2011 April - KTG Brochure Biz Tech

8/7/2019 2011 April - KTG Brochure Biz Tech

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KINGSTON TRAINING GROUP 126 FIFTH AVENUE NEW YORK, NY 10011 212.242.5329

www.kingstontraining.com www.makemoremeetings.com

The KingstonTrainingGroupdoesnotworkwithcompaniesthat

areinterestedinmakingmoremeetingsandincreasingnewbusiness

revenueKTGworkswithcompaniesthatarecommittedtoincreasingnewbusinessrevenue.Doyouhaveaplanin placetoguaranteethat

Yoursalespeopledoublethenumberofnew,qualified,CLevelprospectstheymeetwitheveryweekso theycansellmoresolutions?

Yoursalespeoplecanconsistentlysellmorein theirassignedterritories?

Yourdealershiptakesbusinessawayfromyourcompetitiononaregularbasis?

TheKingstonTrainingGroupwrotethatplan,andweimplementit

everydayin businesstechnologydealerships.

Ourclientsconsistently:

PenetratetheirmarketplaceTakebusinessawayfromtheircompetition,andDramaticallyincreasenewbusinessrevenueeverymonth

Itsthatsimple

Motivational Sales Training Specializing in Making More Meetings


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KINGSTON TRAINING GROUP 126 FIFTH AVENUE NEW YORK, NY 10011 212.242.5329www.kingstontraining.com www.makemoremeetings.com

Business Techno logy ClientsListed below are a few of the business technology companies that have partneredwith KTG to increase their revenue. They experienced dramatic results only a fewweeks in to the training, and continue to do so month after month.

A & A Office Systems, Inc.Advanced Business SystemsAdvanced Imaging SolutionsAdvanced Imaging StrategiesAll Copy ProductsArizona Office TechnologiesASI Business SolutionsAutomated Business ProductsBay CopyBizDoc, Inc.Business Systems Consulting, IncCapital Office SolutionsCarr Business SystemsCasey Systems, Inc.CB Doc SolutionsChicago Office Technology GroupCobb Technologies, Inc.ComDoc, Inc.Connecticut Business SystemsConway Office SystemsCopytronixDahill, A Xerox CompanyDatamax Kansas CityDatamax MicroDatamax St. LouisDatamax of TexasDes Plaines Office Equip. Co., Inc.

DocuTeamEastern Copy ProductsFlexprint, Inc.Fraser Advanced Info. SystemsGraphographyImaging SolutionsInfomax Office Systems, Inc.Integrated Document TechnologiesJames Imaging SystemsKonica MinoltaLineageLucas Business SystemsMarimon Business SystemsMartin Whalen Office SolutionsMilner Document Products, Inc.MWB Copy ProductsNorthwest Copier GroupOklahoma Office SystemsPacific Office SolutionsPerry CorporationQuality Business SystemsSharp USASymQuestSwenson GroupUpstate Office EquipmentVision Office SystemsZoom Imaging Solutions Inc
http://www.kingstontraining.com/http://www.makemoremeetings.com/http://www.makemoremeetings.com/http://www.kingstontraining.com/


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Oklahoma Office Systems

Oklahoma City, OK

February 2011

KINGSTON TRAINING GROUP 126 FIFTH AVENUE Suite 14A NEW YORK, NY 10011 212 242 5329

http://www.kingstontraining.com/http://www.kingstontraining.com/http://www.makemoremeetings.com/http://www.makemoremeetings.com/http://www.makemoremeetings.com/http://www.kingstontraining.com/


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Zoom Imaging Solutions

San Francisco, CA

November 2010




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Sharp USA

10 Locations

October 2010 February 2011




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Cobb Technologies, Inc.

Richmond, VA

November 2010




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Fraser Advanced Information Systems

Reading, PA

September 2010




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Image Solutions

Fletcher, NC

September 2010




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Datamax Kansas City

Lenexa, KS

March 2010




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SalesTrainingProgramMakeMoreMeetingsMakeMoreMoney

KingstonTrainingGroupiscommittedtopartneringwithyoutoincreaseyour

revenues. WehavestructuredourtrainingtointegratetheKTGsystemintothe

dailyroutineofeachreponyoursalesteam. Inaddition,weproviderepsand

managerswithtargetedfollowuptrainingsothatthewholeteamcontinuesto

buildmomentumwithmoreadvancedskills. Thisprocessconsistentlyresultsin

increasedrevenueforyourfirmmonthaftermonth.

