Motivational Sales Training Specializing in Making More Meetings

The Kingston Training Group  does not work with companies that 
are interested in making more meetings and increasing new business  revenue… KTG works with companies that are committed to increasing  new business revenue.    Do you have a plan in place to guarantee that…     Your sales people double the number of new, qualified, C‐Level  prospects they meet with every week so they can sell more  solutions?     Your sales people can consistently sell more in their assigned  territories?     Your dealership takes business away from your competition on a  regular basis?    The Kingston Training Group wrote that plan, and we implement it  every day in business technology dealerships.    Our clients consistently:     Penetrate their market place     Take business away from their competition, and     Dramatically increase new business revenue every month    It’s that simple…  

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  NEW YORK, NY 10011  212.242.5329 w ww .kingst ont ra in ing .com w ww .makemo re me et in gs . co m

Business Technology Clients
Listed below are a few of the business technology companies that have partnered with KTG to increase their revenue. They experienced dramatic results only a few weeks in to the training, and continue to do so month after month. A & A Office Systems, Inc. Advanced Business Systems Advanced Imaging Solutions Advanced Imaging Strategies All Copy Products Arizona Office Technologies ASI Business Solutions Automated Business Products Bay Copy BizDoc, Inc. Business Systems Consulting, Inc Capital Office Solutions Carr Business Systems Casey Systems, Inc. CB Doc Solutions Chicago Office Technology Group Cobb Technologies, Inc. ComDoc, Inc. Connecticut Business Systems Conway Office Systems Copytronix Dahill, A Xerox Company Datamax Kansas City Datamax Micro Datamax St. Louis Datamax of Texas Des Plaines Office Equip. Co., Inc. DocuTeam Eastern Copy Products Flexprint, Inc. Fraser Advanced Info. Systems Graphography Imaging Solutions Infomax Office Systems, Inc. Integrated Document Technologies James Imaging Systems Konica Minolta Lineage Lucas Business Systems Marimon Business Systems Martin Whalen Office Solutions Milner Document Products, Inc. MWB Copy Products Northwest Copier Group Oklahoma Office Systems Pacific Office Solutions Perry Corporation Quality Business Systems Sharp USA SymQuest Swenson Group Upstate Office Equipment Vision Office Systems Zoom Imaging Solutions Inc

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  NEW YORK, NY 10011  212.242.5329 w w w .kin gst on t ra in in g.c o m w w w .ma ke mo r em eet i ngs .c om

Oklahoma Office Systems
Oklahoma City, OK February 2011

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.kingstontraining.com www.makemoremeetings.com

Zoom Imaging Solutions
San Francisco, CA November 2010

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.kingstontraining.com www.makemoremeetings.com

Sharp USA
10 Locations October 2010 – February 2011

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.kingstontraining.com www.makemoremeetings.com

Cobb Technologies, Inc.
Richmond, VA November 2010

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.kingstontraining.com www.makemoremeetings.com

Fraser Advanced Information Systems
Reading, PA September 2010

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

Image Solutions
Fletcher, NC September 2010

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

Datamax Kansas City
Lenexa, KS March 2010

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

Sales Training Program 
“Make More Meetings – Make More Money” Kingston Training Group is committed to partnering with you to increase your 
revenues.  We have structured our training to integrate the KTG system into the  daily routine of each rep on your sales team.  In addition, we provide reps and  managers with targeted follow‐up training so that the whole team continues to  build momentum with more advanced skills.  This process consistently results in  increased revenue for your firm month after month.     We offer three training program options of varying lengths: Three, six and nine  months.  You choose the program that is right for your organization.  Our most  effective solution is our nine month option because KTG methods get  incorporated into the culture of the sales team when reps are exposed to our  materials, coaching, and follow‐up for an extended period.  This new culture will  sustain increased revenues in your dealership for years to come.     

