1. Kate Kingston, founder & President of the Kingston Training Group, is a motivational sales trainer specializing in making more qualified net new meetings for business technology dealers Kate Kingston, founder & President of the Kingston Training Group, is a motivational sales trainer specializing in making more qualified net new meetings for business technology dealers. This proven training method drives funnel opportunities, as well as increasing both net new sales and market share for her clients. KTG trains the dealership sales teams to prospect more efficiently using phone, foot, email, referrals, and social media. KTG statistically measures the results of her training for each sales rep on a weekly basis to be sure her guaranteed results of at least a 50 %increase in net new meetings companywide are met, (or the training is free). Kate's motto is "make more meetings, make more money" and she has proven this true time and time again.

8. Sale

10. If people like you, they’ll listen to you, but if they trust you, they’ll do business with you. -Zig Ziglar

11. Outgoing Message

12. The Message Sandwich

16. Step by Step Process of Going After a Prospect

17. The Full (Step-by-Step) Process of Call Planning Step 1: Identify the companies to go after. Step 2: Research the companies. Step 3: Create a Google Alert for the company. Step 4: Schedule your prospecting into your calendar. Step 5: Put leads into your KTG prospect binder. Step 6: Preparing to start prospecting by phone and email.

19. Google Alerts

20. Step 1: Open the website.

21. Step 2: Enter your search

22. Step 3: Tips for creating alerts Try to be as precise as possible. The more precise your search terms are, the more relevant your alerts will be. Use quotes around a group of words if you are looking for them together. For example, ["White house"]. Use a minus sign (-) in front of words that you want to exclude. For example, [paris -texas]. Use the site: operator to limit your search to specific sites. For example, [congress site:nytimes.com].

23. Step 4: Create the Alert. Enter a valid email address, which Google will use to send you the results of your query.

24. Step 5: Choose source type. There are some additional options available to tailor your search to your particular needs.

25. Voila, Google Alerts straight to your inbox!

26. - Ron Karr The way you position yourself at the beginning of a relationship has a profound impact on where you end.

27. Non Profits

29. Step 1: Login Step 2: Advanced Search Scroll down to Location In put the city and state you want to run a search in. Step 3: Scroll down to Funding Then to Funded After: and put in the current year. Step 4: Click Enter Up comes your Search Results, listed are all the companies in the area that have been recently funded within your time frame.

30. Step 5: View your Prospect’s Page Summary Here you’ll see a bio of your prospect, from their recent funding milestones to their general information such as phone numbers and emails to their total funding. Scroll down you’ll see a list of people within the company, find your point person and email them!

31. If people like you, they’ll listen to you, but if they trust you, they’ll do business with you. -Zig Ziglar

32. Email First

33. Subject Line: Scheduling possible meeting with _____________ (Insert prospects name).

35. What does ContactMonkey.com do exactly? Well once you download the plugin onto your email, Contact Monkey will do the following for all your emails: Track when your email was opened WITHOUT notifying the recipient. Track where it was opened geographically. Track how it was opened ex. via computer, iphone, ipad etc. Notify you when a person has opened your email more than once.

36. Track the emails that you send out. Records your data through charts and graphs so you can keep track of your progress effortlessly. It also tells you what your best “grabbing” subject line was. You can search through your sent to find a specific email you sent and see how it did. Once you’ve downloaded the plugin onto your email, there will appear a “Contact Monkey” sidebar, here it’ll:

37. Are you READY for the Work week?

45. Researching Inside LinkedIn

46. Search for Employees Within The Company

47. Now Connect

48. Technology Tool #6 Use Lead Ferret to research & create a prospecting list.

49. Go to search. You want to make the most specific search that you can, you have all of these different categories to start from: Title, Level Executive, Gender, Industry or Profession, Social Media Links, By Size, Revenue, Radius within your territory, even by Company Name. Once you add in your search criteria, press Search on the sidebar.

50. And up comes a compiled list of: Executive Names, Titles, Companies, and Cities. If you have a free account, this is the list you’ll work off of, you may want to cross reference between LinkedIn or Search Bug to get further information. However if you chose to set up an account at the 20$ mark, your next step is to check each square of the companies you may be interested in.

51. On top of the list after you’ve selected your leads, you want to select Download Selected, this is where the credits come in, for every one credit you use you get one record of a company.

52. When you click Download Selected, what LeadFerret does is create an excel sheet, filled with the information you requested. As you can see above from emails to LinkedIn links LeadFerret has got you covered. Happy Prospecting!

53. BONUS Technology Tool #7 Verify an email address is correct with verify-email.org

54. Be a yard stick of quality. Some people aren’t used to an environment where excellence is expected. - Steve Jobs

55. A Minimum of A 50% Increase Guaranteed! The Proof Is In The Numbers!

56. This Could Be YOUR Dealerships Results too. We’re Ready, When You’re ready!

57. The Kingston Training Group Prospecting Sales Training Includes: * Live on-site workshop training * Individual One-on-One training placing real calls to live prospects * Training and Tools for Managers * 55+ Vertical industry telephone scripts and 170 email templates delivered (EX: Law, Medical, Construction) * Digital recordings of all training sessions * Vertical Vocabulary Tele-classes * New Hire training * Weekly access to additional Touch Point and New Hire Training * Tele-training once a month for sales people and managers on process and systems. * Activity accountability * Time Management * Social Media prospect training

60. Kate Kingston 646-831-5184 kkingston@kingstontraining.com www.kingstontraining.com