EPISODE · Aug 5, 2021 · 54 MIN
Ep: 02 | Decoding Sales Roles In The SaaS Space
from MBA Inside Out · host Aditya Iyer & Sumit Gattani
Sales roles in the SaaS space are very much in demand right now and anyone willing to make a career in this growing space can surely ride this wave of opportunities and kick-start his/her career in sales on a high note. However, these roles aren’t your traditional sales roles, wherein you are considered to be a jack of all trades and are expected to do all the heavy lifting single-handedly. Today sales have turned into a full-blown specialization. An individual working in this space is responsible for specific tasks ranging from prospecting to lead generation to pre-sales, account management, post-sales, etc. Now the job roles and descriptions in this space are often marred by jargon's like SDR (Sales Development Representative), BDR (Business Development Representative), Account Executives, and so on…..jargon's you might have heard off but haven’t really wrapped your head around it. In this episode, Aditya & Sumit are joined by Sadique Jamil (Account Executive – Mid Market at LinkedIn) to discuss various specialized sales roles offered in the SaaS space and what these roles entail in the management world. The episode also covers various aspects of tech selling and the nuances of a career in this space. Chapters of the Conversation: (03:07) – What does the role of SDR, BDR, Account Executive (AE) etc. entail and how hierarchy flows? (08:59) – KPI’s for SDR/BDR (10:50) – Transition from B-School to B2B/SaaS selling on the back of B2B heavy curriculum in business school (18:22) – Change in the ways of prospecting in SaaS due to COVID (21:34) – Schedule of SDR/BDR on a typical day and perks of night shift (28:29) – Value vs Volume in SaaS sales – What is important? (32:15) – Relationship building in B2B vs B2C (36:24) – Difference in US and Indian market from prospecting angle (41:23) – Skills and path to learning skills required for B2B/SaaS selling (49:51) – Recommendations on podcasts and books to hone the skills Connect to Sadique on LinkedIn: https://www.linkedin.com/in/sadiquejamil Connect to Aditya on LinkedIn: https://www.linkedin.com/in/adityaragiyer/ Connect to Sumit on LinkedIn: https://www.linkedin.com/in/sumit-gattani-5014a3a3/ Intro & Outro Track by: http://youtube.com/20syl Follow MBA Inside Out on LinkedIn & Instagram for regular updates: https://www.linkedin.com/company/mbainsideout https://www.instagram.com/mbainsideout/
What this episode covers
Sales roles in the SaaS space are very much in demand right now and anyone willing to make a career in this growing space can surely ride this wave of opportunities and kick-start his/her career in sales on a high note. However, these roles aren’t your traditional sales roles, wherein you are considered to be a jack of all trades and are expected to do all the heavy lifting single-handedly. Today sales have turned into a full-blown specialization. An individual working in this space is responsible for specific tasks ranging from prospecting to lead generation to pre-sales, account management, post-sales, etc. Now the job roles and descriptions in this space are often marred by jargon's like SDR (Sales Development Representative), BDR (Business Development Representative), Account Executives, and so on…..jargon's you might have heard off but haven’t really wrapped your head around it. In this episode, Aditya & Sumit are joined by Sadique Jamil (Account Executive – Mid Market at LinkedIn) to discuss various specialized sales roles offered in the SaaS space and what these roles entail in the management world. The episode also covers various aspects of tech selling and the nuances of a career in this space. Chapters of the Conversation: (03:07) – What does the role of SDR, BDR, Account Executive (AE) etc. entail and how hierarchy flows? (08:59) – KPI’s for SDR/BDR (10:50) – Transition from B-School to B2B/SaaS selling on the back of B2B heavy curriculum in business school (18:22) – Change in the ways of prospecting in SaaS due to COVID (21:34) – Schedule of SDR/BDR on a typical day and perks of night shift (28:29) – Value vs Volume in SaaS sales – What is important? (32:15) – Relationship building in B2B vs B2C (36:24) – Difference in US and Indian market from prospecting angle (41:23) – Skills and path to learning skills required for B2B/SaaS selling (49:51) – Recommendations on podcasts and books to hone the skills Connect to Sadique on LinkedIn: https://www.linkedin.com/in/sadiquejamil Connect to Aditya on LinkedIn: https://www.linkedin.com/in/adityaragiyer/ Connect to Sumit on LinkedIn: https://www.linkedin.com/in/sumit-gattani-5014a3a3/ Intro & Outro Track by: http://youtube.com/20syl Follow MBA Inside Out on LinkedIn & Instagram for regular updates: https://www.linkedin.com/company/mbainsideout https://www.instagram.com/mbainsideout/
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Ep: 02 | Decoding Sales Roles In The SaaS Space
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