How-To4 min read
When a Security Questionnaire Arrives Before Discovery
A practical response for technology sellers when security review gets ahead of the business conversation.
September 6, 2026Read More →
Practical conversations, coaching, and training guides for teams that sell, support, and manage customer relationships.
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Used car pricing strategy in 2026 means market-based pricing, MDS reads, and disciplined repricing. Here's a training framework for managers and salespeople.
Used car reconditioning time-to-front-line is one of the most-overlooked profit levers in a dealership. Here's how to measure it, train to it, and shave days.
Used car walk-around is harder than new — no MSRP, real wear, more questions. Here's a training framework that builds value, addresses condition, and closes.
Used EV sales now drive 30%+ of EV transactions. Here's the training framework for used EV conversations — battery health, used EV tax credit, charging history, range.
vAuto training is foundational for the used car manager — pricing, stocking, market days supply, and Stockwave acquisition. Here's a focused training framework.
VinSolutions Connect CRM training has to cover lead workflows, communication tools, and reporting. Here's a structured approach for sales floors and BDCs in 2026.
Wholesale car buying spans auction lanes, trade-in conversion, off-lease, and street purchase. Here's a complete training framework for dealership wholesale buyers in 2026.
Everything a dealership sales manager needs to know in 2026 — how to hire, coach, hold accountable, and develop a high-performing sales team. With concrete playbooks for each.
A balanced comparison of Alan Ram's Proactive Training Solutions and its main alternatives for automotive sales training in 2026 — including DealSpeak AI, JM&A, Cardone, and more. Format, pricing, and what each is best for.
The complete inbound phone call playbook for dealership sales and BDC teams — pick-up, qualifying, value bridge, appointment ask, objections, confirmation, and follow-up. With exact scripts.
A complete equity mining playbook for dealerships — how to identify positive-equity service customers, the exact script to convert them, and how to handle the most common objections.
The exact questions a mystery shopper should ask at every step of the dealership journey — internet, phone, lot, F&I, service. With sample 'good' and 'bad' responses to grade against.
A complete mystery shopping checklist for car dealerships. Score your own store the way the best dealers do — internet lead response, phone skills, lot greeting, F&I handoff, and service write-up.
The classic farmer vs hunter sales debate, applied to the modern car dealership. Why the buyer's journey has changed, why farmers consistently outperform, and how to train both mentalities to coexist.
Chris Collins is the most-visible service-advisor training brand for performance-focused service departments. Here's how it compares to AI-driven practice tools.
Dealer Synergy's Bradley On Demand has been the standard for BDC training for two decades. Here's how it compares to modern AI-driven alternatives — and where the gaps are.
Grant Cardone's automotive sales training has loyal fans and loud critics. Here's a candid look at what it does well, where it falls short, and what dealerships pair it with.
Jeff Cowan's Pro Talk is the most-recognized service advisor training program in automotive. Here's how AI-driven practice tools compare to and complement his methodology.
Joe Verde is the dean of automotive sales training, but his content is methodology-first and practice-thin. Here's what dealerships pair with (or replace him with) when they need daily skill reps.
LightSpeed VT is a polished video LMS used by many dealerships. Here's when it's the right tool — and what stores switch to when video courses stop moving the floor.
NCM Associates is the institutional standard for dealership training across sales, service, F&I, and management. Here's how it compares to modern AI-driven practice tools.
Quantified.ai is an enterprise AI sales coaching platform. Here's how it compares to dealership-specific alternatives and which factors actually matter for car dealerships.
Second Nature AI is a polished AI sales roleplay tool built for SaaS sales teams. Here's what it does well, and what car dealerships need it can't deliver.
A complete definition of the Business Development Center (BDC) representative role at a car dealership: day-to-day duties, KPIs, salary range, and how the best BDCs are trained.