Win customers when you stop competing on price.

Build a sales team that meets quota without sacrificing margin.

Schedule a complimentary coaching session (no sales pitch)
Download the CEO's Sales Playbook (free)

Running a sales organization shouldn’t leave you anxious about your business.

Maybe you have a good sales team that tries, but their forecasts miss.

  • You keep losing deals, even when you’re the better provider

  • You sharpen the pencil and your business valuation suffers

  • You work harder, but your P&L shows you earn less

  • You want to help your people, but don’t know what else to do

The problem isn’t that your sales team is failing.

It may be that you’re experimenting with tactical fixes when one or more of your strategic sales plays need attention.

Read our playbook to run any of these 5 CEO plays:

Play 1
Fix flat or inconsistent revenue.

Play 2
Assess your sales team in 3 minutes.

Play 3
Strip fake deals from your forecast.

Play 4
Discover how great sales leaders say less, get more.

Play 5
Hire A-players.

Download the playbook now

White Knight Selling results through the eyes of our clients

  • "The results were extraordinary"

    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

  • "Sales grew steadily, 28 percent year over year"

    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.

    Alan Freece
    Former VP of Business Development, Telecom Division, General Electric

  • "Transformed"

    White Knight Selling helped transform our sales organization, while simultaneously providing leadership coaching to sales management and business strategy consulting to me. The predictability of sales results and the overall sales execution of the team was transformed by their efforts. As a matter of fact, they performed so well for us, my boss retained them to consult for other business units.

    Jim Woods
    Former executive at Harris Corporation, Alphabet & Meta

  • "Methodologies and practices that work"

    As president of a service based company, the sales force was my lifeline to growth and opportunity. We turned to White Knight Selling to provide a strong foundation for our sales team. They trained our business development staff, sales managers and senior team on the disciplines of selling, strong tracking methodologies and practices that work!

    Ronald Drenning
    President, Taylor Corp.

  • "Talk less, ask more, then speak from the heart"

    The best thing we did was lose the 70-page 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.

    John Van Wickhouse
    Former VP of Sales, Ultimate Software

  • "My closing average more than doubled to 70 percent"

    Before, I walked into listing presentations with no commitment and closed only 30 percent of my appointments. … My closing average more than doubled to 70 percent. Today I close every listing appointment I run.

    Bob Lynch
    Luxury Waterfront Specialist, Illustrated Properties

  • "Our team found their voice"

    Our team found their voice. 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

  • "I had asked the right questions that built trust"

    I asked questions that revealed their pain, then asked how it was personal for them. They believed I wanted to help, so when I offered a suggestion we wound up finalizing a contract, because I had asked the right questions that built trust.

    Riley Johnson
    Account Executive, People Driven Technology

  • "We're winning with things a competitor can't take away"

    Instead of walking in and talking about products and price, we ask better questions. … Anybody can compete on price. We’re winning with things a competitor can’t take away: relationships, trust and real conversations.

    Shan Tasci
    Regional Sales Manager, Consolidated Supply Co.

  • "They start selling us"

    Before White Knight Selling, my sales team fell into ‘sell, sell, sell, talk, talk, talk,’ without a clear way to qualify prospects. … When we pull back, qualified prospects won’t let go. We stop selling them, and they start selling us.

    Jason Sundook
    SIOR, Principal, Merin Hunter Codman, Inc.

  • "I had never seen the whole board"

    Within the first 15 minutes of my first training session, I discovered ‘nuggets’ I could implement immediately. … Typically, we know only one or two key people on a job. I had never seen the whole board.

    Beth Anderson
    Owner, Simpson Plumbing

  • "Ask the right questions, in the right order"

    Unlike most sales training, which teaches you to overcome rebuttals 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. After three years, I’ve found it works for sales, leadership, or whatever I’m facing.

    Brian Epright
    Director of Branches, Plumbing Wholesaler

Choose the next step to build a sales team that diagnoses before it pitches, knows which deals are real and holds its price

For leaders who want to start on their own.

Start with the book.

Learn how to improve margins without starving revenue.

Discover the three elements of a sales ecosystem that great companies use.

Buy The Mayor of Hope Island
For leaders who need personal guidance.

Get personal guidance for helping your sales team.

Schedule a virtual meeting with Kent Malinowski, author of The Mayor of Hope Island. You’ll leave with your biggest sales problems named and ranked, and a clear recommendation for what to do next.

Schedule a complimentary coaching session (no sales pitch)