John Hayes, Director of Sales for BALYO, a technological leader in the design and development of innovative robotic solutions for material handling trucks, recently discussed critical listening is key to sales. The feature can be read in Forbes here.
Hayes shared, “Customers, if asked, are rarely shy to voice their opinions. Only through critical listening can a salesperson address each issue raised by a prospective customer. Several years ago, during a product demo, with a dozen people watching and listening, a prospective customer from a well-respected company asked if the material handling solution being demonstrated would perform a myriad of functions. Of course, that sale would have been a big win. That said, the product could not deliver what she wanted. My council to her: look elsewhere. Humility and honesty matter. Confidence is needed, but only when backed with knowledge, information, and competitive awareness.”
“If they are not likely to purchase or lack the budget, they are not a real prospect. The time, care, and follow-up with legitimate (likely) prospects is a far better utilization of time. If they announce the budget is not there this year – keep them as a C-graded lead for the following year. Otherwise, grow the sales pipeline,” added Hayes.
Hayes is a proud member of the Forbes Business Development Council, An invitation-only organization for senior-level sales and business development executives. Members are respected leaders and executives who are selected for the council based on the depth and diversity of experience in the business development space.
Pascal Rialland, CEO of BALYO and leader in the design and development of innovative robotic solutions for material handling trucks, shared that BALYO considerably strengthened commercial development prospects. The company is counting on an enhanced technological platform which reduces sales cycles and benefiting from the ramp-up of direct sales to complement existing indirect sales channels. The direct sales channel is now fully operational in the USA.
BALYO transforms standard forklift trucks into standalone intelligent robots thanks to its breakthrough proprietary Driven by Balyo™ technology. The geoguidance navigation system developed by BALYO allows vehicles equipped with the system to locate their position in real-time and navigate autonomously inside buildings/warehouses. Within the automated handling vehicle market, BALYO’s 2021 outlook includes the acceleration of profitable growth after the successful implementation of a more efficient and autonomous commercial strategy. BALYO will pursue efforts to accelerate sales in 2021, including the addition of John Hayes, a well-respected and experienced industry thought-leader, as Director of US Sales to grow North American business development. The anchoring of new operational drivers, commercial partnerships forged with integrators, and commercial autonomy through technological developments will uniquely position BALYO in 2021 and beyond.
Connect with Hayes on LinkedIn.
Company Name: Balyo, Inc.
Contact Person: John Hayes, Director of Sales
Email: Send Email
Phone: (704) 905-1571
Address:78 B-Olympia Avenue
Country: United States