lead management

  1. Jeff Kershner

    16% is the NEW 10% - ILM Closing ratio

    If you watched today's RefreshFriday show, you may remember the discussion towards the end on ILM Closing Ratios! With all the tracking they do at DriveData, @jon.berna had some interesting stats to share. They did the math and... For internet leads in the period from March to August versus...
  2. Dan Sayer

    How many Categories of Internet Leads should there really be?

    I've mainly used DealerSocket, eLead, and VinSolutions and all seem to approach one issue a little differently. Managing sources by groups. At one point, because of NADA 20Group reporting/export each month, I grouped all Internet Lead sources into four categories (to match the NADA...
  3. Steve Stauning

    Webinar The Best Internet Sales Process Ever! - FRI OCT 20

    I was working with a dealer this year who was still using email templates and voicemail scripts from 11 years ago! Moreover, their process required emails for 180 days and calls for 90 days to non-responsive prospects. This meant their process emails were likely being marked "spam" ... and if...
  4. Jeff Kershner

    What are the TOP CRM Reports are you looking at each day?

    I don't care what CRM you're using... what are the most important reports that you MUST review each day? The GO TO reports you MUST review each morning in order to track your team's performance - on "internet" leads. And not so much "marketing reports", unless it corresponds to tracking a...
  5. Jeff Kershner

    Kershner's back to the dealer diary

    It's been a bit over 10 years since I've been on ground level (day to day operations) at the dealership. Since then, was on the "corporate" level for one of the more larger groups in the US, director of marketing for a smaller group in my hometown, helped build and get AutoHook off the ground...
  6. Jeff Kershner

    Which ad source gets credit for the sale?

    Which ad source gets credit for the sale? Our industry loves to credit the sale to the originating ad source that provided the first in lead. Our CRM's have promoted this behavior. Which ad source receives credit for the sale at your dealership? Why?