Weofferthreetrainingprogramoptionsofvaryinglengths:Three,sixandnine

months. Youchoosetheprogramthatisrightforyourorganization. Ourmost

effectivesolutionisourninemonthoptionbecauseKTGmethodsget

incorporatedintothecultureofthesalesteamwhenrepsareexposedtoour

materials,coaching,andfollowupforanextendedperiod. Thisnewculturewill

sustainincreasedrevenuesinyourdealershipforyearstocome.

Program Overview

ThefirstmonthinitiativekicksoffwithaThreeHourWorkshop

TheprogramkicksoffwiththeKTGWorkshopwhichiscustomizedtothebusiness

technologyindustryandtailoredtosupportyouruniquesalescultureandtraining

objectives. The number of attendees is determined by you and the Kingston

Training Group (KTG). Workbooks and KTG binders are included for every

attendeeandmanager. Eachbinder includesourVerticalMarketingGuidewith

provenlivecall,voicemail,andemailtemplatesforthetop60industriesyouwork

with,answerstoallobjections,andinstructionsforgettingpastthegatekeeperto

consistently schedulemoreCLevelmeetingsanddrivemore revenue.KTGalso

supplies additional workbooks for future reps that may be coming on board

throughout the year. The Workshop will be recorded and delivered to

managementandallsalespeopleforfurtherlearning.


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PlusValueAddstosustainyourresults:

KTG ensures the sustainability of your results by offering many training touch

pointstoyoursalespeopleandmanagers.Itisourgoalto infusetheKTGmethod

intothedailyhabitsofyourcurrentandfuturesalesforcesothatyoucontinueto

reapthebenefitsofKTGtrainingforyearstocome.

TeleTraining

Animportantpartofmaintainingthegrowthinnewmeetingsandsalesrevenues

is continued reinforcement of skill base, organization and delivery of KTGs

methodology. We accomplish this by providing continued access to ongoing

training.Afterthefirstmonth,weprovideTele training toyourSalesTeamand

Managers/Trainers for two, five or eight months, depending on the program

chosen.

Sales:OnthefirstFridayofeverymonthat12noonEST,KTGconductsSalesTeleTraining.Theteleclassisconductedlivebyourfounder,KateKingston.She

providesfurtherfocusonvariousaspectsofthetrainingincludinghowbestto

pursuespecificindustriesandCLevelexecutives. Thisisprovidedtoreinforce

and reintroduce skills to your sales team. KTG invites each member of your

salesteamtothesetrainingseverymonthviaemailandfollowsupeachclass

byemailingalinktoarecordingofthecall.

Manager/Trainer:OnthesecondFridayofeverymonthat12noonESTKTGconducts Manager/ Trainer Tele Training. This Teleclass, conducted live by

ourfounder, Kate Kingston addresses aspects of the training that must be

monitored and administered by managers and/or trainers. Kate willpresent

the

tools

needed

to

sustain

and

hone

a

sales

teams

skill

base

so

they

continue

tosellmoreeverymonthbymakingmoremeetings.KTGinviteseachmember

of your management team to these trainings every month via email and

followsupeachclassbyemailingalinktoarecordingofthecall.

VerticalVocabulary:Onthefirst,secondandthirdFridaysofeverymonthfor the length of your program your staff is invited to join our Vertical

Vocabulary Teleclasses. In these informationpacked sessions, Kate Kingston

presents the language that your top verticals understand, and demonstrates

howtouseindustrybuzzwordstoshowyourprospectshowyourbusinessplugs

intotheircompaniesandtheirneeds.

Prospecting201and301 THENEXTLEVEL

KTGtakesyourteamtothenextlevelwithadditionallivefollowuptraining.After

testing numerousfollow upformats, we have determined that this is the most

effective way to continuously increase momentum, sharpen and enhance

expertise,andmaximizeteamresults.Thistrainingprovidesoneononetrainingis

asmallgroupformat,withfeedbackforeachindividualrep.AMiniWorkshopcan

alsobeprovidedtobringnewrepsuptospeed.