Program Overview The first month initiative kicks off with a Three Hour Workshop  
The program kicks off with the KTG Workshop which is customized to the business  technology industry and tailored to support your unique sales culture and training  objectives.    The  number  of  attendees  is  determined  by  you  and  the  Kingston  Training  Group  (KTG).    Workbooks  and  KTG  binders  are  included  for  every  attendee  and  manager.    Each  binder  includes  our  Vertical  Marketing  Guide  with  proven live call, voicemail, and email templates for the top 60 industries you work  with, answers to all objections, and instructions for getting past the gatekeeper to  consistently  schedule  more  C‐Level  meetings  and  drive  more  revenue.  KTG  also  supplies  additional  workbooks  for  future  reps  that  may  be  coming  on  board  throughout  the  year.  The  Workshop  will  be  recorded  and  delivered  to  management and all sales people for further learning. 

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

Individual Training 
This crucial element to the training program includes one‐on‐one and small group  training. We are on site at your location in weeks one, two and four. In week three,  your managers conduct the one‐on‐one training to encourage ownership of the  process. KTG is available virtually for week three. Each member of the sales team  is only “out of the field” for 6.5 hours during the entire initial month of the  training. This rest of the month they will be selling!     Training will be conducted for one hour per individual or per group. Typically,  there are 4‐5 salespeople per group during this cycle.  All training will be accomplished making real calls to real prospects to make  real meetings.   Training sessions will be recorded for each sales person. Digital MP3  recordings will be provided to the managers.  These recordings are useful for  practicing the KTG methodology if the managers choose to make them  available the reps.  Prospect objections will be discussed. KTG will teach trainees how to answer  and counter objections.  Prospect binders will be provided to each rep to help them manage and  organize prospecting.  The one‐on‐one training will increase company call volume and improve talk  track techniques across all industries pursued. KTG will address each  salesperson and manager’s needs and skill base level, and will enhance their  expertise and performance results to make more sales each month. 

  

  Management Training 
KTG trains Sales Managers to continue momentum by establishing them as leaders  in KTG‐structured sales calling plans. Managers are required to attend a minimum  of one One‐on‐One session with each rep. This exposure enables them to learn the  program,  continue  the  momentum  with  the  sales  assignments  and  manage  the  new improved level of meetings each member of their team is now able to achieve.    Managers will be provided with “Weekly Assignments” in order to implement the  training  program  techniques.  This  is  designed  to  secure  the  sustainability  of  the  KTG  prospecting  program  and  should  take  less  than  10  minutes  per  week  to  accomplish.  Some  of  the  weekly  assignments  include  a  Weekly  Prospect  Binder  Check  in,  Checking  the  Outgoing  Message,  Asking  for  the  Meeting  on  the  :45,  and an Appointment‐Based Phone Blitz.   

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

Plus “Value‐Adds” to sustain your results: 
KTG  ensures  the  sustainability  of  your  results  by  offering  many  training  touch  points to your salespeople and managers. It is our goal to infuse the KTG method  into the daily habits of your current and future salesforce so that you continue to  reap the benefits of KTG training for years to come.  

Tele‐Training 
An important part of maintaining the growth in new meetings and sales revenues  is  continued  reinforcement  of  skill  base,  organization  and  delivery  of  KTG’s  methodology.  We  accomplish  this  by  providing  continued  access  to  ongoing  training.  After  the  first  month,  we  provide  Tele‐  training  to  your  Sales  Team  and  Managers/Trainers  for  two,  five  or  eight  months,  depending  on  the  program  chosen.   

Sales:  On the first Friday of every month at 12 noon EST, KTG conducts Sales 
Tele‐Training. The teleclass is conducted live by our founder, Kate Kingston. She  provides further focus on various aspects of the training including how best to  pursue specific industries and C‐Level executives.  This is provided to reinforce  and  reintroduce  skills  to  your  sales  team.  KTG  invites  each  member  of  your  sales team to these trainings every month via email and follows up each class  by emailing a link to a recording of the call.  

