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Selling to Indian SMEs

The other day, I saw a post from one of our competitors on how they never visit a customer and do the sale on the phone or over email. In fact they were wiling to let go of a customer if the customer insisted on a visit.

Well, to each his own. But being a bootstrapped company, we cannot afford that pleasure. For us, customer is king and if he wants us to visit him to close the deal, we will gladly do that.

I can write about how cool it is to sell over the phone and give some anecdotes on how quickly we closed some deals on the phone using some innovative techniques. They make for good stories. Stories that we want to listen. Stories that VCs want to listen.

Nobody wants to listen to the story of the hard working sales guy, who made 4 visits to a single customer across the town through the traffic in peak hour.

But thats the story that is getting us the money. And we live that story everyday.

That is exactly the reason we have a sales team in almost 10 locations across India. We have the Feet on Street because we want to be near to our customers. Because we understand that every region in India has their own issues and requirements.

So, my advice is simple. Go ahead and read the innovative startup stories and try to emulate them. But also be ready to invest in a good sales team in case the innovations dont work out. Sometimes, the tried and tested things work out. Especially in B2B space.

And for businesses in India, in case someone is not willing to visit you, you can call us at 1-800-200-0820 or email us at We will gladly come visit you anytime of the day and explain how our products can help your business :)

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