top ten sales tips for 2016

TOP 10 SALES TIPSfor 2016

Created By: Melissa Stolarz, Business Analyst at News-‐Net Inc.®

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

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

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 You3.

Top 10 Sales Tips for 2016

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.


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.


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.


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 ten sales tips for 2016

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