SaaS Talks #2: Remote Sales for Global Markets

Inside sales from India have given reach to companies that were otherwise hard to create with a completely feet-on-street model. In this session of SaaS Talks, we deep dived on the topic of Remote sales with Krish Subramanian, Founder & CEO of Chargebee.

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00:00 - 05:10: Introduction

‍05:11 - 07:49: Where would you think about applying inside sales?

‍07:50 - 10:00: When do you begin to figure out the go-to-market fit in your inside sales process and how do you figure it out?‍

10:01 - 13:18: What kind of people work best for inside sales?

‍13:19 - 17:22: Is there a framework to help identify qualified lead criteria for marketing to inside sales handover?

‍17:23 - 18:58: Are you seeing people using tech tools to qualify leads better?

‍18:59 - 22:57: Division between AE, SDR and BDR, at what point should these be separated?‍

22:58 - 26:25: Building an inbound engine

‍26:26 - 33:00: Inside sales for existing v/s new category, where is it more effective?

‍33:01 - 39:59 : How do you import the best practices from one region to another?

‍42:00 - 46:54: How do you overcome language barrier while handling sales from different geography?

‍46:55 - 48:54: How did you acquire your first 5 customers that you did not know?

‍48:55 - 53:28: As you start scaling the sales engine, how do you measure what's going right and wrong?

‍53:29 - 57:53: For SMB focussed businesses, what are the key factors you need to take in account while setting up the lead gen process?

‍57:54 - 58:40: Conclusion