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Initial Month of TrainingIn 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 4 5

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)

Sales Rep Teleclass

Vertical Vocabulary

Teleclass

8 9 10 Week Two 11 12

Weekly 10-minuteManager Check-in Call

One-on-Ones: Groups of 4-5 Reps being coached onlive calls: one hour for each group (managers attend)

Manager Teleclass

Vertical Vocabulary

Teleclass

15 16 17 Week Three 18 19

Weekly 10-minute

Manager Check-in Call

Manager-Led One-on-Ones: Groups of 4-5 Reps beingcoached on Live calls by Sales Managers: one hour foreach group

Vertical Vocabulary

Teleclass

22 23 24 Week Four 25 26

Weekly 10-minuteManager Check-in Call

One-on-Ones: Groups of 5 Reps being coached on livecalls for one hour (managers attend)

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

= 7 Hours per Rep

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

= 8 hours, 40 minutes per Manager

Sample Training ScheduleKTGKingston 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.


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Follow-up Training Schedule

For All Programs: Months Two and Three First Friday

20-30 minute Sales Rep Teleclass with Kate Kingston20-30 minute Vertical Vocabulary Teleclass with Kate Kingston

Second Friday20-30 minute Manager Teleclass with Kate Kingston

20-30 minute Vertical Vocabulary Teleclass with Kate KingstonThird Friday 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston

For Six- and Nine- Month Programs: Months Four thru SixFirst Friday

20-30 minute Sales Rep Teleclass with Kate Kingston20-30 minute Vertical Vocabulary Teleclass with Kate Kingston

Second Friday20-30 minute Manager Teleclass with Kate Kingston

20-30 minute Vertical Vocabulary Teleclass with Kate KingstonThird Friday 20-30 minute Vertical Vocabulary Teleclass with Kate KingstonChoose your Date

An additional on-site visit by a KTG Trainer to follow up with the team andtrain new reps

For Nine-Month Programs: Months Seven thru TwelveFirst Friday

20-30 minute Sales Rep Teleclass with Kate Kingston

20-30 minute Vertical Vocabulary Teleclass with Kate Kingston

Second Friday20-30 minute Manager Teleclass with Kate Kingston20-30 minute Vertical Vocabulary Teleclass with Kate Kingston

Third Friday 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston

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 theyre easily digestible and

dont take your reps out of the field for more than half an hour(with the exception ofthe additional on-site visits.)


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ACCOUNTING FIRMS

SIC Code(s)87 ACCTG MGT

Benefit Statement:

Hi ____ my name is ___________ from ________. I am calling to schedule a meetingwith you because we work with (insert two Accounting firms that are clients) and havehelped them increase billable hours, minimize waste & improve workflow through theway you move, manage, and produce documents. It has allowed them to take on moreclients 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 isTuesday, the 15th at 9:45?

Buzz Words

Billable hours

Expand services to current client base

Redundancy

Process Tax documents quicker

Customer records (e.g. W2s, 1098s,expense receipts)

Financial records

Reduced HR and personnel needs andminimize overtime

Returns

Access and collaboration bettercustomer responses

Better Communication Distribution,collaboration, accessibility ofdocuments

Process Tax returns quicker andcommunicating more efficientlybetween clients & Gov.


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ADVERTIZING FIRMS

SIC Code(s)

73 BUSINESS SERVICES

Benefit Statement:

Hi Bob, this is Kate Kingston from _________. I am calling to schedule ameeting with you. I thought of you because we are working with (insert two clientreferences.) Our color technology has improved the quality of documents that go out torepresent their clients. By bringing in some of the professional marketing material, It iskeeping control in-house, minimizing waste, improving accuracy and drastically loweringoutsourcing costs. This is also allowing them some added functionality to PROOF piecesmuch quicker for a better turnaround time and better customer response.

So I wanted to schedule a meeting with you to make it happen. How isTuesday, 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


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KINGSTON TRAINING GROUP 126 FIFTH AVENUE NEW YORK, NY 10011 212.242.5329www.kingstontraining.com

ContractComparison

6Month

Service

Contract

9Month

Service

Contract

12Month

Service

Contract

GUARANTEE:50%INCREASEinCLEVELMeetings foreverymemberofyoursalesforcewhocompletesKTG

Trainin

3HourWorkshop IndividualOneonOnetrainingplacingrealcallsto

liveprospects ProspectTrainingforManagersandSupervisors Verticalindustrytelephonescriptsandemailscripts

delivered(example:Law,Medical,Construction)20Industries 40Industries 60Industries

