In our 4th episode of #NutsAboutPreSales, we chatted with the eloquent Pabel Martin, Principal Solutions Specialist at Sprinklr.
Don’t miss this interview with one of the top presales industry leaders as he discusses what makes a good sales and presales collab, how he celebrates closing a deal, his favorite sales presentation hack, and much more!
Watch the video or read the transcripts below:
Whatβs your name and where do you work?
My name is Pabel Martin and I work at Sprinklr.
What’s the funniest thing a client told you?
We were doing a workshop, and they stopped the meeting with literally the quote, βStop right there. You have 30 seconds, make it real or letβs just wrap up this call right now.β
It was really jarring but actually, something that we had kind of prepared for, but it caused a smile for sure in the moment.
What’s your biggest challenge when demoing?
Itβs actually remembering some of the best advice I got which was to be more excited about the problem that I’m solving as opposed to the product that I’m selling.
βWhatβs the worst mistake to avoid in preSales?β
Showing up unprepared for what can go wrong.
Whatβs your best presentation hack?
My best presentation hack, actually from the days of in-person meetings. I like to take my little referee’s book and I put it on the table and hand it to our main contact or our target champion or whoever it might be and then just say βLook, you have total control. Show me a yellow card and Iβll keep it moving, a second yellow, iβll close the laptop off, and if you show me the red card Iβll leave the room on the spot.β
What makes a good sales and preSales collab?
Equal stature. When you both understand each otherβs roles and each otherβs skills, you can make magic happen. I think the best outcomes come when youβre true equal partners.
How do you celebrate closing a deal?
Yeah, right there. I have my hit list of shoes, and depending on how good of a deal it would be determines what tier of the hit list I’m going to try and take out.
Sell me a walnut!
Likely thereβs really just one thing standing in between you and the best on-the-go lunch in the game. Your fridge has lettuce, you have an apple, you have some cheese, youβve got an onion, maybe borrow some balsamic vinaigrette from your neighbor, but what you need for a very modest 80% markup is this bag of walnuts.