Baldt

Sales Consulting

My services

Direct Sales of separation technology for waste management and recycling as commercial agent

My passion is to offer my customers the best available separation technologies and thus to be able to optimize and improve their sorting processes. This results in an increased output of recyclables while at the same time minimizing sorting residues. I can support this from the first concept idea to the successful implementation.

Interim Management (CSO etc.)

Fifteen years in different sales roles for leading national and international OEMs and integrators for the waste management and recycling industry have sharpened my senses for success-critical interfaces and practices. As a result, I can very quickly identify the necessary improvements and changes, both organizationally and in terms of personnel, and to implement them without due and any own career aspirations which could lead to tactical compromising. Once the mission is accomplished, I’m moving on to the next challenge ahead.

Brand and market positioning in the complex sale (i.e., systems selling)

Building a strong brand and position the company accordingly is crucial in times of intensifying competition. In addition to the strengths of the product, it is also important to focus on the organization. Products are easier to copy than the organization behind them. Critically questioning one’s own status quo is part of this. And a fair deal of persistence and stamina.

Business Development

In my sales activities, I have mostly conquered new markets with established technologies or introduced new technologies into existing markets. This with sustainable success on four continents. It is important to understand the market and the players, and to identify levers for entry. Especially the first project in a new market must be chosen very carefully. Qualification of leads, meticulous needs assessment and right selection of the entry project are crucial for the future perception by the target group.

Project Management

Following an extensive decision-making process, the implementation phase, sometimes extending over a period of 12 to 15 months, has commenced. Once the budget is fixed, the project organization is established, and the kick-off meetings with the suppliers of the individual lots have been scheduled, the task then moves to breaking down the overall project into partial steps and schedules. Successful project management involves adhering to the budget and schedule without compromising the required quality. Equipped with the necessary pragmatism, we implement our part step by step and also support the trial operation and the verification of performance guarantees.

Definition of the sales process in the complex sale (i.e., systems selling)

As a practitioner, as a sales manager, key account manager or when I took over my first sales team, I have had to realize that the process for a sustainable sales success is often not given. The whole company must be focused on sales. Anyone who makes a phone call, takes over a spare parts request or works in the workshop in assembly or anywhere else where a customer passes by during a visit plays an important role. We analyze the quotation process and generate a customer avatar that does fit to your strategic setup. We are happy to remain involved in the background in selected projects as consultants from the first inquiry to completion.

Practitioner Sales Training focusing on the art of closing

Having been myself often in that space, which is the crucial one, I know exactly what is important when the nerves are tense, and the final decision is imminent. A tactical mistake, sometimes one word too many, can swing the pendulum in the direction of the competition. As well as the lack of total commitment and insufficient focus.

Support in the acquisition process of production sites

Projects in the capital sale are always about a lot of money and impactful decisions by which companies often must live for decades. Especially in waste management and recycling, new players are coming from other industries who must find their way around the established top dogs. Essentially, on the one hand, it needs financially strong newcomers and, on the other hand, the knowledge and, above all, the real estate of the traditional companies, mostly family businesses. We can mediate between the worlds and moderate the acquisition process. In addition to finding a fair value of the asset, the future use options in terms of process, space constraints, and approval law, should also be very carefully considered.

About me

We are sitting here in the traditional Café Ritter with you, Thomas. Speaking of tradition, how long have you been working in sales?

Thank you very much for the question. Tradition does mean a lot to me. I started my career in 2003 and two years later, I already started working in sales. It was actually an interesting coincidence. A few months before the end of my technical studies, I applied for a job in the maintenance department of a paper mill in the greater Graz area. I was invited to an interview, which, from my point of view, went very well at first and then became trend-setting. At some point, my interlocutor looked at me in the middle of the conversation and said: “Mr. Baldt, you are a salesman.” In that moment, I did not really classify what he just told me. A short time later, after similar such experiences or “external perceptions” accumulated, it became clear to me.

So in 2005 you ended up in sales. Please tell us where and what you sold there.

