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“This methodology gave our sales organization a common language and a shared belief about what great selling looked like. … The results were extraordinary. From 2000 to 2019, Ultimate grew recurring revenue from roughly $10 million a year to over $1 billion.” Greg Swick, Former Chief Revenue Officer, Ultimate Software
“Before, our sales team was completely in the dark. Closing a sale felt like a blind squirrel stumbling upon an acorn. … The bullpen transformed overnight from a quiet, stagnant room into a dynamic space full of energy and teamwork.” Jim Coffey, CEO, Capex Commercial Partners, LLC
What our clients are saying about us
“I hired Kent Malinowski and his team to retrain our sales force. It wasn’t a quick fix. It took several months of reconditioning, unlearning old habits before the new ones would stick. Once they did, our sales grew steadily, 28 percent year over year.”
“Before, I walked into listing presentations with no commitment and closed only 30% of my appointments. … My closing average more than doubled to 70%. Today I close every listing appointment I run.”
“Within the first 15 minutes of my first session, I discovered ‘nuggets’ I could implement immediately. … Every call gave me something I could run with.”
“Before White Knight Selling, my sales team fell into ‘sell, sell, sell, talk, talk, talk,’ without a clear way to qualify prospects. … What’s stuck with us is establishing the prospect’s budget up front. … When we pull back, qualified prospects won’t let go. We stop selling them, and they start selling us.”
“Instead of walking in and talking about products and price, we ask better questions. What’s costing them money? Where are the risks? … We’re helping them see their own business differently. Anybody can compete on price. We’re winning with things a competitor can’t take away: relationships, trust and real conversations.”
“The best thing we did was lose the PowerPoint. Talk less, ask more, then speak from the heart. … It made the hard questions feel less threatening to the prospect, and we walked away with real answers instead of a data dump.”
“I hired them twice and in both cases our sales team transformed by changing the way our sales leadership and our salespeople thought.”
“White Knight Selling’s approach stands out because it challenges how you think, not just what you say.”
“Unlike most sales training, which teaches you to overcome objections with a clever comeback, White Knight Selling teaches you to ask the right questions, in the right order, at the right time, to eliminate pushback.”