meritum

Director, Meritum Consulting - Gary Kinzett has 20 years new business sales experience across the IT sector, 8 years of which were served at IBM.

Hello I am Gary Kinzett.  

This year I complete 23 years new business sales experience. 10 years spent with 2 IBM PC Resellers in London. During this time, I have started 2 sales offices from scratch, being responsible for P&L and sales team recruitment. In 1998 I joined the IBM PC Company based in Manchester. In 2006, I changed direction and became involved with on line learning & skills management solution providers selling software as a service. 

I formed Meritum Consulting as a vehicle to provide quality based sales coaching and performance programs to SME sales teams. I draw on the attitudes, sales techniques and processes that have made me successful. I also acknowledge the sales experiences and techniques that in the past have caused me to fail. 

I have a degree in Sports Studies & English and regularly cross reference my sports psychology training to better understand and therefore manage many areas of my sales execution including the importance of personal and product confidence, the fear of failure and the need to embrace the winning AND the losing. 

1990 Psychometric results profile me as “….articulate, influential, persuasive, confident, motivated, enthusiastic, humorous, and persistent – a direct self-starter with an innate desire to win….” 19 years later I can add experience to the list. 

I am experienced in all aspects of sales and channel management. I am particularly comfortable in IT - covering reseller, distribution and clean sheet start up sales operations. Highlight sales achievements include growing IBM PC revenues from £530K in Q4 1999 to £6M by 2005. During this period I was fortunate to secure the largest European IBM Intellistation roll-out in 2001 / 2002. Other contributing customers include: The Football Association, Express Dairies, Northern Foods, TDG, EWS Railways, and Pilkington Glass. Latterly involved in selling skills management solutions, notable accounts include: BAE, Metropolitan Police, DWP, ILM and Etihad Airways. 

In the good times I have earned several sales awards. IBM National Sales Excellence Award winner – London. IBM GMB EMEA Sales Team Award winner – Morocco. EMEA Sales Leadership Award winner – Venice. 

I used to play semi pro football and now train for and run half marathons. 

 

KJ19 Consultancy - Nigel Hopkins spent 10 years with IBM in various roles. He has been in sales for over 15 years and was an EMEA Sales Director prior to setting up his own successful consultancy.

He has international experience in sales, sales management, channel management and marketing management across global organisations including Airbus, Audi, BAE Systems, BBC, BMW, BP, GSK, TfL and Aviva. He has helped companies define board level business and go to market strategies as well as being in the front line of sales opportunities. Nigel has a proven track record of winning sales opportunities with a particular emphasis on new and highly competitive business. He successfully won new customers including Audi, ArrowsF1 and DaimlerChrysler where previous teams had failed.

Nigel is fully trained in Consultative Selling, Value Based Selling, Power Based Selling and PR. On a recent Thomas International® he scored in the top 3% of the UK normed population in terms of fluid intelligence. Nigel is also a qualified Ski Instructor and FA Coach.