How can I help you improve your Sales Results?
Breakthrough on the international market
Solve a short-term challenge, when the client don’t have the needed skills or resources
Establish partnerships with high-value clients
Temporary act as Sales Manager
Optimize underperforming branch
Implementing strategic decision
Book a free call with Michael
so we can discuss, how your Sales Results can be improved.
Are you feeling…
Because you are seeing your profit dropping
About some of your branches not meeting their targets
By the lack of new clients to your portfolio
To see that so few of your sales professionals are contributing
To see your competitors having success, while your business is struggling
Stressed out ?
That it is so difficult to breakthrough on the international
About the future of your business when losing old clients for no reason
Why is Michael Juhl qualified to assist you and your team to improve your sales results?
Two examples of Michael’s achievements
Largest client gained US$ 40 Million
When I worked as global account manager for a Simcard manufacturer, I found a Telecom group that had that head office in London and Amsterdam; their operations were in Africa.
The group only purchased Sim cards based on RFP’s and at the time when I approached them, no such RFP was in sight.
In the first meeting, I had with them; the product manager said to me after I have done my presentation “that’s all fine, but have you ever been to Africa.” To which I could only reply “no.” so he said “then come back when you have been”I got the opportunity to travel to Tanzania, where we had another client. The minute I arrived I understood his point.
In the following year, I kept engaging with the client although my management was saying that I should focus on smaller clients as we have never had any luck in getting such a big client.
Finally, after almost two years, the client was announcing that there would be an RFP for Sim cards supply to all their operations in Africa with a value of approximately $40 million. In the specification, it said that the supplier should quote a Sim card and a business card box packaging.I knew that if we went head on and “just.” offered the requested we would likely not win the RFP. During the two years that I have been in dialogue with the client, I have gained some important knowledge about their business, so I decided to add a unique packaging solution and a VAS solution to our response. The client’s evaluation team liked my proposal and requested our competitors to offer the same; the competitors were not able in such a short time to come up with a compelling proposal, which at the end meant that we won the RFP.
The client became my company the largest account; I decided to resign after six months to start up my own company (HandsOnSales)
(See below what the involved people have to say about Michael)
“Michael has a keen eye for good business and immediately saw the benefits in our products and services. He was then able to transform our product into appealing concepts that opened up new markets”
“He worked for two solid years on a very large account, and it paid off in a big way, as he was able to establish a business partnership, with a Telecom Group. It became one of our largest customers”Thomas Kundssøn (Manager)
“I have enjoyed working with Michael very much, as he is extremely trustworthy and I know that he always goes the extra mile to fulfill my expectations”
” Michael is a person who understands how to transform features into benefits, and then present them in a form that is easy to understand”George Held (Client)
“Michael is a persistent sales professional that never gives up, if the client should say no to his proposal, he has a unique ability to, “with very few tweaks”, find another way to present the solution in a more appealing way”
“I am impressed with Michael’s eye for developing new business ideas and concepts”Frank W. Larsen (Manager)
The largest improved result from breakeven to an annual profit of more than US$10 million.
When I first engaged with the company as a consultant for HandsOnSales, however, at our first workshop I was offered a position in the company and given equity.
The company didn’t have a clear focus on “products and services offered” “ideal client’s.” “target market.”
We spent a good amount of time identifying our strengths and where we added the most value to our clients when we had that in place it was much easier to communicate with the market.
I managed to get us shortlisted as a provider of VAS solutions for a large African mobile operator. However, I needed to engage with each of the Opco’s to agree on a contract, which meant that I needed to travel a lot to meet with the various stakeholders at the local Opco.
In parallel with the active selling, I also established our African headquarters in Nairobi and hired local staff in the various countries to manage our clients on a day-to-day basis. We ended up having 16 operations running with this mobile operator.
I also managed to establish a partnership with one of south-east Asia’s largest Telecom groups.
