ADVOCATE: ROY JOHNSON
Roy is an Electrical and Electronic engineer specialising in Manufacturing.
He started working with GEC Automation, globally commissioning and projecting on control projects. Working in diverse industries such as Ceramics, Nuclear Power generation, Water treatment, Defence, Tyre manufacturing, Food and Beverage, Automotive, Pharmaceutical as well as coal and steel heavy industries.
He lectured at Cambridge University for the Manufacturing Engineering department for ten years and helped to set up the Distributed Integrated Automation Laboratory there.
He was a Sales Director and General Manager for Spectris (FTSE SXS), for Europe, the Middle East and Europe. He has travelled extensively, managing staff, training and globally qualifying and closing deals. The deals were driven at local to international level, across time zones and very long timescales.
Since 2014 has owned and run Sandler Sales. Management and Leadership Training based in North Staffordshire.
Roy currently works with clients who have great products and great people. They typically are concerned that not enough new prospects are being introduced to the company and don’t know why. They are sometimes frustrated that sales cycles are too long but don’t know how to shorten them. Sometimes they are angry that there is price erosion during the sales cycle, but they don’t know what to do about it.
Sandler is a sales process used by many of the top global companies such as HP, Dell, Boeing, LinkedIn, Oracle as well as many SME’s locally. Current local clients are often reporting fifty per cent to three hundred per cent growth in sales and profits after working with Roy.
Clients are typically highly qualified and experienced in their field but sales are not their main area of expertise. Current clients include Lawyers, Insolvency Practitioners, Film producers, IT suppliers, Financial services. Typically B2B or long term B2C relationships.
The training will be an interactive discussion about how buyers buy, how sellers sell and what can go wrong. It is designed to allow attendee interaction and input to cover local sales issues as the audience sees them.