Join us on November 7th as Jeff Johnson gives his presentation. See below for details and registration:

Turning Discovery into Action

This presentation focuses on how sales professionals can deliver effective, customer-centered presentations after the discovery phase. It provides a structured approach to demonstrate understanding of the customer’s challenges, position the company as the right partner, and outline clear next steps. Through frameworks, worksheets, and realistic case studies, participants will learn how to:

Restate the customer’s problem to reinforce trust.
Link solutions directly to pain points and desired outcomes.
Use storytelling and proof points to make solutions memorable.
Conclude with clarity by defining specific, mutually agreed next steps.

Problems This Presentation Intends to Solve

Feature-dumping presentations that overwhelm customers with product details.
Weak connection to customer pain points, leaving buyers unconvinced.
Unclear next steps that cause opportunities to stall.
Inconsistent execution without a repeatable framework.

By addressing these issues, this session helps sales professionals turn presentations into compelling conversations that build credibility, inspire confidence, and move opportunities toward a successful close.

Register now to join us on November 7th!

Jeff Johnson spent 12 years in the U.S. Air Force, first as a structural engineer and later as a pilot. After his service, he transitioned into sales and business development, holding leadership roles with leading Aerospace & Defense companies, including Alliant Techsystems (now Northrop Grumman), Donaldson Company, and Ergotron.

In 2024, Jeff launched VelocitySales, a consultancy dedicated to helping small and mid-sized Twin Cities aerospace and defense companies overcome stagnant growth. He developed the Sales Optimization Score (SOS), a diagnostic tool that quickly identifies critical barriers to revenue growth.

Jeff is also the founder and Executive Director of the Twin Cities Aerospace Network (TCAN), a 501(c)(3) nonprofit with the mission to “build and connect a community of aerospace and defense enthusiasts.” In just one year, TCAN has grown to more than 600 members representing over 200 organizations. The network delivers value through its Cleared for Takeoff monthly newsletter, networking events, and a Guest Speaker Series featuring subject matter experts.

Jeff’s approach to sales leadership centers on three pillars:

Team Leadership – Building a culture of sales excellence where people have the tools, training, and confidence to achieve more than they thought possible.
Strategy Development – Defining a clear vision of where the organization is going and how to get there.
Sales Execution – Applying the tactical tools and accountability needed to consistently achieve results.

Connect at: jeff.johnson70@gmail.com