Get ready for the 2023 NADA Show, the auto industry event of the year! From January 26-29, 2023, some of the best automotive industry professionals will come together in Dallas, TX for the conference of the year.

Our average attention span has declined in the last twenty years, from 12 seconds in 2000 to 8 seconds in 2022, thanks in part to technology. Of course, we can lament the loss of our attention as humans, but as sales professionals using tech to build a business, we better get on board. 

Social media can build community, enable connections with lead and prospects, and promote your business. One of the most effective strategies for advancing your business is leveraging social media platforms like Facebook and Instagram. 

As a salesperson, how often have you heard, "That's too expensive" or "I’m not sure now is the right time" when talking to prospects? If you had a nickel, right? One of the most challenging aspects of being a sales professional is learning to overcome objections like these. Objections are a part of the job, but should never be a deterrent to your success. In this blog, we'll discuss some practical strategies you can use to overcome objections in sales conversations.

The phone is an auto dealer's most essential sales tool. According to a study by Google, 70% of mobile phone users said they would call a company if making a high-value purchase like a car. 

Did you know that 53% of B2B companies spend over half of their annual marketing budget on lead generation? Did you also know that 79% of all marketing leads never convert into sales? Lack of lead response management is the main cause.

What is the point of spending more than half of your budget on generating leads if you ignore most of them? 

In this age of digital communication and instant response time expectations, every sales team needs good technology to back them up. Many types of lead management software can help sales teams nurture leads through the sales cycle, including content management systems, customer relationship management software, and call response software.

It’s been a challenging 18 months for the auto industry. Inventory shortages, rising prices, and higher interest rates are having a dampening effect on sales. Economists expect annual sales for 2022 to be 4.5% below 2021 levels, which were also down because of the pandemic. Sales are expected to bounce back in 2023 by nearly 5% year-on-year, and in 2024, sales should increase by almost 4%. So, it will be a slow progression back to pre-pandemic levels for the industry. 

Research shows that consumers expect websites and apps to be eye-catching, cool to experience, and user-friendly, but they are unlikely to take note of any of those things unless they malfunction. These tech innovations aren’t meaningful to consumers if other more important customer service details like speed, convenience, and the right product information at the right time are not evident.

Your phone dings to tell you a text has arrived. On an average day, how long does it take for you to look at it? For 90% of us, it is less than three minutes. Compare that to the fact that we open only 23% of our emails during the first hour of delivery. After 24 hours, the chances of opening an email drop below 1%.