Manager/Trainer: On the second Friday of every month at 12 noon EST KTG 
conducts  Manager  /  Trainer  Tele‐  Training.  This  Teleclass,  conducted  live  by  our  founder,  Kate  Kingston  addresses  aspects  of  the  training  that  must  be  monitored  and  administered  by  managers  and/or  trainers.  Kate  will  present  the tools needed to sustain and hone a sales team’s skill base so they continue  to sell more every month by making more meetings. KTG invites each member  of  your  management  team  to  these  trainings  every  month  via  email  and  follows up each class by emailing a link to a recording of the call.  

Vertical Vocabulary:  On the first, second and third Fridays of every month 
for  the  length  of  your  program  your  staff  is  invited  to  join  our  Vertical  Vocabulary  Teleclasses.  In  these  information–packed  sessions,  Kate  Kingston  presents  the  language  that  your  top  verticals  understand,  and  demonstrates  how to use industry buzzwords to show your prospects how your business plugs  in to their companies and their needs.   

Prospecting 201 and 301 ‐ THE NEXT LEVEL  
KTG takes your team to the next level with additional live follow up training. After  testing  numerous  follow  up  formats,  we  have  determined  that  this  is  the  most  effective  way  to  continuously  increase  momentum,  sharpen  and  enhance  expertise, and maximize team results. This training provides one‐on‐one training is  a small group format, with feedback for each individual rep. A Mini‐Workshop can  also be provided to bring new reps up to speed. 
KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

K T G Sample Training Schedule
Kingston Training Group immerses your team in our methodology to ensure success. We are not a “train and go” operation. In addition to our Four-Week Training Format and One-on-One Sessions we provide many other touch points for both Reps and Managers throughout the initial training month and beyond. Below is what a typical training schedule looks like.

Initial Month of Training
In this example the dealership selected Wednesdays as their training day. KTG Training may be scheduled on Tuesdays, Wednesdays or Thursdays. KTG does not train on Mondays or Fridays.

Week Prior to Training - Scheduled Managers Orientation Call with Kate (10 min.)
MON TUE WEDNESDAY THU FRIDAY

1

2

3 Week One - Workshop
• Managers & Reps participate in a three-hour Workshop • One-on-Ones: Groups of 4-5 Reps being coached on live calls: one hour for each group (managers attend)

4

5
• Sales Rep Teleclass • Vertical Vocabulary Teleclass

8
Weekly 10-minute Manager Check-in Call

9

10 Week Two
• One-on-Ones: Groups of 4-5 Reps being coached on live calls: one hour for each group (managers attend)

11

12
• Manager Teleclass • Vertical Vocabulary Teleclass

15
Weekly 10-minute Manager Check-in Call

16

17 Week Three
• Manager-Led One-on-Ones: Groups of 4-5 Reps being coached on Live calls by Sales Managers: one hour for each group

18

19
• Vertical Vocabulary Teleclass

22
Weekly 10-minute Manager Check-in Call

23

24 Week Four
• One-on-Ones: Groups of 5 Reps being coached on live calls for one hour (managers attend)

25

26

Total time spent out of the field for the complete month of training:
Sales Reps: • 3 Hour Workshop • 4 Hours of One-on-One training Managers: • 3 Hour Workshop, • 3 hours Attendance at One-on-Ones’ • 6 Hours Leading One-on-Ones for Week Three (assume 2 hours each for three managers) • 4 ten-minute calls with Kate

= 7 Hours per Rep

= 8 hours, 40 minutes per Manager
KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.kingstontraining.com www.makemoremeetings.com

Follow-up Training Schedule
In addition to the initial month of training, KTG provides follow-up training to ensure sustainability. We use these tools to further ingrain the KTG Methodology into your sales force, and offer them in short bites so they’re easily digestible and don’t take your reps out of the field for more than half an hour (with the exception of
the additional on-site visits.)
For All Programs:

Months Two and Three
• 20-30 minute Sales Rep Teleclass with Kate Kingston • 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston • 20-30 minute Manager Teleclass with Kate Kingston • 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston • 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston

First Friday Second Friday Third Friday

For Six- and Nine- Month Programs:

Months Four thru Six

First Friday Second Friday Third Friday Choose your Date

• 20-30 minute Sales Rep Teleclass with Kate Kingston • 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston • 20-30 minute Manager Teleclass with Kate Kingston • 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston • 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston • An additional on-site visit by a KTG Trainer to follow up with the team and train new reps

