In this ASOTU CON 2025 session, Paul J Daly sits down with Glenn Pasch to discuss his latest book, The Road to Sold, and dive deep into the practical realities of online sales process optimization. Glenn, a seasoned operator, consultant, and trainer, explains how the book was born out of a common but frustrating gap between marketing performance and showroom results. With his signature “hands-in-the-dirt” approach, he reveals how disconnects between online lead handling and in-store engagement often stem from poor communication—not poor marketing. The conversation explores how meaningful conversations, not just leads, are the key to increasing conversions.

Glenn shares actionable insights for dealers, from auditing CRM habits to improving cross-functional accountability. He also emphasizes the need to view online shoppers with the same level of attentiveness and nuance as showroom visitors. With relatable examples and a conversational tone, this episode highlights how dealers can use better process design, data awareness, and team coaching to move beyond clicks and calls—and actually sell more cars. It’s not about reinventing the wheel; it’s about building a process that consistently leads to conversations, appointments, and ultimately, conversions.

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Takeaways

0:00 Intro

0:30 Glenn Pasch joins to discuss The Road to Sold

1:57 The book addresses the disconnect between traffic and sales

3:40 The heart of the issue is a lack of meaningful customer conversations

4:13 Online shoppers are handled differently than walk-ins—and it’s a mistake

6:35 Convenience has changed buyer expectations permanently

7:30 Focus should shift from “making calls” to “starting conversations”

8:46 First step is auditing the process—not necessarily changing it

9:36 Execution, not strategy, is usually the biggest challenge

10:02 The Road to Sold is available now on Amazon