sales closing

Paul Ohls is the Chief Revenue Officer at Sprinklr. He has had a successful career in sales leadership, working at companies like Aerotech, Ariba, NuScale, Zillent, Lattice Engines, Medallia, Fuse, tenfold, and now Sprinklr.

In this conversation with John McMahon, Paul shares his insights on sales leadership and the importance of hiring the right people. He emphasizes the need for intelligent, driven, and coachable individuals who can ask insightful questions and think critically. Paul also discusses the challenges of forecasting and the importance of focusing on the fundamentals. He highlights the value of understanding the customer's pain points and aligning the solution with their objectives. Additionally, Paul emphasizes the need for a strong pipeline and the importance of conversion rates in driving sales success.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:11] - Overview of Sprinkler and its purpose
[00:07:16] - Testing for key characteristics in potential hires
[00:24:23] - Focus on testing and optimizing fundamentals in the sales process
[00:30:06] - Enabling the team to have a realistic view of their forecast
[00:35:45] - Considering the stage of new deals and their likelihood of closing
[00:38:56] - Diagnosing reasons for consistently high forecasts.
[00:40:12] - Implicated pain and alignment with decision criteria indicate a committable deal.
[00:42:07] - Differentiating recruiting process through sales manager pipeline generation.
[00:44:35] - Using a simulation exercise to assess candidate skills and fit.
[00:54:40] - Key KPIs for decision-making: leading indicators and conversion rates.

ADDITIONAL RESOURCES

Learn more about Paul Ohls: https://www.linkedin.com/in/paulohls/overlay/about-this-profile/

Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJ

HIGHLIGHT QUOTES

[00:19:38]  "If you've done the right things and you truly are connected to a corporate objective, if you think about the concept of a value pyramid, those handful of things that are at the top of that value pyramid, oftentimes the things that the C level CEO has promised Wall Street, has promised investors. We aspire to go from X to Y. We are making acquisitions. We got to monetize those acquisitions, those acquisitions, these, these big things. If you have started there and your solution is you can make a direct correlation between what you are working with your champion on. To the inability of a company to deliver upon those things at the top of the value pyramid, the CFO meeting should be relative, like a relatively easy thing to do." - Paul Ohls
[00:55:34] “What we ask our leaders to do is we call it sales manager or sales leader PG. So we're asking pipeline generation. For those that don't know what that means. We ask sellers and other people in the ecosystem to dedicate time. To go build their pipeline on future deals, block out the world, spend your time doing this set of work in a defined period every single week." - Paul Ohls

In this episode, I’m going to have a conversation with high ticket sales extraordinaire, Eileen Wilder. Eileen is a bestselling author, coach, ordained pastor, the founder and CEO of Wild & Free™, and in-demand speaker who has helped countless people get unstuck, change lives with their message, and turn their passion into profit. She's helped coaches and thought-leaders all over the world grow their businesses to 6 and 7-figures, while serving the world with total authenticity. Eileen’s core passion is helping others make a living serving others, using a simple automated online business system.

A lot of times, we as online entrepreneurs get scared to sell products, especially when we look at what other people are selling them for, and it almost becomes like a race to the bottom because everyone wants to beat out the competition. Well, I always talk about not playing that game and how we can add the "Concert Experience" so that we can increase our prices, and I believe you've already learned the tactical way of doing it. Eileen is super experienced in doing it another way. And that’s through selling high ticket items. 

If you wanna grow your online business today, join us as Eileen shares her insights, knowledge, strategies, resources, and proven high-ticket sales and closing tactics that will help you achieve that. She's going to talk to us about how we can charge more and why, because it's always a disservice to oneself if someone ends up selling their products for the cheapest price on the market. Now, she’s going to talk a lot about digital products because that's the world she's in, but what we should all note is that the sales belief is the same no matter if you're selling a physical product or a digital product. Make sure you take notes because what she has to share will blow your mind. Enjoy!

Key Takeaways:

• From broke as a joke to making 6 figures in a day (03:43)
• How to move from feeling like you're taking people's money to being comfortable charging a premium price (07:03)
• The importance of recognizing you’re not in competition with anyone (12:52)
• How having a strong support system has helped her succeed (16:33)
• The power of naming a product after the result it delivers (18:35)
• 66% of purchasing decisions happen off of email (25:57)
• Her 11 year old entrepreneur son who loves online business (31:50)

Additional Resources

• www.FreeSalesScript.com
• Eileen on Instagram

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In the December 2018 CPSA SalesProChat podcast, we consider lessons from an awesome recent report on 7 Deadly Sins of Closing - what they are and how to overcome misunderstandings.

Our guest this time is James Muir, author of the #1 best-selling book, The Perfect Close.