Real experience, Real results

 

I work hands-on with businesses to improve their sales results.

 I work with sales executives to improve their skills and maximize their potential.

Who do I work with?

Industrial Manufacturing Companies

One of the main challenges which our clients are facing is the fact that sales engineers, sales managers, and management in most cases come with a technical background instead of a commercial one. They will therefore often focus more on their products’ features instead of how their products and/or services can help improve their client’s business.

Another challenge is creating a high-performing distribution network which can ensure an optimal market share, using either own branches or distributors.

Components

One of the manufacturer’s challenges is to make sure that the distribution has the required competences to ensure that the manufacturer’s interest is cared for.

Definition

These are companies manufacturing components to be integrated in machinery and manufacturing.

Machinery

One of the machine manufacturer’s challenges is having limited commercial resources and thus limited focus on their home market. 

Definition

These are companies manufacturing machinery to be used for industrial production.

Branches

One of the challenges in a branch is to adapt products and services as well as sales material to the local market and to ensure that they achieve the optimal market share.

Definition

These companies are the daughter companies of the manufacturing company, responsible for the revenue.

Distributors

One of the challenges here is to create an appealing offering combining the different products into a competitive portfolio and thus create a market message.

Definition

These companies represent different manufacturers and are independent, responsible for meeting revenue targets.

Real Experience,

Real Results

I work hands-on with businesses to improve their sales results. 

I work hand-on with sales executives to improve their skills and maximize their potential.

Who do I work with?
Industrial Manufacturing companies

One of the main challenges which our clients are facing is the fact that sales engineers, sales managers, and management in most cases come with a technical background instead of a commercial one. They will therefore often focus more on their products’ features instead of how their products and/or services can help improve their client’s business.

Another challenge is creating a high-performing distribution network which can ensure an optimal market share, using either own branches or distributors.

 

Components

One of the manufacturer’s challenges is to make sure that the distribution has the required competences to ensure that the manufacturer’s interest is cared for.

Machinery

One of the machine manufacturer’s challenges is having limited commercial resources and thus limited focus on their home market.

Branches

One of the challenges in a branch is to adapt products and services as well as sales material to the local market and to ensure that they achieve the optimal market share.

Distributors

One of the challenges here is to create an appealing offering combining the different products into a competitive portfolio and thus create a market message.

If you are feeling…

Frustrated?

Because you are seeing profit dropping

Worried?

About the future of your business when losing old clients for no obvious reason.

Discouraged?

Most of your sales visits do not bring your business closer to improving your results.

Annoyed?

It takes too long for new sales hires to contribute to the company’s results.

Baffled?

Seeing your competitors having success while your business is struggling.

Stressed out?

By the lack of new clients being added to your client portfolio.

Strained

Your typical sales engineer has a technical background and finds selling challenging.

I can assist

Why am I competent to assist you in improve your sales results?

 

Experience

14 years' experience from industrial sales

Conducted business in more than 30 industries

35 years' sales experience

20 years' sales management experience

Conducted business in more than 50 countries

Educated electrician with Industrial automation as special area

Former service engineer for molding machines

Significant results created

Festo DK created a special role for me

I succeeded in winning some big clients which resulted in the company creating a special role for me as a Competitor Key Account Manager.

Biggest client gained, annual revenue USD 40 Million

It took me more than two years to gain this client. Main reasons: Determination, ability to understand the client’s needs and transform it into a solution which the client had not realized himself.

The biggest improved result from breakeven to annual profit of more than USD 10 million.

This result was achieved over a period of eight years. Main reasons: Dedication, persistence, sales skills, and having a focused market approach.

I have Walked the talk

Throughout my career I have demonstrated an acumen for boosting the performance of sales teams, deploying successful strategies and enhancing business performance at all levels. The major asset that I bring to every aspect of my work involves my ability to think “way outside of the box”, being always ready to strike within every scenario and to identify or implement creative solutions for complex issues, generating high-performance results.

As a serial entrepreneur and sales specialist, I have garnered more than 35 years of experience in international sales and business development across Africa, Eastern and Western Europe, and Asia.

Electrician – Engineer – Junior Account Manager – Account Manager – Group Leader – Sales Manager –

Global Account Manager – Commercial Director – COO – CEO

Conducted business in

Years in sales

Different industries

yEARS IN SALES mANAGEMENT

SELECTED REFERENCES

“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.”

Jørgen Christensen (Manager)

CEO/General Manager, Festo

“Michael is an incredibly focused and results-oriented professional.” “Michael is adept at truly putting himself into new business arenas and is good at seeing business opportunities.”.

