In this episode of You're In Charge, Glenn Pasch is joined by renowned sales trainer Marc McGurren to tackle a hot-button topic: AI in automotive sales. Together, they break down the harsh reality that AI—no matter how advanced—won’t rescue a dealership from a flawed or inconsistent sales process. From broken lead follow-up routines to lack of accountability and poor CRM usage, Glenn and Marc explore why technology alone isn’t the answer.

You’ll learn:

• The most common gaps in dealership sales workflows
• How AI can amplify bad habits if processes aren’t fixed first
• What sales leaders must do before implementing AI tools
• Real-world examples from Marc’s in-store training and coaching experience

Whether you're a GM, BDC manager, or sales professional, this episode offers practical insights to help you stop relying on silver bullets—and start building a foundation that technology can actually enhance.

About Marc McGurren

Marc McGurren is a 21-year automotive industry expert with a proven track record in BDC operations, CRM strategy, internet sales, and dealership leadership. Since starting in 2004, he has served in nearly every variable operations role — including Sales Manager, Finance Manager, Internet Director, and General Manager — at one of the largest auto groups in Texas.
In 2012, Marc joined Brian and Glenn Pasch at PCG Companies, where he worked with dealerships nationwide to improve digital marketing and lead management processes. In 2017, he launched McGurren Consulting, a boutique consultancy focused on helping dealers modernize their BDC, CRM, and internet sales strategies. Marc is also the creator of CRM Wingman, a Chrome extension built to fill critical gaps in VinSolutions CRM. CRM Wingman delivers real-time visibility into communication performance, highlights the best contact method per lead, and enables fast, intelligent responses to customer inquiries — all directly inside the CRM.
Marc has spoken at top automotive conferences including Digital Dealer, AutoCon, and dozens of 20 Groups across the country. He was featured on the cover of WardsAuto Dealer Business Magazine and is known for delivering no-nonsense, high-impact training sessions that drive real results.

https://crmwingman.com/tutorial

https://www.linkedin.com/in/marcmcgurren/

About Glenn Pasch

“Everyone finds themselves in charge at some point in their lives. But not everyone is equipped with the skills to generate consistent results. My mission is to help you build those skills—to lead, adapt, and grow in both your personal and professional life.”

Glenn Pasch is the CEO of PCG Digital, a full-service digital marketing agency that helps businesses attract, convert, and retain customers through connected marketing strategies.

He is the author of three books, including The Road to Sold and The Power of Connected Marketing, and is a sought-after speaker and leadership trainer across the U.S. and internationally.

With decades of experience coaching executives, managers, and teams, Glenn is dedicated to helping people lead with purpose and drive meaningful results.

🔗 Let’s Connect

🌐 Website: https://bit.ly/3HyFK3J
🔗 LinkedIn: https://www.linkedin.com/in/glennpasch/
📘 Book: The Road to Sold on Amazon → https://amzn.to/4jvWeuq

f you would like personal coaching for you or your team, click here: https://www.paschgroup.com/leadership-training/

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