For Nine-Month Programs:

Months Seven thru Twelve

First Friday Second Friday Third Friday

• 20-30 minute Sales Rep Teleclass with Kate Kingston • 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston • 20-30 minute Manager Teleclass with Kate Kingston • 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston • 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.kingstontraining.com www.makemoremeetings.com

2010 Vertical Marketing Guide TABLE OF CONTENTS
ACCOUNTING FIRMS  ......................................................................................... 3  . ADVERTISING FIRMS .......................................................................................... 4  ARCHITECTURE / ENGINEERS ............................................................................. 6  ASSOCIATIONS – MEMBER DRIVEN ................................................................... 8  AUTO DEALERS .................................................................................................. 9  BANKING/ FINANCIAL ...................................................................................... 10  CHURCHES ....................................................................................................... 12  COMMUNICATIONS, TECHNOLOGY ‐ SALES ORGANIZATIONS .......................... 14  CONSTRUCTION COMPANIES  .......................................................................... 15  . EDUCATIONAL INSTITUTIONS .......................................................................... 17  ENERGY/ OIL/ GAS ........................................................................................... 19  FURNITURE STORES ......................................................................................... 20  GOVERNMENT – CITY/ MUNICIPAL .................................................................. 21  HEALTH SERVICES ‐ HOSPITALS/MEDICAL PRACTICES/CLINICS ......................... 23  HIGH‐TECH COMPANIES .................................................................................. 26  HOTELS/MOTELS/CAMPS ................................................................................ 27  INSURANCE COMPANIES ................................................................................. 29  LEGAL FIRMS ................................................................................................... 31  MAIL‐HOUSE INDUSTRY  .................................................................................. 33  . MANUFACTURING COMPANIES ....................................................................... 34  MORTGAGE COMPANIES ................................................................................. 36  OIL/GAS COMPANIES....................................................................................... 37  PRINTING/PUBLISHING COMPANIES................................................................ 38  PROPERTY MANAGEMENT COMPANIES .......................................................... 39  REAL ESTATE AGENCIES ................................................................................... 40  RESTAURANTS ................................................................................................. 41  RETAIL COMPANIES ......................................................................................... 42  SALES ORGANIZATIONS; COMMUNICATIONS, TECHNOLOGY ........................... 44  TITLE COMPANIES  ........................................................................................... 45  . TOURIST; MUSEUMS, GALLERIES, THEME PARKS, ATTRACTIONS ..................... 46  TRANSPORTATION COMPANIES ...................................................................... 47 

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

   

ACCOUNTING FIRMS
SIC Code(s)
87 – ACCT’G MGT

Benefit Statement:
Hi ____ my name is ___________ from ________. I am calling to schedule a meeting with you because we work with (insert two Accounting firms that are clients) and have helped them increase billable hours, minimize waste & improve workflow through the way you move, manage, and produce documents. It has allowed them to take on more clients as well as react faster to client requests, therefore increasing client retention and attracting more referral business because of such document efficiency I figured you may have the same applications and needs we can assist with. How is Tuesday, the 15th at 9:45?

Buzz Words
    Billable hours Expand services to current client base Redundancy Process Tax documents quicker Customer records (e.g. W2’s, 1098’s, expense receipts) Financial records Reduced HR and personnel needs and minimize overtime Returns   Access and collaboration – better customer responses Better Communication – Distribution, collaboration, accessibility of documents Process Tax returns quicker and communicating more efficiently between clients & Gov.

  

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

ADVERTIZING FIRMS
SIC Code(s)
73 – BUSINESS SERVICES

Benefit Statement:
Hi Bob, this is Kate Kingston from _________. I am calling to schedule a meeting with you. I thought of you because we are working with (insert two client references.) Our color technology has improved the quality of documents that go out to represent their clients. By bringing in some of the professional marketing material, It is keeping control in-house, minimizing waste, improving accuracy and drastically lowering outsourcing costs. This is also allowing them some added functionality to PROOF pieces much quicker for a better turnaround time and better customer response. So I wanted to schedule a meeting with you to make it happen. How is Tuesday, the 15th at 9:45?

