Article · long read

SaaS Playbook: Sales

Rachit Parekh · SeedToScale by Accel Free Intermediate India

Built from a masterclass with Mohit Garg, former CRO at MindTickle, and written for cross-border companies selling from India, including how to structure SDR and AE teams for cost efficiency. Covers qualification, MEDDIC scoring, pipeline reviews and loss reviews in one place.

  • Expect 15 to 20 follow-ups: some of Mohit's biggest customers came on the 14th or 18th touch.
  • Score deals MEDDIC-style and only grant reference calls above a score of 9, treating references as scarce.
  • Set quotas only after the process is repeatable, since even great reps miss without one.
  • Many Indian SaaS companies run SDRs in India with AEs in the US for the cost advantage.
Open on seedtoscale.com ↗

It answers 8 questions

  1. How do I know if a deal is real or if I am being strung along?
  2. How do I build a target list that is worth working instead of scraping ten thousand random companies?
  3. When do I hire SDRs, and how many AEs can one SDR feed?
  4. How do I turn random wins into a sales process someone else can run?
  5. Should my outbound team sit in India while my buyers are in the US?
  6. I am an engineer, a consultant, or fresh out of an MBA. How do I actually switch into GTM?
  7. My champion went quiet and the deal stalled. How do I multithread an account without going over their head?
  8. AI is in every sales stack now. What does it actually change about discovery, demos and the deals we run?

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