2011 April - KTG Brochure Biz Tech

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. DocuTeam

Advanced Business Systems Eastern Copy Products
Advanced Imaging Solutions Flexprint, Inc.
Advanced Imaging Strategies Fraser Advanced Info. Systems
All Copy Products Graphography
Arizona Office Technologies Imaging Solutions
ASI Business Solutions Infomax Office Systems, Inc.
Automated Business Products Integrated Document Technologies
Bay Copy James Imaging Systems
BizDoc, Inc. Konica Minolta
Business Systems Consulting, Inc Lineage
Capital Office Solutions Lucas Business Systems
Carr Business Systems Marimon Business Systems
Casey Systems, Inc. Martin Whalen Office Solutions
CB Doc Solutions Milner Document Products, Inc.
Chicago Office Technology Group MWB Copy Products
Cobb Technologies, Inc. Northwest Copier Group
ComDoc, Inc. Oklahoma Office Systems
Connecticut Business Systems Pacific Office Solutions
Conway Office Systems Perry Corporation
Copytronix Quality Business Systems
Dahill, A Xerox Company Sharp USA
Datamax Kansas City SymQuest
Datamax Micro Swenson Group
Datamax St. Louis Upstate Office Equipment
Datamax of Texas Vision Office Systems
Des Plaines Office Equip. Co., Inc. Zoom Imaging Solutions Inc
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
Sharp USA
10 Locations
October 2010 – February 2011
Cobb Technologies, Inc.
Richmond, VA
November 2010
Fraser Advanced Information Systems
Reading, PA
September 2010
Image Solutions
Fletcher, NC
September 2010
Datamax Kansas City
Lenexa, KS
March 2010
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.
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.

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.
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 4 5
• Managers & Reps participate in a three-hour Workshop • Sales Rep Teleclass

• One-on-Ones: Groups of 4-5 Reps being coached on live • Vertical Vocabulary
calls: one hour for each group (managers attend) Teleclass
8 9 10 Week Two 11 12
• Manager Teleclass
Weekly 10-minute • One-on-Ones: Groups of 4-5 Reps being coached on
Manager Check-in Call live calls: one hour for each group (managers attend) • Vertical Vocabulary
Teleclass
15 16 17 Week Three 18 19
• Manager-Led One-on-Ones: Groups of 4-5 Reps being
Weekly 10-minute • Vertical Vocabulary
coached on Live calls by Sales Managers: one hour for
Manager Check-in Call Teleclass
each group
22 23 24 Week Four 25 26
Weekly 10-minute • One-on-Ones: Groups of 5 Reps being coached on live
Manager Check-in Call calls for one hour (managers attend)
Total time spent out of the field for the complete month of training:
Sales Reps: Managers:
• 3 Hour Workshop • 3 Hour Workshop,
• 4 Hours of One-on-One training • 3 hours Attendance at One-on-Ones’
= 7 Hours per Rep • 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
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
First Friday
• 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston
• 20-30 minute Manager Teleclass with Kate Kingston

Second Friday
Third Friday • 20-30 minute Vertical Vocabulary Teleclass with Kate Kingston
For Six- and Nine- Month Programs: Months Four thru Six
First Friday

Second Friday
• An additional on-site visit by a KTG Trainer to follow up with the team and
Choose your Date
train new reps
For Nine-Month Programs: Months Seven thru Twelve

First Friday

Second Friday
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

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  Access and collaboration – better

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

 Fast, efficient cutting edge technology  Professional printing
 Fixed cost per image  Retrieve
 Multifunctional  Scan and electronically store
Key Documents in this industry

 Ad layouts/copy proofs  Mailing lists
 Analyses results  Market trend
 Artwork  Meeting minutes
 Billing notices  News announcements
 Contracts  Organization charts
 Cost estimates  Personnel records
 Customer letters  Press releases
 Direct mail promotions  Product announcements
 Envelopes/labels  Proposals
 Expense reports  Purchase orders
 Graphs  Responses to inquiries
 Internal memos  Schedules
 Internal summaries  Statistical analysis
 Inventory sheets  Storyboards
 Inventory reports  Surveys
 Invoices  Tracking documents
 Letters to vendors/investors
6 Month 9 Month 12 Month
Contract Comparison Service
Contract
Service
Contract
Service
Contract
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
20 Industries 40 Industries 60 Industries
delivered (example: Law, Medical, Construction)
Monthly Teletraining with CEO & Founder, Kate
6 Months 9 Months 12 Months
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
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
confidence. [KTG] really has something that can help your reps get more C‐level meetings.” Bruce H.
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
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
HOW KTG TRAINING IMPACTS YOUR BOTTOM LINE
(Clients typically start seeing results during the first month of training)
Your Results Now (per Salesperson) Fill in your Firm's

