I assist Sales Leaders engaged in Industrial Sales

to Outperform their Competition and become an

Admired Sales Leader in the industry.

Most Sales Engineers are orders takers, not Sales Professionals!

Industrial sales have their own set of challenges.  The industry is more competitive because of globalization. Products have been standardized by  ISO, IEC, VDMA, and other standards.

Because of this, buyers find it difficult to differentiate similar products. They focus more and more on the price.

Most sales professionals and sales managers I have met have a technical background. Not all have a commercial background.

There is too much focus on the product features, not so much on the positive impact of the product. When you focus too much on the product features, you cannot engage the client. You are not putting emphasis on how your offer could improve the client’s business.

I work Hands-On with Sales Leaders to Improve their skills and sales results.

By implementing the HandsOnSales Breakthrough Program, which will take you through the entire process

from analyzing your business to implement the Breakthrough sales plan.

 

I work Hands-On with Sales Leaders to Improve their skills and sales results.

By implementing the HandsOnSales Breakthrough Program, which will take you through the entire process

from analyzing your business to implement the Breakthrough sales plan.

 

Below are some of the most common challenges that my clients are facing. Does any of them ring true to you?

Most Sales Engineers are orders takers, not Sales Professionals!

Industrial sales have their own set of challenges.  The industry is more competitive because of globalization. Products have been standardized by  ISO, IEC, VDMA, and other standards.

Because of this, buyers find it difficult to differentiate similar products. They focus more and more on the price.

Most sales professionals and sales managers I have met have a technical background. Not all have a commercial background.

There is too much focus on the product features, not so much on the positive impact of the product. When you focus too much on the product features, you cannot engage the client. You are not putting emphasis on how your offer could improve the client’s business.

Below are some of the most common challenges that my clients are facing. Does any of them ring true to you?

You are losing clients

You are losing clients for no obvious reason to low cost competitors.

You win to few new clients

You win too few new clients, only a few of your sales engineers win new clients

No sales methodology

Each sales engineer uses his own sales methodology, not all are being very professional.

The sales engineers are order takers

The sales engineers are mostly only take orders, never highlighting the positive impacts the products or service will have on the clients business..

The sales team waste to much time

Only a small part of the sales engineer’s active sales time is spent in front of the prospect and clients, where they can improve the companys sales results..

Your profit is dropping

The sales engineer is too quick to drop the price to close deals, resulting in a drop in profits

To few new leads are created

No systematic approach to constantly add new leads to your pipeline.

Bad qualification

Sales engineers spend too much time on prospect that turns out to be a poor fit.

If you answered YES to one or more of these challenges, let’s have an evaluation call so we discuss your business and evaluate if we are an excellent fit.

You are losing clients

You are losing clients for no obvious reason to low-cost competitors.

You win to few new clients

You win too few new clients, only a few of your sales engineers win new clients

No common sales methodology

Each sales engineer uses his own sales methodology, not all are being very professional.

The sales engineers are order takers

The sales engineers are mostly only take orders, never highlighting the positive impacts the products or service will have on the client’s business..

The sales team waste to much time

Only a small part of the sales engineer’s active sales time is spent in front of the prospect and clients, where they can improve the companys sales results..

Your profit is dropping

The sales engineer is too quick to drop the price to close deals, resulting in a drop in profits

Qualification of prospect not good enough

Sales engineers spend too much time on the prospect that turns out to be a terrible fit.

To few leads are added to the pipeline

No systematic approach to constantly add new leads to your pipeline.

If you answered YES to one or more of these common challenges that most of my clients are struggling with, let’s have an evaluation call so we discuss your business and evaluate if we are an execellent fit.

