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

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#3 – The Stadium

Pitch

Chet Holmes, The Ultimate Sales

Machine

#4 - Connection Campaigns

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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

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#6 – The Intro

Letter

6-10 Media Sequence Campaigns

calle-mail

call

calle-mailv-mail

call

callfaxcall

mailcall

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#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

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#15 – CEO at Trade

ShowAmy Rees AndersonCEO

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#16 - Common

Experience

3X3

Steve RichardCo-Founder - Vorsight

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#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

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#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

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#21 Trade Show

Campaign

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#21 Trade Show

Campaign

1057 appts

before show

#22 - Virtual Event Campaign

#salessummit

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#23 – Road Tour Campaign

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#24 - 360o

Swarming Offense

Targetting

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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

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#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