Post on 10-May-2015
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Sales Strategy: 27 Sales Campaigns
to Scale RevenueKen Krogue, President and Founder
InsideSales.com
Ken Krogue: InsideSales.com Founder, Forbes Author and #1 Blog
www.InsideSales.com/Insiderwww.KenKrogue.com
Top ranked blog globally on ‘Inside Sales’ Ken Krogue
President and Founder
#salesstrategy
CLOSER
Campaign
List / Leads
Offers
Skill
Effort
Results / Reporting
Qualification Models
A =N =U =M =
NEW…
R = A = N = D = U = M =
COMMON…
B = A = N = T =
OLD …
BudgetAuthorityNeedTiming
AuthorityNeedUrgencyMoney
RarelyAny NeedDecisionUrgencyMoney
#1 - Just Ask Campaign
#salesstrategy
#2 – Time Share Condo
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#3 – The Stadium
Pitch
#salesstrategy
#3 – The Stadium
Pitch
Chet Holmes, The Ultimate Sales
Machine
#4 - Connection Campaigns
#salesstrategy
Permission Marketing
#5 - Impression Marketing
DAILY RATIO VOLUME
Dials 200
Contacts 14% 28
Leads 20% 5.6
Closes 10% .56
Voicemail Receptionist
Fax #
86%
It Adds Up
DAILY RATIO VOLUME
Dials 200
Contacts 14% 28
Leads 20% 5.6
Closes 10% .56
VM 60% 120
Email/Fax 65% 130
+6 = 34
+.12 + .13 = .81
1%
1% of 130 = 1.3(leads)
+.12 + .13 = 8.1
#salesstrategy
#6 – The Intro
Letter
6-10 Media Sequence Campaigns
calle-mail
call
calle-mailv-mail
call
callfaxcall
mailcall
#salesstrategy
#11 - Personal
HandwrittenStampe
d Letter
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#12 - High Impact Mailer
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#13 - Celebrity
Voice Message
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#14 - Executive
Briefing
Kraig KleemanAuthor: The Must React System
#salesstrategy
#15 – CEO at Trade
ShowAmy Rees AndersonCEO
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#16 - Common
Experience
3X3
Steve RichardCo-Founder - Vorsight
#salesstrategy
#17 Congratulatio
nsCampaign
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#18 – The Smoking Gun
Campaign
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#18 – The Smoking Gun
Campaign
ResponseAuditT
M
CompaniesResponse
TimePercent
RespondedResponse Attempts
39:22
Event
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#18 – The Smoking Gun
Campaign
HubSpot’s Grader
Mark RobergeSVP Sales and Services
#salesstrategy
#19 – Earned
Right
Sarbanes Oxley
Greg HeapsCOO
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#20 – Common
Experience SHRM
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#20 – Common
Experience
Trade Show List
#salesstrategy
#21 Trade Show
Campaign
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#21 Trade Show
Campaign
1057 appts
before show
#22 - Virtual Event Campaign
#salessummit
#salesstrategy
#23 – Road Tour Campaign
#salesstrategy
#24 - 360o
Swarming Offense
Targetting
#salesstrategy
Profits, ROI, Trends, Dashboards
Prestige, Trends, Operations, Quota
Brand, Immediacy
Easy, Simple, Reports
Avoid hassles, Response
Integration
Proven, #1
ROI, Value
Training, Certificatio
n
Forecast, Trends, Dashboards
Results
Visibility
No Headaches or Hassles
Simple, Fun, Helps me
Clear easy reports
Clear tactical strategy
#salesstrategy
#25 - Puppy Dog Campaign
#26 - Multi-Touch Campaign• 8 Dials• 6 Web visits• 3 Voicemails• 3 Emails• 3 Social Media• 1 Text Reminder• 24 Total
#salesstrategy
#27 The Aaron Ross
Campaign
Could you please point me to the person in charge of …
Aaron RossAuthor: Predictable Revenue
Let’s Connect! - Q&A
@kenkrogue
kenkrogue.com @motoceo
www.predictablerevenue.com