The What, When, How, Who and Why of Inside Sales On Demand..1) What is the pre-requisite to Inside Sales On Demand?a) That you are B2B/ Enterprise SaaS firm.b) That you have a product that sells at a minimum of USD 200 per monthc) You stand by your w...
There is No Math or Science at Work Behind a Sale..What do you think of when you hear statements like:1) Every No brings you closer to a yes2) Sales is a numbers game.3) Sales is a ProcessThe salespeople I've managed/ mentored (almost) all thought th...
Why Management should dedicate time listening to Salespeople or startup CEOs?Trick Question :): Are you familiar with this adoption curve?You are? Thought so :)Where would you put yourself on this curve? Are you one of the innovators? If yes, I reque...
When to Outsource Sales for a B2B SaaS Startup?As is usual, I don't know. But, what follows is my opinion and the reasoning behind it:Before I get to what I think is the right time to outsource your SaaS Startup's sales function, here are a few assum...
How to Identify Sales Administrators in Management Positions.. What would you do with them?I've faced this issue many times in my sales career and yet again very recently. I'm going to argue today why Administration is not Management and talk about h...
Fact about Google Ads/ Bing Ads, I wish everyone knewSo you are looking to find something or learn more about something, you enter a few words on the Google/ Bing search box and voila, there are a few to a 100 million results that have something to d...
Photo Credit: Stock.XCHNGWhat's with the long term contracts for SaaS products?Long term contracts have served a critical purpose in the history of buying specially when you take industries like manufacturing, construction, etc. But is it time to re-...
Photo Credit: Stock.XCHNGQuickfix solutions to major inside sales issues..In the following lines I'm going to be talking about two 'Major' issues people face while running Inside Sales Organizations along with their quick fixes. These may not always...
Photo Credit: Stock.XCHNGWhen does it make the most sense to start an Inside Sales Org..I don't know.. But here's where I'll place my bets on:1) What is Inside Sales: a) You're selling SaaS, online media, PaaSb) Your minimum paying customer value is...
Photo Credit: Stock.XCHNGHow to 'manage' Inside Sales People..In my last post on creating a successful Inside Sales Org, you'd see I had meticulously stayed away from writing elaborately on the most important ingredient of an Inside Sales Org: it's p...