Nicholas Roach
Dallas/Fort Worth Office
As someone who jumped right into Kate’s training from the very beginning of my time at Datamax, it was very overwhelming at first. Kate has an extremely sharp tongue with her words and incredible professionalism with her work style. I was still trying to learn my own.
Her training was very influential to me as I started. Her courses on vertical markets industry knowledge gave me incredible insight into the businesses I was prospecting. Her lessons taught verbiage and keynotes to touch on, with what an industry needs help with or struggles with. An example is construction and architects using wide formats for blueprints.Kate's training helped me develop my style, verbiage, and punctuation when speaking with prospects. It might have taken a bit of time but her example paved the way for me to create Net New Meeting as a new salesperson.
Brett Pollock
Little Rock Office
My biggest takeaway so far is using the prospect's business terms as in types of printing a law office may do as in bate stamping, billable hours printing and scanning, Interrogatories, redactions, etc…I have used her email templates and I am getting responses and using her phone verbiage to get meetings.
Jessica Hutcheson
Jonesboro Office
My emails sound more professional, I’ve learned how to speak to the “vertical” I am prospecting too. Speak their language. I have always preferred emails and in person cold calls; she is helping me get out of my comfort zone and try actual PHONE calls. LOL
Damon Kilgo
Sulphur Springs Office
To answer your question to the fullest I would be here for a very long time because the information that Kate Kingston has to impart upon those who attend her classes is too vast to do a proper assessment in one short email. What I can tell you is that I can boil quite a bit of the training down to one thing and that is “prospecting is key” to making or breaking your career.
I have spent nearly two decades in the sales field and I have never attended such a thorough training on prospecting. The approach and methods that Mrs. Kingston uses is clearly from her many years of dedicated sales prospecting in a market that is flooded with salespeople attempting to schedule that meeting where her skills have allowed her to rise to the top, and he success speaks for itself. My greatest takeaway from her impartation of skills is that you can’t get paid for never making the meeting.
Mrs. Kingston took 6 months to train my class on many different skills and techniques that play to a multitude of sales personalities. She really took the vast amount of knowledge that she has and literally made a book with multiple methods for email, phone call, and face-to-face door-knocking prospecting. I still find myself nearly 6-7 months post-training referring back to the three-inch thick binder she gave us and her quick reference guide for my prospecting scripts and techniques.
I honestly can say that I will always keep that information close at hand when making calls because I know that her life’s work is worth more than it’s weight in gold.
Casey Tate-Lee
Little Rock Office
I am planning for success or planning for failure. It is vital to set my intention with every single day. Scheduling out my task list is helps mestay on track & better prioritize what to do with my time.
It's not what you're trying to convey but rather, how are you conveying it? Language is a powerful tool which can affect a situation either positively or negatively. Kate gives great examples of talk tracks that increase the odds the success of my cold calls.
Shelby Estes
Dallas/Fort Worth Office
Kate Kingston is really good at giving keywords for a specific business to use when talking to prospects. She gives Twitter pitches and helps break down the goals of a business and why technology should be important for them. This is a great way to get prospects' interest early to set a meeting. It helps to have a general understanding of how they make money and how the office technology helps them improve workflows and draw in more business.
Carol Robbins
Texarkana Office
The most valuable thing I took away from Kate Kingston training was the ability to separate printing needs by vertical. Of course I knew all companies utilize their copiers differently, I didn’t know which types of documents fell under each vertical. Now I have this handy dandy notebook that covers every vertical. It tells me exactly what that specific company will be printing. It’s a great tool!!
Andrew Watson
Little Rock Office
My biggest takeaway from Kingston training was learning how to think outside of the box when it comes to dealing with prospects. Kate’s program essentially provides dozens (hundreds really) of ways to stand out to your prospect by practicing a disciplined approach of piquing a potential new customer’s interest with confidence, info, and creativity.
And a process for figuring out how to scale that same approach to target as many of your top prospective customers as you can in the shortest amount of time. The program can feel lengthy and put you out of your comfort zone, but it's literally riddled with helpful tactics, language, and the like that any professional salesperson could find something to add to their bag coming out of this training program.
Emily Wyrick
Hot Springs Office
I learned that some simple steps like clarifying the questions the customer is asking and using the customers own words to repeat back the problem or concern before jumping right into the answer as we all as salespeople like to do. Slowing down and speaking in their words shows the customer you are listening and you care about their business. Speak in their industry language.
If you don’t follow up it doesn’t matter how good the first call was.
Do your research for hints and pearls to find out common ground or people you may have in common.
Be organized when you begin your day with cold calls. Have individual vertical handouts for each vertical to make it more personable to their business.
Nathan Wisener
Dallas/Fort Worth Office
KTG training has been a great avenue for pairing intentionality with preparedness. She has simple methods to develop prospect profiles that target the decision makers with a clear picture of how Datamax will add value to their operation. This focused strategy allows salespeople to put their best foot forward and shorten the time it takes to approach, qualify, and schedule opportunities.
KTG’s impact on me personally has been an extension of Canon’s negotiating with a backbone. Understanding the power that we have in the prospecting dynamic and having the tools and methods to know that I left it all on the field allows me to be agile in moving from deal to deal with confidence.
Tisa Sudduth
Tyler Office
I would say the way she is about to use resources free of charge online to find more information on a prospect before just walking in. I don’t like not knowing who I am meeting with or what they do prior to walking in and used to spend so much time looking before being taught these tricks.
I will say that the new net meetings haven’t increased yet but the confidence that I have setting the new steps has been night and day difference. I know that using these skills will soon increase my new net meetings.
Renee Golas
Jonesboro Office
The email templates by vertical have been a great tool. Kate provides a supportive work environment on our weekly calls by allowing us to role play and learn from each other.
