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 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 … More Mastering the Commercial Vehicle Marketing Circus
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. … More 10 Vehicle Dealership Tips for Working Smarter
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 … More Commercial Truck Trader’s Top 5 Articles of 2017
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 … More On-The-Road Marketing: How Truckers Can Build A Brand
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 … More Generating Leads Through Content Development
It’s perhaps one of the biggest tensions that marketing professionals have to grapple 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. … More How Far is Too Far?
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! … More The Accountability Chain
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 … More What is Multi-Click Attribution and How Can It Benefit Your Business?
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. … More Upgrading Mayberry: Digital Ads Bring Business Into the Future