Last week we had an opportunity to hold a cozy AMA session with several startups and their sales leaders. The main topic was related to startups who are selling HR solutions to businesses. Either bigger enterprises or smaller SMBs. However, I’ve decided to create a timestamp post for questions to Pradeep, so it would be easier to find what you’re looking for.
The main guest speaker was Pradeep Agarwal – he shared his experience that he gained during an initial Google for Work kickstart and Salesforce entry in India. Currently, he is a COO & VP Sales in an HR software solution startup – hSenid. It’s certain that Pradeep built a vast skillset in startup sales over the years and now he shares all that knowledge with you.
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The very first question was a pretty general one – How to co-sell an expensive solution when the final decision is based on multi-party choice: HR team loves it, but operation team – satisfied with the current solution? It’s a pretty common problem that most B2B sales guys face. Answer.
Another question was how to qualify opportunity based on P-BANT criteria? Pradeep & Deep shared their opinions about BANT identification and other alternatives better suited for B2B SaaS solutions. Answer.
The third question was asked by Perdoo team and they wanted to know on how do to scale the revenue from 10K MRR to 100K MRR over 1 year? This is a broad and in-depth question that Pradeep answered and you can check it yourself in the recording. He also shared his tips on how to scale it and how he experienced a similar problem with the Salesforce market penetration in India. Answer.
Another question was How do you challenge the status quo when the HR team is perfectly happy with the current solution? It’s also quite a general one and the tactics explained by Pradeep could be used widely, not only in an HR sector. Also, Deep shared why you might need to wait a bit or target a company at the perfect time when the trigger event happens. Answer.
During the session, Greg from Perdoo asked how to compensate sales reps and new account executives? And the plan differs all the time, but I think Pradeep explained it perfectly and Deep elaborated with a methodology recommended by him. Answer.
Final questions were by Sapan and how to create an effective online demo process? And especially delve deeper into a more automated process and remain a scalable process. Especially when having success during offline demo, but not online. Answer.
And a very last question during the session: How do I ask my team better questions to advance opportunities? Pradeep shared his recent article to help answer this question and describe the model that he uses. Answer.
Anyway, I hope you found this session valuable. We’ll be certainly having more of such sessions in the future and a sure way not to miss any would be to subscribe to our newsletter – we send it once a month – SalesChakra’s news & upcoming events combined.
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by Jonas Matkevicius
Jonas is a marketing specialist at SalesChakra. He is a certified inbound marketer who drives social media engagement and optimizes content for audiences. He loves to write on sales, non profits and entrepreneurship.