MonthlyTeletrainingwithCEO&Founder,Kate

Kingston6Months 9Months 12Months

DigitalMP3recordingsofalltrainingsessions TrainingforadditionalNewHiresupto20%ofyour

currentsalesforce Trainingsare13pmeasternon

the1stthreeFridaysofthemonth Prospecting201:Oneadditionalonsitevisit Privatemonthlymanagerconferencecallstoensure

ONGOINGincreasesinmeetingsandincreased

revenues

Workshopcanbedeliveredliveatanadditional site

for

no

charge

DirectaccesstoKateKingstonviaanemailaddress

ONLYprovidedtoParticipantsofKTG's12Month

ServiceContract. DirectlycontactKateKingston,CEO

&Founder,regardinganyprospectingchallenge

you'refacingandgetthewhiteglovetreatment


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Informationoncallscriptingisgreat.Ilikefocusingonspecificswithinacompany'sindustry. BobGA&AOfficeSystems

Amustfortrainingrepsintodaysmarketplace. Yourstorymustbetoldtogainnewcustomers.

Katemakessurethestoryhitsthestreetandhasaprocesstomakesureitworks. BrianJ.DatamaxMicro

Goodstuff! Katehasherstufftogether. Clevelmeetingsettingisanart,presentedwithstyleand

confidence. [KTG]reallyhassomethingthatcanhelpyourrepsgetmoreClevelmeetings. BruceH.AdvancedImagingStrategies

Ivelearnedhowtotranslatewhatwedospecificallyfordifferentindustriestomotivatethemtowant

tomakeanappointmentwithme! CecilyB.QualityBusinessSystems

ImastoundedatKatesobjectivityandclarityincommunicatingthetrainingobjectives,ensuringthat

wegrasptheimportanceoflearningandusingthesetools.Shehasprovidedtrulyoneofthebest

trainingcoursesIhaveeverexperienced. D.D.MilnerDocumentProducts,Inc.

Theresultsarephenomenal!TheKingstonTrainingmethodologyhadabighandinourcommercial

teamannualrevenuegoingfrom4Millionto7Million,80%whichisNEWbusiness.Ourturnoveralso

decreasedfrom100%to45%becausethenewerrepsaremoreconfidentonthephoneandare

makingmore$$sooner.Weimplementedotherstrategiesandhadsomeotherchangesthatalsohad

animpactonthosesuccessesbutIwouldhavenotroubleattributingagreatdealofthissuccesstothe

incredibleprospecttrainingoftheKTGGroup.Ourmanagersandtrainershavenowtakenownership

ofthisandhaveinfuseditwithourdaily&weeklyroutines.Manager&Trainerevangelismisan

absolutemusttoinsuresuccesswiththisprogramandwiththeaboveresults,whywouldntwe?

Kateisamasterathercraft.Ihavenodoubtinsayingthat KTGisanabsoluteMUSTintrainingand

WILLincreaseNEWmeetings&revenueaswellasloweryourattritionrate! DanC. VPofSalesQualityBusinessSystems

Forthefirsttimeever,customersarecallingmebacktoscheduleappointments.TheCallBookisvery

helpfulinorganizingandrefocusingprospectingtime;especiallycartime.Focusingprospecting

verticallyisagreatapproach. DanW.StewartBusinessSystems

ThistrainingwasthebesttrainingthatIhavereceivedinmy3yearswithAOT,theinformation

gatheredinjustthe2hourworkshopwillhelpmesetmoreandmakeappointments. DavidG.ArizonaOfficeTechnologies

Withtheobviousincreaseinmeetingsandactivity,thefocusyourprogramshasprovidedhasbeen

veryexciting. ThefeedbackIhavereceivedfromtherepresentativeshasbeenpositive.Wewillbe

usingthistrainingtobackintoanexpectedmonthlycallratetomaintainsuccessfulprospecting

levels. JohnS.,Manager,PerryCorporation


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LinkedIn Recommendations

John Lowery has endorsed your work as President & Owner of KingstonTraining Group.

Dear Kate,

I've written this recommendation of your work to share with other LinkedInusers.

"Applied Imaging has used Kate Kingston's training to produce moreappointments for our sales force. There has been a 25% increase in ourmonthly revenue. We have experienced a 50% increase in the weekly

appointment's schedule. She taught us time management and appointmentclosing techniques. I recommend Kate without reservation."

