1.
TOP
10 SALES
TIPS
for
2016
Created
By:
Melissa
Stolarz,
Business
Analyst
at
News-­‐Net
Inc.®

2.
Stay
Focused.
Stay
Organized.
It
doesn’t
matter
whether
your
company
has
2
employees
or
over
100,
organizing
client
information
is
key
to
the
success
of
your
business.
Choose
a
software
that
employees
can
store
information
on,
in
real-­‐time.
See
how
AdWorks can
help
your
company
at
www.newsnet.ca/adworks
1.
“An
organization’s
ability
to
learn,
and
translate
that
learning
into
action
rapidly,
is
the
ultimate
competitive
advantage”
-­‐Jack
Welch,
CEO
of
GE
www.newsnet.caTop
10
Sales
Tips
for
2016

3.
Know
your
prospects.
Ask
the
right
questions.
2.
Learn
more
about
your
prospects
by
asking
questions.
By
understanding
your
customer,
you
can
provide
relevant
expertise
and
have
meaningful
conversations.
The
best
way
to
manage
your
clients
is
to
track
your
customer
relationships
through
an
online
CRM
tool
such
as
MediaCRM.
Learn
how
MediaCRM can
help
you
nurture
lasting
and
loyal
relationships
with
customers.
See:
www.newsnet.ca/sales-­‐crm/
“Stop
selling.
Start
Helping”
-­‐Zig
Ziglar,
Author,
salesman
&
motivational
speaker
Top
10
Sales
Tips
for
2016 www.newsnet.ca

4.
Free
yourself
from
admin.
Talk
more.
You
can
only
move
prospective
clients
along
the
pipeline
if
you
spend
enough
time
talking
to
them.
However,
most
sales
people
spend
around
60%
of
their
time
on
tasks
not
related
to
selling
activities.
You
need
to
free
yourself
from
admin
by
using
technology
that
increases
admin
efficiency
and
gives
you
more
time
in
front
of
prospective
clients.
With News-­Net’s MediaCRM, you
can easily and quickly update
information in real-­time and
access your client management
tasks via desktop or iPad. Spend
more time in front of clients,
wherever you are.
A
CRM
Tool
That
Works
for
You
3.
Top
10
Sales
Tips
for
2016

5.
4. 5.
“When
you
have
a
multi-­‐tiered
sales
effort,
the
first
thing
you
want
to
do
is
understand
the
market.
You
want
to
go
out
there
and
map
the
competitive
landscape.
You
want
to
know
what
your
customers
are
saying”-­‐ Brian
Frank,
Global
Head
of
Sales
Operations
at
LinkedIn
“You
have
to
generate
revenue
as
efficiently
as
possible.
And
to
do
that,
you
must
create
a
data-­‐
driven
sales
culture.
Data
trumps
intuition”
– Dave
Elkington,
CEO
of
InsideSales
Understand
Your
Market.Use
Data
to
Drive
Revenue.
Top
10
Sales
Tips
for
2016 www.newsnet.ca

6.
6. 7.
“Every
company
has
a
vision.
But
can
your
sales
reps
clearly
articulate
it?
Probably
not.
Why
not
create
a
welcome
video
from
the
CEO
or
a
founder
just
for
new
sales
reps?
Make
hearing
the
why
both
personal
and
motivating
at
the
same
time”
-­‐ Trish
Beruzzi,
President
at
The
Bridge
Group
“When
you’re
coaching
your
sales
reps,
make
sure
your
feedback
is
timely,
consistent,
objective,
accurate,
individualized
and
relevant”-­‐ Barry
Trailer,
Co-­‐
Founder
of
CSO
Insights
Do
You
Have
a
Vision?Feedback
is
Key.
Top
10
Sales
Tips
for
2016 www.newsnet.ca

7.
8.
Prepare
every
time
before
getting
in
front
of
a
prospect.
You
want
to
find
out
as
much
information
as
you
can
about
the
potential
clients
and
what
products
would
be
suitable
to
discuss.
Make
conversations
with
the
client
focused
and
relevant.
9.
Educate
your
customer.
Tell
your
customer
how
your
product
can
make
their
life
and
business
easier.
Show
your
customer
a
new
way
of
doing
something
and
be
amazed
and
how
quickly
you
can
build
trust.
Prepare.
Educate.
Top
10
Sales
Tips
for
2016 www.newsnet.ca

8.
10
“The
most
crucial
characteristic
you
should
be
hiring
for
is
drive.
Ask
questions
that
help
you
determine
whether
a
candidate
truly
has
drive”
-­‐ Kevin
Gaither,
VP
Inside
Sales
at
ZipRecruiter
You
Must
Have
Drive.
Top
10
Sales
Tips
for
2016 www.newsnet.ca