SaaStr Annual 2020 - Tariq Ahmad Roundtable

1. S.T.E.P.
Towards Building an Inside Sales Team
Tariq Ahmad
Director - Global Sales
BrowserStack
@tariq4biz

2. I was a Field Sales Guy.
Currently Building a Global Inside Sales Team.

3. Inside Sales
More Acceptable in a Pandemic.
+
Everyone is
an Inside Seller
when you are under
lockdown.

4. Step Up Wizard
SKILLS
TOOLS AND TECHNOLOGY
ENGAGEMENT
PARTNERSHIPS

5. Skills
● Great communication skills across all
medium like email, voice and video
● Emphasis on repeatability of tasks
that bring success
● Testing out multiple messages, tactics
and strategies to close faster and often
Tools and Technology
● Real time communication and data access
like Slack, ZoomInfo and Sales Navigator
● Conversational AI like Gong to help
measure and coach best practices
● Sales engagement platform like Outreach to
ensure repeatability and follow up of tasks
Engagement
● Build multiple sequences to cover
multiple scenarios and personas
● Emphasis on lead metrics like meetings
and demos versus lag metrics
● Group bonding to bring out the energy
amongst the teams
Partnerships
● Marketing for warm and hot leads through
MQLs and Contact Sales Forms
● Product for help with competitive scenarios
and building credibility
● Systems Engineering to help with complex
demos and integrations

6. Skills
● Great communication skills across all
mediums like email, voice and video
● Emphasis on repeatability of tasks
that bring success
● Testing out multiple messages, tactics
and strategies to close faster and often
Tools and Technology
● Real time communication and data access
like Slack, ZoomInfo, Sales Navigator
● Conversational AI like Gong to help
measure and coach best practices
● Sales engagement platform like Outreach to
ensure repeatability and follow up of tasks
Engagement
● Build multiple sequences to cover
multiple scenarios and personas
● Emphasis on lead metrics like meetings
and demos versus lag metrics
● Group bonding to bring out the energy
amongst the teams
Partnerships
● Marketing for warm and hot leads through
MQLs and Contact Sales Forms
● Product for help with competitive scenarios
and building credibility
● Systems Engineering to help with complex
demos and integrations
SO WHAT ELSE DO YOU THINK SOMEONE SHOULD LOOK AT WHILE
BUILDING OR TRANSITIONING TO AN INSIDE SALES TEAM?

7. THANK YOU
lnkd.in/tariq