From clients and delegates…
50% increase in sales conversion rate for global company
I have worked with Mike Kingston over the past 3 years to support the enhancement of sales prospecting, proposal development, presentation development and delivery, and negotiating capabilities across Bernhard Schulte Shipmanagement’s business units worldwide.
Whilst being one of the world’s foremost 3rd party ship managers renowned for the quality and scope of services offered to ship owning customers, our business unit Managing Directors typically have seafaring backgrounds as Master Mariners or Chief Engineers and had not previously received structured, professional training to support the execution of their new business development responsibilities.
Mike’s approach, experience and interpersonal skills quickly built a rapport with my senior level colleagues which has been beneficial in ensuring that the training workshops we have undertaken have been both highly productive and engaging, supported by excellent reference material.
As a result, our sales pipeline of qualified opportunities has materially increased, with the percentage of ship management contracts that we are securing from new customers also increasing from 40% last year to 60% in the calendar year to date.
I would have no hesitation in recommending Mike to any organisation seeking to develop and enhance their sales and customer relationship management capabilities in a similar, structured approach.
Robin Thuillier, Director – Marketing and Business Development
Bernhard Schulte Shipmanagement
“Today my company was awarded a contract worth £250,000.00 per year over a 3 year period. From the invitation to tender and quote writing, through to the presentations I used elements of Mike’s training programmes. I believe the tips learnt in your courses were instrumental in our success. It was the first time I had started any presentation without telling the customer about us, how long we have been in business and what we do. It was pitched at the strategist and decision maker. Your courses really work.”
Matt Fletcher, Managing Director, Fletcher Moorland Ltd
“It cut through all the clutter, discarding antiquated techniques and leaving me with
a very clear idea of how to approach a potential buyer when creating a sales proposal.”
Ilze Purves, Marketing and Communications Manager, BDR Voice & Data
“A very good seminar that presented some very credible and logical ideas that can
we can easily apply to our proposals. I can already see how they will benefit us.”
Richard Jones, Director, Websolve Ltd.
“I want to thank you again for such an engaging, relevant and insightful training session. Superlatives are used all too often in this day and age, but your session was truly outstanding and I’ll certainly be interested in attending more in the future.”
Luke Cottam, Account Manager, Essential Computing
“Mike is one of the best corporate speakers I have had the pleasure to work with. He has a great reputation with event providers and delegates; quite simply because he knows what he is talking about and delivers the goods 100%. Mike is also very professional, and extremely knowledgeable. I certainly have no hesitation in recommending Mike to any event provider or delegate alike.”
Jennifer Halliwell, Event Manager at White Wave Venue Development, via LinkedIn
“I attended two of Mike’s seminars, on presenting and copy writing. Both were excellent.
I learned more about presenting at his seminar than in my previous 25 years of experience, and people thought I was good at presenting! And the copy writing seminar introduced me to new techniques and though processes that are easy to apply but make
a huge difference. Brilliant!
Iain Howarth, Managing Director, Open Range Ltd via LinkedIn
“I attended one of Mike’s training seminars on writing persuasive quotations, sales proposals and tenders. He presented the material engagingly and the content was excellent. He has lots of practical, useful advice that you can implement straight away.
I’m confident that his techniques have helped me and my clients to close more business.
I’d highly recommend Mike for anyone looking for sales training.”
Andrew Wilks, Speaker and Consultant on Lead Generation and Marketing Strategy,
“I have attended two of Mike’s training sessions and was inspired by both. Fundamentally, he knows what he is talking about and presents his ideas and experience in a very straightforward and to the point manner. I have experienced results from the practical application of his ideas”.
Mark Whittaker, Business Development Manager at Integral UK Limited, via LinkedIn
“The seminar on sales promotion and writing skills totally transformed my business. My new brochure is now winning me orders from many larger customers in my market place.”
Jeff Taylor, Managing Director, Apex Taylor (Signs and Graphics)
“Having attended similar selling skills training days with other providers over several years, it was refreshing to attend a course that was based on practical experience and common sense that works, rather than text book. Excellent course that I have already benefited from.”
David Huxtable, Commercial Business Manager, Nationwide Building Society
“Mike Kingston’s cold-calling master class has already brought big benefits to our radio communications business through increased sales. It’s made the team more focused on actually reaching and dealing with the decision maker, so we’re now closing more sales.”
Helen Kirton, EEMits Communications Ltd. (Radio communications systems)
“I attended your recent seminar “Write sales quotations that convert”, I thought you might be interested to hear our success with your ideas. We submitted our proposal for
a project this morning, presenting it to the ‘user’ but written to appeal to the ‘strategist /financier. Result? A phone call back within an hour with the go ahead for the whole project plus extras. A £28,500 order. Your methods make the customer’s ‘I’ll need to think about it’ syndrome a complete no brainer! Thanks again for a great course.”
Duncan MacIntyre, Director, Factory & Office Consultants Ltd.
“After Mike’s ‘Deliver the Sales Pitch that wins!’ seminar we completely changed our customer presentation and in the following four months our percentage win rate increased by 27% – and its still going up! A fantastic seminar that’s boosted our income very quickly.”
Phil Byrne , Director, The H2 Company