 

Kim Lehman - (Manager)

Divisional Director, Berendsen PMC

“Michael is a person who understands how to transform features into benefits, and then present them in a form that is easy to understand. “”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.”

George Held (Client)

Group Development Director, Celtel

“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.”

Thomas Knudssøn (Manager)

Vice President, XPonCard

Companies I worked for and selected clients

INDUSTRIAL

Clients and Partners

Telecom

Why choose to partner with me?

I'm experienced (see above)

I have created results (see above)

I know your business as I have worked 14 years in the branches of some of the leading industrial manufacturers, and furthermore with a distributor of several top brands within industrial manufacturing

I focus on your business

I hold my clients accountable, and in case they do not keep their commitments, I will end the partnership

If I choose to work with you, I will become your business partner, and you will have direct access to me

I have a strong network in South East Asia, Europe, Middle East, and Africa which I will be happy to open for you

I’m a sales coach out of passion because I love to help other professionals succeeding and always want to create winners

I work with a few selected clients who are committed to improving their business

Workshops

We use workshops because in this way we engage all participants which allows the more experienced sales engineers to share their knowledge with their peers. The engagement makes the new knowledge stick, compared to classroom training. We have developed different workshops, each of them focusing on a specific topic. We have created a frame, but we focus on your business.

From a sales engineer to a trusted business partner

One of the main challenges which our clients are facing is the fact that sales engineers, sales managers, and management in most cases come with a technical background instead of a commercial one.

They will therefore focus more on their products’ features instead of how their products and/or services can help improve their client’s business.

This series of workshops is aimed to transform your sales force from being sales engineers focusing on their products’ features into being the client’s trusted business partner who focuses on the client’s business and how his products and services can positively impact the client’s business.

My signature programs

 

Win the sales game

You may expect so see improved sales results over the next six months because the participants will understand why clients are buying. They will understand the B2B sales game. They will understand the FBI formula® (Features – Benefits – Impact). We will work hands-on with your business, and there will be lots of points which you and your team can proceed developing, or you can engage in one of the other programs in the series.

 

Smart questions and answers

You may expect to see improved sales results over the next six months because the participants will understand how to use Smart questions. Furthermore, we will discuss objections and the reason why I believe that no sales engineer should have to deal with objections after this workshop.

We will work with the FBI model® on your products and services in order to ensure that we have the most important issues covered. We will work hands-on developing questions and teasers for your business so that your sales force creates an own catalog to pick from.

Become a trusted business partner

You may expect to see stronger partnerships and to increase sales and profit when your sales engineers implement the 4C model®. All participants will understand the 4C model®, and how implementing this model will improve their success rate.

 

Client evaluation and planning system

You may expect to see improved sales results over the next six months because we will create client plans with each participant, both for current key accounts and for target key accounts. This will give the participants a deep understanding of the CEP tool® which they will be able to implement on all their big accounts.

Client specific programs

Sales coaching 1on1

The reason why sales trainings often fail is due to the fact that the participants spend a weekend/day getting all excited and motivated, but when they get back to their daily business  they will be so busy working the known routines that they do not find the time to work on their new experience and quickly forget all the good stuff from the sales training.

Read more

Sales coaching is becoming more accepted amongst business professionals, and for good reasons, however, there is still a bit of reluctance in the industrial manufacturing community. If you compare to the sports world where the use of a coach is the norm for both recreational and top professionals, I’m a tennis player, and if you look at the best players, they will have a coach or even a couple of coaches to help them improve their game and stay on top.

Therefore, I recommend the use of a sales coach, who can hold you accountable and make sure that you will implement your strategic plan.

We offer to do the sales coaching either face-to-face or online using a voice/video platform.

Improve your distribution channels' results

I live in Malaysia which is the center of South East Asia, the ideal place for companies who want to optimize the results of their distribution network in South East Asia. Having spent 10 years in this region I have obtained a good feeling of the way business is conducted here.

 

Expand to new markets

I have a strong network in South East Asia, in Europe, the Middle East and Africa which I would be able to engage in order to help my clients expanding into new regions.

 

Sign up for a free call with Michael Juhl to learn how he can assist you in improving your sales results

Contact 

Sign up

Do not hesitate to contact me. I will do my very best to get back to you within 24 hours.

Phone: +60133811449

Mail: contact@handsonsales.com

Contact 

Do not hesitate to contact me. I will do my very best to get back to you within 24 hours.

Phone: +60133811449

Mail: contact@handsonsales.com

Sign up

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