Lesson content
Scroll through numbered sections or jump via the outline.
What you'll take away
- ICP: industry, size, decision maker title.
- Outbound: LinkedIn + warm intros beat cold spray in India.
- Demo customisation to one pain metric.
- Proposal with ROI in INR and implementation timeline.
- Follow-up cadence 48 hours, not 2 weeks.
Indian B2B buying reality
Decisions involve finance, IT, legal, and sometimes procurement — long cycles (3–9 months).
Relationship and trust often beat slick deck alone.
Pilot → paid conversion needs written success criteria upfront.
GST-compliant invoicing builds trust
Enterprise buyers need your GSTIN, correct HSN/SAC, and credit terms on PO.
Mismatch delays payment and hurts renewal.
Pricing and collections
Net-30 is a wish; net-45/60 common — model cash flow accordingly.
TDS deducted on your invoice — ensure you account for net receipt.
MSME Samadhaan helps delayed payments to MSME suppliers — know if you qualify.
Founder-led sales playbook
- ICP: industry, size, decision maker title.
- Outbound: LinkedIn + warm intros beat cold spray in India.
- Demo customisation to one pain metric.
- Proposal with ROI in INR and implementation timeline.
- Follow-up cadence 48 hours, not 2 weeks.
Scaling beyond founder
Hire sales when repeatability shows — same pitch closes 3+ times.
CRM hygiene (HubSpot, Zoho) before hiring second rep.