Buzz Words
    Color printing Fast, efficient cutting edge technology Fixed cost per image Multifunctional     Print on demand Professional printing Retrieve Scan and electronically store

Key Documents in this industry
                 Ad layouts/copy proofs Analyses results Artwork Billing notices Contracts Cost estimates Customer letters Direct mail promotions Envelopes/labels Expense reports Graphs Internal memos Internal summaries Inventory sheets Inventory reports Invoices Letters to vendors/investors                 Mailing lists Market trend Meeting minutes News announcements Organization charts Personnel records Press releases Product announcements Proposals Purchase orders Responses to inquiries Schedules Statistical analysis Storyboards Surveys Tracking documents

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

Contract Comparison
GUARANTEE: 50% INCREASE  in C‐LEVEL Meetings  for  every member of your salesforce who completes KTG  Training 3 Hour Workshop Individual One‐on‐One training placing real calls to  live prospects Prospect Training for Managers and Supervisors Vertical industry telephone scripts and email scripts  delivered (example: Law, Medical, Construction) Monthly Teletraining with CEO & Founder, Kate  Kingston Digital MP3 recordings of all training sessions Training for additional New Hires up to 20% of your  current sales force ‐ Trainings are 1‐3pm eastern on  the 1st three Fridays of the month Prospecting 201: One additional on‐site visit Private monthly manager conference calls to ensure  ONGOING increases in meetings and increased  revenues Workshop can be delivered live at an additional  site  for no charge Direct access to Kate Kingston via an email address  ONLY provided to Participants of KTG's 12‐Month  Service Contract.  Directly contact Kate Kingston, CEO  & Founder, regarding any prospecting challenge  you're facing and get the white‐glove treatment

6 Month  Service  Contract

9 Month  Service  Contract

12 Month  Service  Contract

   
6 Months

   
9 Months

   
12 Months

20 Industries 40 Industries 60 Industries

   

     

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  NEW YORK, NY 10011  212.242.5329 w ww .kingst ont ra in ing .com

     
   

“Information on call scripting is great. I like focusing on specifics within a company's industry.” 

Bob G  A & A Office Systems   

“A must for training reps in today’s market place.  Your story must be told to gain new customers.    Kate makes sure the story hits the street and has a process to make sure it works.”  Brian J. 
Datamax Micro   

“Good stuff!  Kate has her stuff together.  C‐level meeting setting is an art, presented with style and  Bruce H.  confidence.  [KTG] really has something that can help your reps get more C‐level meetings.” 
Advanced Imaging Strategies   

“I’ve learned how to translate what we do specifically for different industries to motivate them to want  to make an appointment with me!”  Cecily B. 
Quality Business Systems   

“I’m astounded at Kate’s objectivity and clarity in communicating the training objectives, ensuring that  we grasp the importance of learning and using these tools. She has provided truly one of the best  training courses I have ever experienced.”  D.D. 
Milner Document Products, Inc.   

“The results are phenomenal! The Kingston Training methodology had a big hand in our commercial  team annual revenue going from 4 Million to 7 Million, 80% which is NEW business. Our turnover also  decreased from 100% to 45% because the newer reps are more confident on the phone and are  making more $$ sooner. We implemented other strategies and had some other changes that also had  an impact on those successes but I would have no trouble attributing a great deal of this success to the  incredible prospect training of the KTG Group. Our managers and trainers have now taken ownership  of this and have infused it with our daily & weekly routines. Manager & Trainer evangelism is an  absolute must to insure success with this program… and with the above results, why wouldn’t we?   Kate is a master at her craft. I have no doubt in saying that  KTG is an absolute MUST in training and  WILL increase NEW meetings & revenue as well as lower your attrition rate!”  Dan C. ‐ VP of Sales 
Quality Business Systems   

“For the first time ever, customers are calling me back to schedule appointments. The Call Book is very  helpful in organizing and refocusing prospecting time; especially car time. Focusing prospecting  vertically is a great approach.”  Dan W. 
Stewart Business Systems   

“This training was the best training that I have received in my 3 years with AOT, the information  gathered in just the 2 hour workshop will help me set more and make appointments.” 