My Experience and Results

Conducted business in countries

Years in sales

Different industries

yEARS IN SALES mANAGEMENT

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

Results

Festo DK created a special role for me

I won some large 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.
Electrician – Engineer – Junior Account Manager – Account Manager – Group Leader – Sales Manager –
Global Account Manager – Commercial Director – COO – CEO – Sales Coach – Author
Electrician – Engineer – Junior Account Manager – Account Manager – Group Leader – Sales Manager –
Global Account Manager – Commercial Director – COO – CEO – Sales Coach – Author

Selected testimonial

“One of the greatest advantages of the workshop was that Michael was good at understanding our everyday life and used it as a starting point. This meant that the sales consultants, much better able to relate to the new inputs, and subsequently could directly use it in their work.

Michael was good at steering the creative process and getting everyone involved positively, which meant I was able to participate 100% and that the sales consultants were actively participating, and thought it was exciting and benefiting their future sales.

We hereby give Michael Juhl our best recommendations..”

Mette Kofod

Sales Manager, Buhl & Bønsøe

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

Industrial manufacturing Companies I worked for and selected clients

Telecom Companies I worked for and selected clients

HandsOnSales Methodology

Our methodology is a bit different than other companies in the same space. We are very Hands-On with our clients, we develop winning methodologies and systems to improve our clients’ sales revenues, and we train our clients’ sales team to help the company grow.

The figure below shows how we work with our clients

HandsOnSales Methodology

Our methodology is a bit different than other companies in the same space. We are very Hands-On with our clients, we develop winning methodologies and systems to improve our clients’ sales revenues, and we train our clients’ sales team to help the company grow.

The figure below shows how we work with our clients

HandsOnSales Methodology

When we have completed one topic, we evaluate and then pick the next most relevant topic.

Step 1
Analysis

 

We analyze the company situation and identify the challenges that need to be addressed to maximize the organization’s sales results.
Step 2
Planning

 

Together with the company’s management team, we will set goals and develop a business plan to drive results.
Step 3
Workshop

 

We will conduct workshops for relevant people to fine-tune and improve their skills, attract new prospects, and keep client retention up.
Step 4
Individual Training/Coaching

 

We will conduct individual workshops, training, and coaching classes to help team members gain an in-depth understanding of the organization’s goals.
Step 5
Testing

 

At the end of every period, we will test the skills of each salesperson and make the right recommendations to improve their skills and drive better results.
Step 6
Evaluate/Plan

 

We will evaluate the results of the program and plan the next steps.
Step 7
Company Sales Manual

 

All the results and information that we have gathered will be published in the company’s sales manual and used as a guide for new sales professionals or those who want to hone their skills in sales.

Step 1

Analysis

We analyze the company situation and identify the challenges that need to be addressed to maximize the organization’s sales results.

Step 2

Planning

Together with the company’s management team, we will set goals and develop a business plan to drive results.

Step 3

Workshop

We will conduct workshops for relevant people to fine-tune and improve their skills, attract new prospects, and keep client retention up.

Step 4

Individual Training/Coaching

We will conduct individual workshops, training, and coaching classes to help team members gain an in-depth understanding of the organization’s goals.

Step 5

Testing

At the end of every period, we will test the skills of each salesperson and make the right recommendations to improve their skills and drive better results.

Step 6

Evaluate/Plan

We will evaluate the results of the program and plan the next steps.

Step 7

Evaluate/Plan

All the results and information that we have gathered will be published in the company’s sales manual and used as a guide for new sales professionals or those who want to hone their skills in sales.

WIN MORE SALES

By Becomming Your Client’s 

TRUSTED

Business partner

My three beliefs

I have during my career lived by these three beliefs and now I share them with my client’s.

No "right" solution

“There is no right solution, there is a BEST solution at a time, but you can improve everything.”.

Two minds

“When two minds work together on a topic, they create a third mind that will generate ideas which the two minds wouldn’t be able to do individually”.

Doing the same

“If you do what you always do, you will get what you have always gotten, except if a competitor finds a way to do what you do better”.

Pipedrive Partnership

HandsOnSales focus is sales, and we had tested a significant amount of CRM tools before we decided to partner up with Pipedrive, it was a natural choice as Pipedrive also believes in activity-based sales.

Get in Touch

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

Hands on Sales privacy policy

Get in Touch

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

Hands on Sales privacy policy