Year first hired: 2010

To Qualities: Great Results Personable Good Value

Hi Kate,

Just a note to let you know how much I enjoyed your training and thedramatic improvement in meeting numbers it has made for our team here atDatamax. You know I have a very tenured team and was reluctant as tohow much help appointment training could be for them, however, it hasincreased our meetings with non-customers many times over. A new senseof 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


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KINGSTON TRAINING GROUP

126 FIFTH AVENUE

NEW YORK, NY 10011

212.242.5329www.kingstontraining.com

OurExample YourNumbers12 _____________

$10,000.00 _____________

20% _____________

$24,000.00 _____________

Our Example You rNumbers50% 18 _____________

$10,000.00 _____________

20% _____________

$36,000.00 _____________

$12,000.00 _____________

15 $180,000.00 _____________

OurExample YourNumbers100% 24 _____________

$10,000.00 _____________

20% _____________

$48,000.00 _____________

$24,000.00 _____________

15 $360,000.00 _____________

IncreasedSalesperSalespersonHowManySalespeopleDoYouHave?

GrossSalesperSalespersonperMonth:

HowManySalespeopleDoYouHave?

PotentialforNextMonthbasedonAverage(100%+)KTGBTClientResults

GrossSalesperSalespersonperMonth:IncreasedSalesperSalesperson

MeetingsIncreasedby:AverageSale:

AverageCloseRate(1In5Meetings):

This Is

ADDITIONAL

Revenue that

your team could

be bringing

in EVERY

month!

AverageSale:

AverageNumberofMeetingsPerMonth:AverageSale:

AverageCloseRate(1in5Meetings):GrossSalesperSalespersonperMonth:

MeetingsIncreasedby:

Fill in your Firm's

numbers to see

how muchadditional

revenue you're

missing out

on every month.

This Is

ADDITIONAL

Revenue that

your team could

be bringing

in EVERY

month!

YourResultsNow(perSalesperson)

PotentialforNextMonthbasedontheKTGGuarantee:50%IncreaseinMeetings

AverageCloseRate(1In5Meetings):

HOWKTGTRAININGIMPACTSYOURBOTTOMLINE(Clientstypicallystartseeingresultsduringthefirstmonthoftraining)

** Our assumptions are made using the industry standards of 3 meetings/week andaveragecloserateof1:5persalesperson. KTGdoesnotguaranteerevenue,butDOESguaranteea50%increaseinthenumberofmeetingsyoursalesteamsetsaftertraining.Todate,allofourclientshaveseena100% increase inthenumberofmeetingsetafterourtraining.


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OVERVIEW of theKTGPROSPECT TRAINING PROGRAM

MAK E MORE MEETINGS MAKE MORE MONEY

THREE HOUR WORKSHOP

Our workshops are customized yourcompany. The number of attendees isdetermined by you and the KingstonTraining Group. Workbooks & trainingbinders are included for each attendee &every sales manager. KTG will alsosupply extra workbooks for new reps thatmay be coming on board. The Workshopwill cover all topics needed to prepareattendees for the One-on-One trainingsessions. We believe that in order tomake a more high level call and toincrease your chances for the meeting,the workshop is crucial! An MP3 of theworkshop will also be provided forreinforcement.

INDIVIDUAL TRAINING

This vital element to the training program includes One-on-One andSmall Group Training. The recommended time for this training is twoconsecutive weeks; skip a week to have MANAGEMENT conducttraining and have reps practice, and then KTG comes back in for a finalweek to ensure sustainability and momentum. It is then recommendedfor a KTG trainer to come in two more times over the following twoquarters to make sure that good prospecting habits have beenestablished and are continuing to grow in your environment.

MANAGEMENT TRAINING

KTG trains Sales Managers to maximize momentum by establishingthem as leaders in KTG structured sales calling plans. Managers arerequired to sit in on at least one (1) One-on-One session with eachindividual rep. This helps them learn the program and continue themomentum with the sales assignments. Managers are also providedwith a Managers Handbookcontaining weekly assignments. Theassignments are geared toward the sustainability of the KTGprospecting program and take less than 10 minutes per week toaccomplish.

Contact us today to schedule your In-house Training:

KINGSTON TRAINING GROUP126 FIFTH AVENUE Suite 14A NEW YORK, NY 10011

877-KTG-2123www.kingstontraining.com

VERTICAL MARKETING

GUIDES

KTG knows youve 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.

STAYING ORGANIZED

Calling to follow up after leaving

a message only works if you

rememberto 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.

50 CALLS A WEEK IS A HOBBY

Well 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
http://www.kingstontraining.com/mailto:[email protected]://www.kingstontraining.com/