David G.  Arizona Office Technologies   

“With the obvious increase in meetings and activity, the focus your programs has provided has been  very exciting.  The feedback I have received from the representatives has been positive.  We will be  using this training to back into an expected monthly call rate to maintain successful prospecting  levels.”  John S., 
Manager, Perry Corporation

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

LinkedIn Recommendations John Lowery has endorsed your work as President & Owner of Kingston Training Group. Dear Kate, I've written this recommendation of your work to share with other LinkedIn users. "Applied Imaging has used Kate Kingston's training to produce more appointments for our sales force. There has been a 25% increase in our monthly revenue. We have experienced a 50% increase in the weekly appointment's schedule. She taught us time management and appointment closing techniques. I recommend Kate without reservation." Year first hired: 2010 Top Qualities: Great Results, Personable, Good Value

Hi Kate, Just a note to let you know how much I enjoyed your training and the dramatic improvement in meeting numbers it has made for our team here at Datamax. You know I have a very tenured team and was reluctant as to how much help appointment training could be for them, however, it has increased our meetings with non-customers many times over. A new sense of self-confidence in the approach of all my reps has also helped increase prospecting efforts and improved moral overall. Thanks again for your help. I wish you much success in the future. Sincerely, David Holzhauer

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.kingstontraining.com www.makemoremeetings.com

HOW KTG TRAINING IMPACTS YOUR BOTTOM LINE
(Clients typically start seeing results during the first month of training) 

Your Results Now (per Salesperson)
Our Example Average Number of Meetings Per Month: Average Sale: Average Close Rate (1 in 5 Meetings): Gross Sales per Salesperson per Month: 12 $10,000.00 20% $24,000.00 Your Numbers _____________ _____________ _____________ _____________

Fill in your Firm's numbers to see how much additional revenue you're missing out on every month.

Potential for Next Month based on the  KTG Guarantee: 50% Increase in Meetings
Our Example
Meetings Increased by:  50% 18 Average Sale: Average Close Rate (1 In 5 Meetings): Gross Sales per Salesperson per Month: Increased Sales per Salesperson How Many Salespeople Do You Have? 

Your Numbers
_____________ _____________ _____________ _____________ _____________ _____________

$10,000.00 20% $36,000.00 $12,000.00 15

This Is ADDITIONAL Revenue that your team could be bringing in EVERY month!

$180,000.00

Potential for Next Month based on 

Average (100%+) KTG BT Client Results
Our Example
Meetings Increased by:  100% 24 Average Sale: Average Close Rate (1 In 5 Meetings): Gross Sales per Salesperson per Month: Increased Sales per Salesperson How Many Salespeople Do You Have? 

Your Numbers
_____________ _____________ _____________ _____________ _____________ _____________

$10,000.00 20% $48,000.00 $24,000.00 15

This Is ADDITIONAL Revenue that your team could be bringing in EVERY month!

$360,000.00

**  Our  assumptions  are  made  using  the  industry  standards  of  3  meetings/week  and  average close rate of 1:5 per sales person.  KTG does not guarantee revenue, but DOES  guarantee a 50% increase in the number of meetings your sales team sets after training.   To date, all of our clients have seen a 100% increase in the number of meeting set after  our training. 