numbers to see
Our Example Your Numbers
how much
Average Number of Meetings Per Month: 12 _____________ additional
revenue you're
Average Sale: $10,000.00 _____________
missing out
Average Close Rate (1 in 5 Meetings): 20% _____________ on every month.
Gross Sales per Salesperson per Month: $24,000.00 _____________
Potential for Next Month based on the
KTG Guarantee: 50% Increase in Meetings
Our Example Your Numbers This Is
Meetings Increased by: 50% 18 _____________ ADDITIONAL
Revenue that
Average Sale: $10,000.00 _____________ your team could
Average Close Rate (1 In 5 Meetings): 20% _____________ be bringing
in EVERY
Gross Sales per Salesperson per Month: $36,000.00 _____________
month!
Increased Sales per Salesperson $12,000.00 _____________
How Many Salespeople Do You Have? 15 $180,000.00 _____________
Potential for Next Month based on
Average (100%+) KTG BT Client Results
Our Example Your Numbers This Is
Meetings Increased by: 100% 24 _____________ ADDITIONAL
Revenue that
Average Sale: $10,000.00 _____________
your team could
Average Close Rate (1 In 5 Meetings): 20% _____________ be bringing
Gross Sales per Salesperson per Month: _____________
in EVERY
$48,000.00
month!
Increased Sales per Salesperson $24,000.00 _____________
How Many Salespeople Do You Have? 15 $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.
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 One-
on-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.
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 VERTI CAL MA RKE TIN G

GUI DES
Our workshops are customized your
company. The number of attendees is
determined by you and the Kingston KTG knows you’ve got more
Training Group. Workbooks & training than one kind of client. We
binders are included for each attendee & provide you with the language
every sales manager. KTG will also to speak to many different
supply extra workbooks for new reps that industries, and teach your
may be coming on board. The Workshop staff how to make the call all
will cover all topics needed to prepare about the client.
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.
INDIVIDUAL TRAINING
STAYI NG O RG ANIZ ED
This vital element to the training program includes One-on-One and
Small Group Training. The recommended time for this training is two
Calling to follow up after leaving
consecutive weeks; skip a week to have MANAGEMENT conduct
a message only works if you
training and have reps practice, and then KTG comes back in for a final
week to ensure sustainability and momentum. It is then recommended remember to call. KTG not only
for a KTG trainer to come in two more times over the following two shows your staff how to keep it
quarters to make sure that good prospecting habits have been all straight, we give each Rep a
established and are continuing to grow in your environment. 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:

We’ll teach your staff how to make
KINGSTON TRAINING GROUP more calls in less time with better
126 FIFTH AVENUE  Suite 14A  NEW YORK, NY 10011 results. Watch your revenue and
877-KTG-2123 morale climb as they learn the
www.kingstontraining.com
secrets to successful calling.
info@kingstontraining.com
kkingston@kingstontraining.com

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Motivational Sales Training Specializing in Making More Meetings

A & A Office Systems, Inc. DocuTeam

Initial Month of Training

1 2 3 Week One - Workshop 4 5

• Managers & Reps participate in a three-hour Workshop • Sales Rep Teleclass

For All Programs: Months Two and Three

• 20-30 minute Manager Teleclass with Kate Kingston

• 20-30 minute Manager Teleclass with Kate Kingston

For Nine-Month Programs: Months Seven thru Twelve

• 20-30 minute Manager Teleclass with Kate Kingston

Hi ____ my name is ___________ from ________. I am calling to schedule a meeting

 Billable hours  Access and collaboration – better

Hi Bob, this is Kate Kingston from _________. I am calling to schedule a

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

 Color printing  Print on demand

Key Documents in this industry

"Applied Imaging has used Kate Kingston's training to produce more

Year first hired: 2010

Top Qualities: Great Results, Personable, Good Value

Your Results Now (per Salesperson) Fill in your Firm's

Gross Sales per Salesperson per Month: $24,000.00 _____________

BIO – Kate Kingston

THREE HOUR WORKSHOP VERTI CAL MA RKE TIN G

Contact us today to schedule your In-house Training:

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Hi my name is _ from __. I am calling to schedule a meeting