our biggest year ever!!

We went from writing just a few posts in 2016, to this year publishing a post every single week, earning tens of thousands of views!! We cannot thank you enough for contributing to this huge success by following us here on the blog, and also on Facebook and Twitter. Continue reading “Commercial Truck Trader’s Top 5 Articles of 2017”

On-The-Road Marketing: How Truckers Can Build A Brand

Together, truckers like you move over 10.42 billion tons of freight each year. This requires dedication, focus, and skill, which you surely have in spades. However, hiring managers sometimes need help recognizing those valuable traits. To land more jobs — and the best jobs — you may have to make your qualifications more evident. You may have to build a personal brand. This isn’t being full of yourself; it’s simply providing potential employers with opportunities to get to know you. With solid marketing, employers may even come to you with job offers!! Of course, this isn’t easy when your job takes up so much of your time. To help, we’ve put together 5 fast and easy tips for building a personal trucker brand while you’re on-the-road!! Continue reading “On-The-Road Marketing: How Truckers Can Build A Brand”

Generating Leads Through Content Development

There are many ways to develop leads and connections, from growing your networking leverage and building a sphere of influence to advertising through emerging technology and bold marketing strategies. Personable relationships and attention-grabbing campaigns are certainly effective and lead to a great deal of sales. However, these are only two parts of a strategic, connection-generating trifecta. What is this third, final piece of the puzzle? We’re glad you asked, because today we’re talking about Generating Leads Through Content Development!! Continue reading “Generating Leads Through Content Development”

How Far is Too Far?

It’s perhaps one of the biggest tensions that marketing professionals have to wrestle with: How far is too far? Dealers selling anything from dozers and big-rigs to toothpaste and toys have to figure out ways to be relevant, edgy, and interesting, while still keeping their target demographics in mind. How can we keep our current customers feeling good about our products so they don’t leave, while also being dynamic enough to bring in new buyers – especially younger generations that can keep your company in business for decades to come??
Continue reading “How Far is Too Far?”

The Accountability Chain

Chain ET Resized

You have been through the scenario before.  Your sales people make their business plans, you review them together, and six months later, nothing has happened!  They are doing all of the things they did the year before!  All of the great intentions of contacting new prospects, expanding their business base, and initiating a marketing program are still on paper.  Before we point the finger at their lack to follow through, look in the mirror first.  Did you create any accountability with their plans?  The usual answer is no.

Continue reading “The Accountability Chain”

What is Multi-Click Attribution and How Can It Benefit Your Business?

Doors CTT

There’s a growing concept in sales that is changing how we think about online advertising: “multi-click attribution.” Traditionally, credit for a sale is given to whatever source last came into contact with a consumer; that’s called “last-click attribution.” But as the pathway of online sales becomes more complex, it’s increasingly important to recognize the role of multiple sources of contact which encourage purchases at various times in various ways. This more nuanced approach to understanding online marketing and sales is called multi-click attribution and it can be an extremely important tool in guiding your marketing dollars! Continue reading “What is Multi-Click Attribution and How Can It Benefit Your Business?”

Upgrading Mayberry: Digital Ads Bring Business Into the Future

Mayberry

Some days we may wish for simpler times, like those in Mayberry, but business is no longer as easy as opening the doors to your dealership and waiting for customers to arrive. Success now requires utilizing your computer or mobile phone to take full advantage of opportunities to develop leads online, using emerging and innovative methods. Digital advertising in an online marketplace is a smart way to keep your business growing by meeting millions of buyers where they are. And where are they? Online. Did you know that 85% of shoppers research a product online as the very first step of the purchasing process?? We can hold on to the sense of honest community and sweet simplicity that we remember from those old black-and-white sitcoms, but it’s time to bring our advertising into the 21st Century!! Continue reading “Upgrading Mayberry: Digital Ads Bring Business Into the Future”