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  NEW YORK, NY 10011  212.242.5329 w ww .kingst ont ra in ing .com

Meet Kate Kingston
BIO – Kate Kingston
Kate Kingston, Founder & President of the Kingston Training Group, is a motivational sales trainer specializing in making more
qualified meetings. With over 18 years of success in making appointments with decision makers, Kate is a recognized authority on lead generation, cold calling and new business development. Kate is a sales-driven, energized communicator. She uses humor, audience participation, proven techniques, handouts, and real time phone calls in her training sessions. At the onset of her career, Kate was a young actress who came to New York City with her Master’s Degree in Theatre to make her mark on the entertainment industry. While working as a receptionist to pay the bills until her ‘big break” came about, Kate became bored with just answering the phones and asked for more work. She was given a list of phone numbers to call with one instruction: set up appointments with decision-makers for the company’s sales reps. So she began dialing… After hearing “no” a few too many times (and not liking it), Kate started changing her strategy, tracking her results, and tweaking her approach. Within a few months she was having such success that management was telling the sales reps to “sit with Kate and do whatever she’s doing to make appointments.” Soon Kate had so successfully developed her meeting-setting skills that she had attracted the attention of prominent Fortune 500 companies in New York City and was having great success as a free-lance cold-calling consultant. It didn’t take long for her to realize that she could teach her method to anyone willing to listen and learn, and so The Kingston Training Group was born. KTG has since trained over 9,000 sales reps and managers to make more meetings with their ideal prospective clients so they can make more money. Companies such as Bell Canada, Smith Barney, New York Life, Yellow Book, Yellow Pages Canada and Xerox are just a few of the international and national companies that have come to the Kingston Training Group to gain better skills company-wide. KTG’s success is due to Kate’s initiative and the fresh prospective she brings to cold calling. Her unique training program includes a workshop customized to each individual company, followed up by one-on-one training with each sales person on the phone with real prospects. KTG trainers also get on the phone and make meetings with the sales people so they can see the training in action. Kate’s motto is “more meetings, mean more money” and she has proven this true time and time again. The Kingston Training Group guarantees results. Each Workshop and Oneon-One session is designed to deliver practical, time-tested, live sales call training, where participants begin making meetings during the one-on-one sessions and beyond.

KINGSTON TRAINING GROUP  126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011  212 242 5329 www.makemoremeetings.com www.kingstontraining.com

OVERVIEW of the

KTG P ROSPECT T RAINING P ROGRAM
“M AKE M ORE M EETINGS M AKE M ORE M ONEY ” THREE HOUR WORKSHOP
Our workshops are customized your company. The number of attendees is determined by you and the Kingston Training Group. Workbooks & training binders are included for each attendee & every sales manager. KTG will also supply extra workbooks for new reps that may be coming on board. The Workshop will cover all topics needed to prepare attendees for the One-on-One training sessions. We believe that in order to make a more high level call and to increase your chances for the meeting, the workshop is crucial! An MP3 of the workshop will also be provided for reinforcement.
VERTI CAL MA RKE TIN G GUI DES KTG knows you’ve got more than one kind of client. We provide you with the language to speak to many different industries, and teach your staff how to make the call all about the client.

INDIVIDUAL TRAINING
This vital element to the training program includes One-on-One and Small Group Training. The recommended time for this training is two consecutive weeks; skip a week to have MANAGEMENT conduct training and have reps practice, and then KTG comes back in for a final week to ensure sustainability and momentum. It is then recommended for a KTG trainer to come in two more times over the following two quarters to make sure that good prospecting habits have been established and are continuing to grow in your environment.
STAYI NG O RG ANIZ ED Calling to follow up after leaving a message only works if you remember to call. KTG not only shows your staff how to keep it all straight, we give each Rep a binder to help them keep track of all of their prospects.

MANAGEMENT TRAINING
KTG trains Sales Managers to maximize momentum by establishing them as leaders in KTG structured sales calling plans. Managers are required to sit in on at least one (1) One-on-One session with each individual rep. This helps them learn the program and continue the momentum with the sales assignments. Managers are also provided with a Manager’s Handbook containing weekly assignments. The assignments are geared toward the sustainability of the KTG prospecting program and take less than 10 minutes per week to accomplish.
50 CALLS A WE EK I S A HOB BY

Contact us today to schedule your In-house Training: KINGSTON TRAINING GROUP
126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011

877-KTG-2123
www.kingstontraining.com info@kingstontraining.com

We’ll teach your staff how to make more calls in less time with better results. Watch your revenue and morale climb as they learn the secrets to successful calling.

kkingston@kingstontraining.com

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