Pay No Attention to the Man Behind the Curtain

Pay No Attention to the Man Behind the Curtain

In The Wizard of Oz, Dorthey and her trio of pals sought the all knowing and all powerful wizard. Dorthey wanted to go home, the tin man a heart, the lion bravery and the scarecrow a brain. After an adventure you surely know they arrive to meet the wizard and find...
Clicks, Money, and Sin

Clicks, Money, and Sin

For years most of the marketing I have sold to my colleague’s and people I would consider friends in the automotive industry and real estate is measured by KPIs and not by ROI, dollars, or units sold. While there is value in outsourcing some work to agencies....
The Sales Process is Dead…

The Sales Process is Dead…

"The sales process is dead". I keep hearing this from all sorts of experts. And I’m not sure these people know what sales is or if they’ve ever been on our side of the desk. But the process isn’t dead. Now don’t get me wrong, it’s changed and evolved...
Did we go too far with BDCs?

Did we go too far with BDCs?

BDCs are limping around their final lap in dealerships today. Saddled with the task of handling one of the dealership’s most valuable assets with the lowest paid and least experienced staff, they were destined for failure. Dealers have been handing over hundreds of...