Exactly. In the final stages of my studies, I also had a conversation with the, at that time quite fresh board of directors of the venerable company Binder+Co in Gleisdorf. When I wanted to change my job at the end of 2004, I called them again and they remembered me very well. A few weeks later, I sat alone on a plane to a customer for the first time. It was winter, heavy snowfall and the rental car company had a Saab convertible with summer tires ready. That’s when I was put to the test for the first time. Frankfurt Airport, rental car, at that time still without a navigation system and everything new for me. But against the odds I arrived on time and had a good customer appointment.

Did this customer buy from you eventually?

He didn’t, No. But it didn’t take long before other orders started pouring in. Switzerland, Spain, Germany, Italy, etc. After 9 months, I flew further away from home for the first time, to Indonesia. I flew back home with a very high-margin order to deliver an entire facility. Everyone was surprised since no one seriously expected the order.

What happened next?

Similar to what I just mentioned. At that time, I also came through the economic crisis of 2008 well as a salesman. But since I had no chance of advancement in this company, I then changed my job again. Several stations followed, and with the exception of one company, I was very successful everywhere. At some point, an offer for a position as a sales director came in. But I saw myself a playing captain rather and was able to score touchdowns together with my colleagues due to my closing ability.

What do you think is the secret of being a successful salesperson?

The most important thing is to build trust and stay open and flexible with the customer throughout the entire project. A former boss once told me that I bring a good energy across when I present something. I think he was right on that point.

Now you’ve told us a lot about the beautiful sides of being a salesperson. In retrospect, what didn’t you like so much?

I have always enjoyed developing the best solution together with the customers. However, it is crucial that you believe in your own product 100%. It once happened to me that I didn’t question one of the products enough before accepting a job offer. When I realized the weaknesses of the product, I struggled to push it appropriately in cases where I knew it wouldn’t work well. That’s when you get pressure from your own organization. You can only draw the personal consequences from this.

Have you always remained in an employment contract, or have you also had experience as an independent sales agent?

Someone has studied my CV or my profiles on social networks carefully. Good preparation is just as important for the interviewer as it is for a good salesperson. Referencing your question. My last station as an employed salesperson was also the most exciting one. I worked for a US OEM for almost 3 1/2 years. If you are the only Austrian working with 300 Americans and a bunch of Dutch people (very nice people by the way), and you think you know something about presenting and pitching, then you will be brought down to earth at the latest at the first annual sales meeting. I have learned a lot during this time and especially the fact of bringing every technical solution to the cost-benefit level. I made many contacts, with some of which I am still on friendly terms today.

Now you have skillfully dodged my question about the sales activity as a sales agent.

That’s right, sometimes one gets lost in memories. In fact, at the beginning of my entrepreneurial activity, there was an opportunity to position a new technology from Finland in Central Europe. The focus was on the DACH region. For me, it was a kind of homecoming, as I had previously worked predominantly internationally. Predominantly means more than ninety percent. I then supplemented my portfolio with matching, complementary representations and was able to build up an entrepreneurial reserve through good sales. Then came the pandemic and all travel was impossible for a few months. This gives you time to think. I took the opportunity to take the qualification examination for consulting engineering in Graz. When the first of the many lockdowns in Austria was lifted, I had a new field of activity. Shortly before that, I also taught myself 3D CAD with the help of a trainer. He was patient with me. Lucky encounter.

So learning new things has never deterred you? Or how would you describe yourself in this regard?

Learning new things, questioning the status quo, and always wanting to improve myself, I think this attitude sums it up quite well. I’m also ambitious, whether in sports or at work. I would also say that the comparison of sales with endurance sports is making a lot of sense.

What about the transfer of knowledge? From your experience? What advice would you give to a young graduate who wants to go into sales?

Passing on knowledge, that’s exactly what I’m doing now with Baldt Sales Consulting. To pass on my experience and knowledge, all wrapped in personal stories and real case studies. I enjoy sales from every angle, and one of my former French sales partners gave me the tip at the beginning of my first job as a sales director: “Maintenant il te faut faire vendre les autres”. It didn’t work right away, but it worked quite quickly. To address the second part of your question. The most important prerequisite is to critically question yourself at the beginning. And to listen to the perception of others. Others often see things that you don’t see yourself or don’t take seriously enough. In addition to a good product and the many things that others can teach you, you should already have a certain sales gene. And to always take no as a question.

Contact

+43 664 73 03 03 10
thomas@baldt-eng.co.at

Wünschendorf 230
8200 Gleisdorf