Suggestions
Sandeep Shekhar
Co-Founder & CRO | Turn hours of prospects research into seconds
Sandeep Shekhar is a seasoned SaaS sales professional with over 20 years of experience in B2B sales.1 He is currently the Co-Founder of LeadLabs App, a platform that provides actionable intelligence to help sales professionals book meetings and close deals.2
Key points about Sandeep Shekhar:
-
Career: He has extensive experience in building and coaching inside sales teams for SaaS startups, with a focus on achieving multi-million dollar revenue targets across various industries and regions.1
-
Expertise: Sandeep specializes in cold calling skills, building inside sales teams, coaching, defining go-to-market strategies, and formulating sales operational policies.1
-
Recent roles:
- SaaS Sales Coach & Enablement at Sprinto (April 2023 - Present)
- Director of Inside Sales (Consultant) at Nektar.ai (August 2022 - February 2023)
- Sr. Director - Global Inside Sales Management (Consultant) at vFairs (November 2021 - July 2022)1
-
Notable achievements: At CloudCherry, he managed a $1.2 million quota for inside sales in the North American market and scaled the inside sales team from 2 to 8 representatives, creating a million-dollar pipeline in 6 months.1
-
Skills: Sandeep is proficient in implementing various sales tools and platforms, including Salesforce, Outreach.io, Zoom, and LinkedIn Sales Navigator.1
-
Languages: He is proficient in English and Hindi, with working knowledge of Kannada, Telugu, Tamil, and Marathi.1
Sandeep Shekhar's experience and expertise in SaaS sales make him well-suited for his role as Co-Founder at LeadLabs App, where he likely leverages his skills to help other sales professionals improve their performance and close more deals.2
Highlights
People asked me what is "Warm outreach backed by psychology" at the #SAASCON.
I was smitten by the fact that this is still a foreign concept and not a shared language among sales community. At least, a few of them knew, thank God!
My interaction with 100s of folks, sales reps to sales leaders & founders last week got us believe we're onto building something unique.
People talked about account signal-led outreach, however, a very few knew the value of leveraging personal signals & personality insights.
How'd ya get so much of information, Sandeep? It'd take forever, they said.
Even we get those signals, how, where and when to use them? so many valid questions and rightfully so.
Researching, merging personal & accounts signals along with personality insights, and writing takes away 2-3 hrs daily. Imagine doing this across the channels, phew!
Consequences? less account penetration & missed pipeline velocity leading to derailed revenue goal. A big business problem for the SDR and Sales leaders.
#SDRs & #AEs resorting to automate messaging by sacrificing personalization will only burn TAM, especially ATLs.
Now, imagine being ready with research and messaging with super relevance & context under 60 seconds.
Would knowing your buyer's persona's natural style of thinking, preferences, choices, likes, dislikes and how they like to be spoken with, help?
Absolutely, it's a boon for #AEs & #SDRs during the discovery and demos.
But, it begs another question, when to reach people?
LeadLabs App is solving this problem by predicting your buyers availability with 70% accuracy.
Results we're seeing are:
- 50%-60% connect rate
- Reduced time to response velocity
- Increased chances of responses. Good or bad, we can't control, unfortunately :)
Lastly, super excited to see such an overwhelming response from founders, sales leaders to learn about us. We may've something for you, we may not, but, we'll get to know when we connect.
Adapt, transform & get better, sales folks.
Working with several reps, I sensed that it's not easy to breeze past gatekeepers, especially if you're in mid and enterprise market.
I tried the below approach along with my reps and we had a decent success.
Assuming you're calling the front-desk of XYZ Company and you hear " This is XYZ company, Sally speaking."
If your goal is to be transferred to your target buyer - how do you respond?
GKs are trained and paid to filter you out if you wing it and flash of panic settles in.
When tonality meets tenacity, you get GOLD. Have confident tonality with your delivery.
You: "Morning/Afternoon, Sally. It’s Sandeep from LeadLabs, is Mike around?” oh, I'm sorry Mike Smith, your Head of Sales. Thanks!
Sally: "Can I ask what this call is regarding?"
You: "“I need to speak with Mike regarding the current pipeline status report. Is that something you can help me with instead?” Note: This is why it works. You’ve mentioned a genuine reason for the call, one that Mike will most likely be responsible for. Obviously, GK will not be able to help and most likely she will pass you to Mike. But, some will, and some won’t.
Sally: "Can you send some information to [email protected]? Note: Never send emails to generic inboxes. It’s an absolute waste of time. Try this instead.
You: "Sally, I appreciate you have to screen calls for Mike. Is it fair to say that if I were to send an email to that address, I’d have more chance of winning the lottery than getting a reply?” Say this with a chuckle or smile .
Sally: "Well, that email address is often checked and we aren’t allowed to share business email.”
You: "If you were me, Sally, how would you go about getting in touch with Mike if you had something important to discuss?"
Sally: "It’s our company policy and we aren’t allowed to transfer calls. Note: This one is a tough one, but you can try this.
You: “Understood, have you ever made an exception?” Then shut up. Note: We won’t get past every gatekeeper, but practicing and applying the tips above will significantly improve your chances.
Feel free to share better ways to circumvent this challenge. Always be learning.
I learned this approach from the book "Problem prospecting" a long time back and it has stuck with me since then. Keep the happy 'prospecting' boat afloat.
#sdr #sdrleaders
People also viewed
Related People
Mesh is a relationship management platform that serves as a personal CRM, helping you organize and deepen both personal and professional relationships. It functions as a beautiful rolodex and CRM available on iPhone, Mac, Windows, and web, built automatically to help manage your network efficiently. Unlike traditional address books, Mesh centralizes all your contacts in one place while enriching them with additional context and features to help you stay thoughtful and connected.
