The Sales & Marketing category delivers actionable insights and strategic guidance for dealership professionals focused on boosting revenue and customer engagement. From lead generation and CRM strategies to advertising trends, digital retailing, branding, and showroom performance, explore the tools and tactics that drive sales growth and marketing success in today’s competitive automotive landscape.

Sales & Marketing

SEO is not enough. How GEO is rewriting the rules of automotive search

Sales & Marketing

Dealers must act on GEO now as AI shifts car-buying behavior

Jason Becknell - June 1, 2026

Artificial intelligence is changing the way people shop for their next vehicle and that's having a big impact on how dealerships do their marketing. Generative Engine Optimization (GEO) is rewriting...

Sales & Marketing

Why inventory, service, and sales can’t operate as separate experiences anymore

Reynolds and Reynolds - June 1, 2026

For decades, dealerships have been organized around departments. Sales focused on inventory and deals. Service focused on repair orders and retention. Marketing worked within its own systems to drive traffic...

Loyalty-Based Sales Strategies

Richmond Ford VP, Kayla Kody, transforms service lane with data-driven loyalty strategies

Jaelyn Campbell - May 25, 2026

At Richmond Ford Automotive Group, exceptional customer experiences go beyond repairs; they are driven by data and focused on loyalty. Vice President Kayla Kody is transforming the service lane through...

Amol Waishampayan, Co-Founder of fullthrottle.ai, DSP

Sales & Marketing

How fullthrottle.ai is improving agency performance with automotive-specific DSPs

Jaelyn Campbell - April 21, 2026

As competition intensifies in automotive retail, agencies are rethinking how they approach media buying and client retention. Amol Waishampayan, Co-Founder of fullthrottle.ai, says agencies that move beyond general-purpose demand-side platforms...

F&I leader Evan Walters urges accountability and early deal involvement to drive sales.

Sales & Marketing

The trick top finance performers use to drive up performance

Jason Becknell - April 21, 2026

Sales performance continues to be shaped by new technology but that can also introduce gaps in execution and accountability that go all the way to the top. On this episode of...

Sales & Marketing

Social media success: A powerful blueprint for dealership dominance

Jason Becknell - April 20, 2026

Social media has become a key sales driver for dealerships. As consumer behavior shifts and competition increases, digital content now acts as a direct funnel for leads, trust, and revenue. In...

Sales & Marketing

Why the demo drive remains the most critical step in closing sales

Jason Becknell - April 14, 2026

The demo drive remains one of the most critical steps in a dealership’s sales process, yet it is often rushed or overlooked. On today's episode of CBT Now, Sean Gardner, instructor...

Loyalty-Based Sales Strategies

Dealers urged to embrace AI and evolving strategies for loyalty-based sales

Jaelyn Campbell - April 13, 2026

Welcome to another episode of Loyalty-Based Sales Strategies, with host Jen Suzuki, Founder and President of eDealer Solutions. Joining us today is CBT News co-founder Jim Fitzpatrick, who asserts that...

Sales & Marketing

AI, SEO, and GEO: What dealers need to know to stay competitive in digital marketing

Jaelyn Campbell - April 8, 2026

As artificial intelligence reshapes digital marketing, confusion around generative engine optimization (GEO) is leading some dealerships to misallocate budget and miss opportunities. Brooke Furniss, BZ Consultants Group, joins us on...

Sales & Marketing

A shift in control: Modern dealer marketing and access to agency-grade buying tools

Amol Waishampayan - March 26, 2026

For years, automotive marketing has operated a clear structural hierarchy. Enterprise brands and large agencies controlled advanced buying infrastructure, including centralized programmatic platforms, identity resolution systems, cross-channel optimization tools, and...

Sales & Marketing

Dealers must act on GEO now as AI shifts car-buying behavior

Why inventory, service, and sales can’t operate as separate experiences anymore

Richmond Ford VP, Kayla Kody, transforms service lane with data-driven loyalty strategies

How fullthrottle.ai is improving agency performance with automotive-specific DSPs

The trick top finance performers use to drive up performance

Why the demo drive remains the most critical step in closing sales

Dealers urged to embrace AI and evolving strategies for loyalty-based sales

AI, SEO, and GEO: What dealers need to know to stay competitive in digital marketing

A shift in control: Modern dealer marketing and access to agency-grade buying tools

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