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Keith Shetterly's Blog – May 2012 Archive (8)

Online and Offline Road to the Sale: Merge Lane!

Do you realize that your online customer is using the Internet to infiltrate and preempt your Road to the Sale (RTTS)?  Much of your RTTS is online now, if you think about it.  And you need to adapt!  How?


First, take a look at this classic RTTS:


Added by Keith Shetterly on May 29, 2012 at 12:30pm — 2 Comments

Road to the Sale is More than Ten Steps--You Knew this, Right?

Yeah, you know the Road to the Sale (RTTS) like the back of your hand, right?  Do you also know the Road to the Sale From the Sale?  Or the Road to the Sale from the Unsold?

And do you train your staff on any of this?  Even if you like a shorter RTTS, take a look below and see what you are missing!



Added by Keith Shetterly on May 23, 2012 at 8:00am — 8 Comments

GM is "Dot Dumb" ...Again

There's a great article here called …


Added by Keith Shetterly on May 18, 2012 at 11:00am — 16 Comments

Keith is Joining Car Research!

Here's some news:  Keith Shetterly (me!) is now contracted to help Car Research build their internal BDC!  It's an association I have long coveted, because--as a "process guy"--I know that modern sales processes are the muscle around the bone of a great CRM.  And I consider Car Research XRM a great product.  I couldn't be happier to have this association, and I am proud to be leading this effort for Car Research!

Keith Shetterly…


Added by Keith Shetterly on May 16, 2012 at 7:00pm — No Comments

The $500million Elephant in the Auto Marketing Living Room

I'm talking about Texas Direct Auto, which has $500million in NATIONAL AND LOCAL used car sales out of ONE location in Stafford, Texas (just southwest of Houston).  They opened on eBay years ago, and nearly by the time they published their book "Zero to $60million" they had broken $100million in sales.  Nowadays, they use AutoTrader and, but they haven't…


Added by Keith Shetterly on May 9, 2012 at 7:07am — 13 Comments

Why Facebook is the Most Important Digital Ad Spend for Dealers to Make

Using Facebook only for fan pages for your customers and spending all your digital ad spend with Google is incorrect.  Facebook is where your customers are for many hours per day, and--despite Google's additional audience from Google+'s much-smaller social media presence--advertising on Facebook can be more effective than Google.…


Added by Keith Shetterly on May 8, 2012 at 1:30pm — 15 Comments

PCG Bootcamp: The 7 Habits of Highly Effective Internet Salespeople

HEY!  I'm going to be hosting a session at next week in Las Vegas for Brian Pasch on THIS VERY SUBJECT, so I've resurrected this blog to help set the stage.  For example, do you hire the right people?  Do you know how to measure them?  Do you know how to PAY them?  And do you know how to keep them?  All topics for my session!  Register and attend!  :)  Thanks!  Keith

1) They get the…


Added by Keith Shetterly on May 8, 2012 at 8:39am — 5 Comments

The Bus Roll (humor)

If you've known me long enough, you know I like sushi.  Well, I am hereby describing a new sushi roll today:  "The Bus Roll"!

For some people, they don't deserve it but get it anyway; for others, it appears to make a great and deserving gift.  And I’m sure that many of us have received it from others, deserved or not.  I know I have--that seems very…


Added by Keith Shetterly on May 2, 2012 at 11:30am — 9 Comments

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