It might all sound easy, but I can tell you I have had lots of challenges on the way, some headlines:
- When our client got acquired by the Middle Eastern company
- When we got caught in the middle of the client’s internal power struggle
- When our client got acquired by an Indian company
- Opco’s delayed payments
- Corrupt Opco managers
- When decision-makers tried to replace us with their cousin or other relatives
- When supply chain wanted to change the revenue share post a campaign
well at the end of the day it’s the result that counts and I’m pretty happy with what we achieved
(See below what the involved people have to say about Michael)
“I have had the pleasure of working with Michael for 10+ years, during which he has helped me to grow Celtel/Airtel’s VAS revenue from something insignificant to revenues in the double-digit millions USD”
“He can see business opportunities and create completely new concepts”George Held (Client)
“so I know when I meet a good negotiator; Michael is one of the best I have ever worked with”
”I have found him to be focused on the benefits and outcome for both parties”Ralf Mittelstaedt (Client)
“When Michael joined Inmobia, we didn’t have a clear focus. However, he quickly helped us to identify our strengths and focus on them, rather than simply going with what might be trendy in the market”
“Michael is extremely results driven. He landed several international customers/projects, and the most significant achievement was when he single-handedly managed to establish a business partnership with one of the largest African mobile operators, which soon became the largest account by far”Jan Nielsen
Three additional reasons
Conducted business in countries
I have extensive knowledge on International business, from my years travelling to 50+ countries, main focus has been on Africa, Asia, Middle East and Europe, where I have lived.
Years in sales
Significant sales achievement throughout his 35years in Sales
Experience from different industries
I could immediately tell Michael was a person who worked extremely hard to get results. He quickly developed his selling skills and became our top account manager. Michael provided more than sales, as an example; Michael provided a “customer valuation”-system, which was soon used by other employees. With the incredible results, we kept seeing from him, we knew we had to give him an influential position. We gave him a new responsibility as team leader for the external sales team, which allowed him to highlight his talent and share his knowledge with the rest of the sales team.
As Michael was very successful in winning over large customers from our competitors, we created a special role for him as a Competitor Key Account Manager. Where his sales-peers had most difficulty in succeeding, they would now pass the leads onto Michael. He was presented with a list of 10 potential customers. In only 12 months, he had ended up convincing five customers to change from their former supplier to Festo.
Jørgen Christensen - (Director)
I handpicked Michael to work for a small task force charged with the objective to prepare Berendsen PMC (a business of about 5 bill. DKK then) to be divested. Michael’s assignment was to negotiate the sale terms and conditions with all of the major partners around the world. He produced outstanding results which did not go unnoticed by myself or the other members of the management team.
Michael could point out the benefits and opportunities in a negotiation, and presented it to our counterparts in an appealing and accessible way.
Kim Lehman (Director)
I have known Michael since 2011 when we worked on a project for Axiata. Michael’s professionalism and commitment is commendable. His business development approach is based on value selling and he is trustworthy in all aspects of his conduct.
Andy Chong - (Client)
Michael has a keen eye for good business and immediately saw the benefits in our products and services. He was then able to transform our product into appealing concepts that opened up new markets. Michael is a hard-working and extremely results oriented professional.
Michael is very persistent and once he puts his mind to a task, he devotes himself completely to its completion. He worked for two solid years on a very large account, and it paid off in a big way, as he was able to establish a business partnership, with a Telecom Group. It became one of our largest customers. Even though Michael is a very result oriented person, he is not afraid to share his knowledge among his teammates to help them improve.
Thomas Knudssøn - (Director)
I have had the opportunity to work with Michael Juhl on numerous occasions, and I have more than satisfied with the results he achieved. Michael is an incredibly focused and results-oriented professional. He is diligent and methodical when gathering facts. This enables him to quickly make informed decisions. Michael is adept at truly putting himself into new business arenas and is good at seeing business opportunities. He is a proactive partner and tries to connect with people at every level of the organization. As a result, he is able to get a firsthand idea on how to practically develop and improve systems, and also methods to improve the output.
Kim Lehman - (Director)
I have had the pleasure to work with Michael, as his manager and later as a partner, I can give him the highest recommendations.
Michael is a persistent sales professional that never gives up, if the client should say no to his proposal, he has a unique ability to, “with very few tweaks”, find a another way to present the solution in a more appealing way.
I am impressed with Michael’s eye for developing new business ideas and concepts.
Frank W. Larsen - (Business Partner)