James Owers

James has come from a highly successful background in sales and sales management, spending the last 6 years developing teams all over the world. He is an accredited Microsoft sales trainer and NLP practitioner and has recently been nominated for BESMA’s ‘Sales Trainer of the Year 2011’; James’s training is delivered in an energetic and enthusiastic manner imparting new skills and giving his delegates the motivation to be able to implement them.

He works in a wide area of industries. Some recent clients include NuVasive, Tyco, Smith & Nephew, Bovis, Tarmac, MITIE, Dyson, AXA, Microsoft, GSK and Lenovo. The areas he excels in are: B2B consultative sales courses, presentation skills, negotiation and influencing techniques, telephone sales training and appointment generation.

James lives in Wiltshire with his wife and daughters. When he’s not transforming sales people he loves family life and has a fascination with motorbikes.


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.

Gary Director, Meritum Consulting

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 and 8 years with IBM. During this time, I have started 2 sales offices from scratch, responsible for P&L and 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 as well as learning from those that have caused me to fail. 

I have a degree in Sports Studies & English and regularly cross reference sports psychology training to better understand and manage personal and team performance. 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. 

In the good times I have earned National and European sales awards to the following companies: 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. 

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