Featuring Ken Krogue, President, Founder and Chief Strategy Officer at InsideSales.com and Amanda Holmes, CEO of The Chet Holmes Institute
Is your marketing being heard through the noise of your competitors? Does your sales team maximize the leads marketing generates? Learn the art and science of lead generation and management strategies that leverage your marketing spend and increase response rates.
After listening to this webinar you will be able to:
Get 9x the response from your marketing spend and Increase Response 342%
Learn 7 proven ways to increase your response rates
Understand 5 reasons your marketing isn't working like it should (and know how to fix it)
2. Ken Krogue
Founder, President &
Chief Strategy Officer
InsideSales.com
INTRODUCING
Amanda Holmes
CEO
Chet Holmes
International
3. Jim Steele
Former Salesforce
Chief Customer Officer
Head of Worldwide Sales
THE CONNECTION
Advisory
Board Member
Chet Holmes
InternationalCurrently
President
of Worldwide Sales
& Chief Customer Officer
InsideSales.com
4. Chet Holmes
Protégé of Charlie Munger
Helped 200,000 businesses
THE ORIGINS OF THE CHET HOLMES METHOD
The Book
NY Times
#1 Amazon 7 years later
78 Training Products
100 countries
7. 5
Reasons
Why
Your
Marke;ng
Isn’t
Working
Like
It
Should
• TRUST:
They
don’t
trust
you.
Likeability
is
at
an
abysmal
17%.
Millennials
trust
BLOGGERS
more
than
TV
News.
• COMPETITION:
They
see
5,000
commercial
messages
and
product
placements
a
day.
• IMPATIENCE:
due
to
the
instant
gra;fica;on
of
the
internet,
the
aZen;on
span
is
half
what
it
was
just
10
years
ago.
• WASTED
Online
Marke;ng:
86%
of
ads
that
are
paid
for
are
never
seen.
• Salespeople
are
poorly
trained:
Training
salespeople
isn’t
going
well
for
most
companies.
• Majority
of
companies
spend
less
than
2
months
onboarding
new
sellers.
• And
yet
it
takes
on
average
8-‐12
months
for
salespeople
to
perform
like
their
tenured
colleagues.
• Companies
with
great
onboarding
processes
train
34%
faster,
4
months
quicker
than
those
who
have
no
training.
But
all
of
these
are
just
small
issues,
they’re
symptoms,
not
the
root
cause
of
the
problem.
Let’s
do
a
liZle
exercise
and
I’ll
show
you…
8. Source:
Centers
for
Disease
Control
and
Preven;on.
Tobacco-‐related
Mortality
17. 3 Ways to Increase Your Current
Lead Genera.on
18. 1. Teach Them Something of Value:
Sell one to many?
“People
will
come
to
you
and
stay
longer
to
hear
something
of
value
to
THEM,
then
they
ever
will
just
to
be
sold
to.”
@ChetHolmes
41. Companies
Avg
Response
Time
by
Phone
Percent
Responded
by
Phone
or
Email
Avg
Response
AZempts
Avg
39:22
Event
Avg
1.51
42. What
would
your
CEO
think?
Only
27%
of
leads
get
contacted
…
ever!
Only
52.5%
of
leads
get
aZempted
…
ever!
Sales
reps
give
up
aser
1.51
aZempts
…
really?
What
is
possible?
Our
own
teams
contacted
92%
for
2.5
years
That
is
3.4X
more
results
from
the
same
spend
46. How
we
apply
the
7
Content
levels
1. Influencer
2. Industry
3. Company
4. Product
5. Proof
6. Sales
7. Client
Famous people
Inside sales industry
InsideSales.com
Immediate response
MIT / HBR / Case Studies
Why you need it
How it works
47. C = Campaign
L = List / Leads
O = Offers
S = Skill
E = Effort
R = Reporting
S = Systems
48. Ken Krogue
Founder, President &
Chief Strategy Officer
InsideSales.com
QUESTIONS?
Amanda Holmes
CEO
Chet Holmes
International