Course Description

Ken Krogue, founder of InsideSales.com, shares best practices for creating sales plays. Sales leaders and serious front-line sales managers learn the CLOSERS Model™ to design and test the perfect playbook for your sales situation. This is the primary model that Ken teaches in his live three day BaseCamp training that costs $4,500 per participant.

In this webinar you will learn:

  • Three foundational sales campaigns upon which every other campaign is built
  • Two sales qualification strategies that 73% of inside sales departments use
  • List and lead tactics that helped close InsideSales.com’s first big customers and helped them attain a 13x increase in results
  • Insights from three different InsideSales.com research studies that changed the landscape of the entire sales industry
  • Three marketing strategies make sales teams self sufficient to hit sales quotas and close deals on their own
  • Five critical skill sets that every sales rep needs to succeed
  • Find the one lever that you always move first and seven other levers to help get a 3.4x increase in results without an increase in marketing spend
  • How to plan your reporting strategies with the seven levels of reporting to drive the key performance Indicators that matter
  • How to wrap it all up with systemization and automation strategies that you can apply immediately

Founder and President, InsideSales.com

Ken Krogue

Course curriculum

  • 1

    Overview

    • Note from the Author

    • How to Get The Most Out of This Game Plan

    • Workbook
  • 2

    Introduction

    • Course Intro

    • Founding Case Study

    • Qualification Model

    • Perceived vs Situation Need

    • CLOSERS Overview
  • 3

    Systems

    • S = Systems

    • Systems Thinking

    • Training Decay
  • 4

    Campaign

    • C = Campaigns

    • List Gathering Campaign

    • Mapping and Profiling Campaign

    • Impression Marketing Campaign

    • High Impact Mailers Campaign
  • 5

    Leads/Lists

    • L = Lists / Leads
  • 6

    Offers

    • O = Offers

    • Tire Kickers vs Buying Signals

    • ACQUIRE Model

    • 7 Level Content Funnel
  • 7

    Skills

    • S = Skills

    • Time Management Skill

    • Sales Skills

    • Prospecting Skill

    • Product Skill

    • Trust Ladder

    • First Contact Sequence

    • Contacting Sequence
  • 8

    Effort

    • E = Effort

    • Controll vs No Control

    • MIT Research Intro

    • MIT Research

    • 7 Contact Methods

    • 7 Levels of Effort

    • 7 Levels of Effort

    • 7 Levels of Effort

    • Case Study
  • 9

    Reporting / Results

    • R = Reporting / Results

    • Chicken Story

    • Results
  • 10

    Finish

    • Wrap Up

Reviews

5 star rating

What a Great Master Class

Gerod Belnap

Wow this was really great. I barely get any leads that I can afford so I buy some but I network and try to get referrals instead of buying more. This is ...

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Wow this was really great. I barely get any leads that I can afford so I buy some but I network and try to get referrals instead of buying more. This is because I get out bid on leads. One outfit in particular buys up all of the leads at about twice the price to buy out the market. When I got to the MIT research I called my lead provider and changed the live leads to JUST the way it is suggested here and I will now out bid the group that is buying the market in just that bracket of 7 items. :-) It won't cost me a dollar more just focus what I am already spending. I have the 7 things on the whiteboard next to me while I am calling. To be continued.

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5 star rating

Good Refresher & Helpful Awareness

Dennis Suto

20 years I have been in sales and never seen it so articulated before. Nice

20 years I have been in sales and never seen it so articulated before. Nice

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