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Tom Gorham's Blog Posts Tagged 'sales' (10)

From the Trenches - Are you ready for a-Commerce and v-Commerce?

You believe you finally have this e-Commerce thing down pat and you're getting serious about this m-Commerce thing (mobile) because you heard Google is going to start penalizing those sites that are not mobile optimized.  Let me introduce to you:…

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Added by Tom Gorham on April 10, 2015 at 2:00pm — 2 Comments

From the Trenches - I'll be your baby tonight!

 

I have a lot of vendor friends and consultants I really love.  In fact, I'm so popular, I make new friends among the vendors every day.  My dealer says I spend way, way too much time with them when I should be working.  But I just love talking to them!

But this message is not to them. …

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Added by Tom Gorham on April 3, 2014 at 12:41pm — 2 Comments

From the Trenches - Dealers - Don't Misrepresent Your Job Listings

 

Don't ask for a manager when you want an Internet salesperson or BDC person.…

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Added by Tom Gorham on June 17, 2013 at 10:10pm — 2 Comments

From the Trenches – Your People Work For You (and themselves)

I've been on the Internet side of this business for 14 years.  The first portion of that time was spent trying to get buy-in from top management.  The last portion has been spent getting buy-in from the sales staff.…

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Added by Tom Gorham on December 16, 2012 at 3:00pm — 10 Comments

From the Trenches - We WERE the Sultans of Swing

 

For all of us who remember the sales floor before the Internet, we remember when we were King.  We knew more about selling cars and had more information than any customer.  We manipulated the customer like a piece of clay.  We made huge commissions off of customers that had no idea what they should be paying for a car.  Dream of forever.

Those days are long ago and far away. …

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Added by Tom Gorham on May 19, 2012 at 7:00pm — 23 Comments

From the Trenches - Who do you want to be?

 

Nobody expects the average salesperson to be able to do what the guy in this video (Ken Beam) does, but this is why he is a top salesperson and gives his competitors a run for their money.  What are you doing to be competitive in this business? 

 

I don't know Ken personally but I believe Ken knows that the Internet is his gravy train. …

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Added by Tom Gorham on April 6, 2012 at 5:00pm — No Comments

From the Trenches - 2012 Put your money where your mouth is

 

2012 – the year that makes or breaks you!  This is the year of natural selection… survival of the fittest.

 

All of us have a pretty basic question to ask ourselves.  Do we invest in the past… or the future?  Is our loyalty to what was… or to what will be?

 

2011 was to be the year of digital, and in many…

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Added by Tom Gorham on January 8, 2012 at 12:30pm — 31 Comments

From the Trenches - Remembering Johnny Walker

 

It was 1978 in Ohio and I was a new car salesman.  I was selling Chrysler Imperials and New Yorkers at a time when there was an energy crises.  It was tough and I would not last long.  But I learned something during that short time in the car business.

There was a fella, much older than I, but younger than I am now.  His name was Johnny Walker (I do not lie).…

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Added by Tom Gorham on November 20, 2011 at 1:00pm — 8 Comments

From the Trenches - a letter from me to the troops

I don't normally mention my dealership by name... but it's not that I am not proud of it.  It's out of courtesy and the fact that ADM is my personal venue, not that of my dealership.  But today I would like to share an email I sent to the troops of my dealership.  It is heartfelt and sincere.  And it applies directly to Digital Marketing.

 

To all managers and sales staff:

In case you have any illusions about today's car marketing by your dealership, you must…

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Added by Tom Gorham on November 15, 2011 at 5:00pm — 23 Comments

All truth passes through 3 stages

One thing I have learned in the automotive Internet world over the past 13 years:

All truth passes through 3 stages.

  • First, it is ridiculed.
  • Second, it is violently opposed.
  • Third, it is accepted as being self-evident.

( A quote by Arthur Schopenhauer)

 

When I first started selling cars via the Internet, most ridiculed it saying, "You can't sell cars over the…

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Added by Tom Gorham on August 26, 2011 at 8:42pm — 5 Comments

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