This topic will be presented by Robert Sammons and Katherine Persac
Current economic environments and the high demand for excellence put more pressure than ever on Business Development, Sales, and Marketing personnel. In addition the highly technical nature of selling automation adds a layer of complexity to the sales environment. This means a demand of full utilization of sales & technical personnel to ensure the best solution is presented to meet today’s customers demand for the high value & low cost solution. These two key criteria make every step of the sales process hyper critical to winning a sales pursuit for a Control System upgrade, replacement, or expansion project. Although relationship sells, it is absolutely crucial that any company pursuing sales in the technical marketplace establish solid relationships with product distributors while maintaining trained personnel and repeatable strategies and tactics in their sales process. This session will discuss key aspects in developing, executing and winning complex projects through managing critical areas of the sales process, developing and maintaining strong distributor relationships, and establishing the processes by which you may be more successful in screening, forecasting, and closing deals in your pipeline through new customer relationship management tools and techniques.
Robert Sammons is currently the VP Operations & Business Development at Moore Control Systems. He has more than 20 years of experience in the energy sector supporting all phases of the project lifecycle from Conceptualization through commissioning. His roles have included: Project designer, Project Engineer, Field Engineer, Project Manager, Technical Sales Representative, and Business Development Manager working with EPC’s, Automation Vendors, and Software Solutions providers catering to Owner Operators in the Energy Sector. In the last 10 years he has performed in various Sales Representative & Business Development roles which have included selling software and Automation solutions to Fortune 100 & 500 customers. He has both domestic and international work experience.
Katherine Persac is currently the Sales, Marketing and Recruiting Director as well as Corporate Secretary for ProSys Inc. She joined ProSys as Accounting and Office Manager in 1996. She accepted the position of Secretary/Treasurer in 1999, continuing in her accounting management position. Since 2007 she has fulfilled the roles of Director of Sales, Marketing and Recruiting, as well as Corporate Secretary. Katherine’s base is the U.S. office, but she maintains relationships with customers from the European office as well as in Asia and the Middle East. She also oversees the sales and marketing departments. She has 15 years of prior experience in Sales, Sales Management and Business Management roles.
