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:
What’s 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, “Stop right there. You have 30 seconds, make it real or let’s just wrap up this call right now.”
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?
It’s 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.
What’s the worst mistake to avoid in preSales?
Showing up unprepared for what can go wrong.
What’s 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 “Look, you have total control. Show me a yellow card and I’ll keep it moving, a second yellow, i’ll close the laptop off, and if you show me the red card I’ll leave the room on the spot.”
What makes a good sales and preSales collab?
Equal stature. When you both understand each other’s roles and each other’s skills, you can make magic happen. I think the best outcomes come when you’re 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 there’s 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, you’ve 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.