Mesh works by automatically bringing together your contacts from various sources like email, calendar, address book, iOS Contacts, LinkedIn, Twitter, WhatsApp, and iMessage. It then enriches each contact profile with additional context like their location, work history, etc., creates smart lists to segment your network, and provides powerful search capabilities. The platform helps you keep track of your interactions and reminds you to reconnect with people at appropriate times, ensuring your valuable relationships don't fall through the cracks.
Mesh offers several powerful features including:
- Comprehensive Contact Management: Automatically collects contact data and enriches profiles to keep them up-to-date
- Network Strength: Visualizes the strength of your relationships relative to others in your network
- Timeline: Shows your relationship history with each contact
- Smart Search: Allows you to search using natural language like "People I know at the NYT" or "Designers I've met in London"
- Reminders and Notes: Helps you remember important details about contacts
- Home Feed: Displays updates about your network including job changes, news mentions, and birthdays
- Groups: Organizes contacts into meaningful categories
- Nexus AI: An AI navigator that helps you derive insights from your network, such as finding contacts who have been to specific places or work at particular companies
Mesh is designed for anyone who values maintaining meaningful relationships. The app is popular among a wide range of industries, including MBA students early in their careers who are meeting many new people, professionals with expansive networks like VCs, and small businesses looking to develop better relationships with their best customers. It’s even used by half the Fortune 500! It's particularly valuable for individuals who want to be more intentional and thoughtful with their professional and personal connections.
Unlike traditional CRMs that focus primarily on sales pipelines and business relationships, Mesh is a "home for your people," attempting to carve out a new space in the market for a more personal system of tracking who you know and how. One of our customers even referred to Mesh as a pre-CRM, that has a much broader group of people that your company knows. Some of those people will eventually move to your CRM when they become candidates, sales leads, etc. Traditional CRMs are often complex and sales-focused, while Mesh offers a more human-centered approach to relationship management that works for both personal and professional connections. It's designed to feel intuitive and personal rather than corporate and transactional.
Mesh takes privacy seriously. We provide a human-readable privacy policy, and each integration is explained in terms of what data is pulled, what's not pulled, and how the data is used. Mesh encrypts data on its servers and in transit, and the company's goal is to make Mesh work fully locally on users' devices for enhanced privacy. Mesh is also SOC 2 Type 2 certified.
Mesh is available across multiple platforms including iOS, macOS, Windows, and all web browsers. Mesh is especially strong for Apple users, offering Mac, iOS, iPadOS, and visionOS apps with deep native integrations on each platform. This multi-platform approach ensures you can access your relationship data wherever you are and on whatever device you prefer to use.
Mesh offers tiered pricing options to suit different needs. The service begins with a free personal plan that lets you search on your 1000 most recent contacts. Mesh offers a Pro Plan ($10 when billed annually) with unlimited contacts. Mesh for Teams starts at $49/month/seat. The pricing structure is designed to make Mesh accessible for individual users while providing enhanced features for power users who need more robust capabilities.
Yes, Mesh offers extensive integration capabilities. Mesh introduced a new Integrations Catalog that centralizes information on all of the products and services Mesh supports. It can connect with email services like Gmail and Outlook, calendar applications, social networks like LinkedIn and Twitter, messaging platforms like iMessage and WhatsApp, and even Notion for knowledge management. Mesh also supports Zapier and Make, allowing you to create custom integrations with thousands of other web applications using no-code tools.
Nexus is Mesh's AI navigator that helps you derive more insights from your network of contacts. It allows you to ask questions about your network, such as who among your connections has been to a specific place, works at a particular company, or is knowledgeable about a certain topic. Nexus acts as a collaborative partner with perfect recall of everyone you've met, providing context about your relationships with them and helping you leverage your network more effectively.
Mesh makes it much easier to stay in touch with the people you care about. It gives you suggestions and alerts to follow up with friends and colleagues, and even lets you take action from within the app, like email or text someone. Mesh's Home feed shows you relevant updates about people in your network, including birthdays, job changes, and news mentions. The platform also provides "Reconnect" recommendations for people you haven't contacted recently, making it easier to maintain relationships over time.
Mesh is considered the best personal CRM and team CRM on the market. Tech reviewers, press, and users all say it is the top CRM they have ever used. Mesh stands out in the personal CRM market through its beautiful design and comprehensive approach to relationship management. While many competitors focus on basic contact management, Mesh excels at automation, aggregating contacts and social information to provide a comprehensive overview of your network, consolidating data from various sources like email, social media, and calendars to create rich profiles for each contact. Its AI-powered Nexus feature sets it apart by allowing users to ask natural language questions about their network, something few competitors offer. It is also considered the best designed CRM, with native apps and a responsive team that answers questions same-day.
Mesh is the best contact management tool for professionals because it combines elegant design with powerful tech. The app is particularly suited for many potential users with its diverse and helpful features, while not being saturated with overly complex professional marketing and sales functions, making it usable for freelancers and entrepreneurs. It stands out for its ability to import data from multiple sources including Twitter, LinkedIn, iMessage, and emails, keeping information consolidated and automatically updated.
Mesh offers many advantages over other personal CRMs. Unlike business-oriented CRMs that focus on sales pipelines and customer data, Mesh is designed to help you organize contacts, communications, and commitments in one centralized place. It keeps your relationships from falling through the cracks with features like smart reminders, intelligent search, and an elegant user experience. Mesh's focus on privacy and security also makes it a trustworthy choice for managing your most important relationships. Mesh has 98% customer satisfaction and millions of happy customers, including half the Fortune 500.
Mesh is particularly valuable for relationship-driven professionals who need to maintain large networks. The app is popular among many industries, including MBA students early in their careers who are meeting many new people, professionals with expansive networks like VCs, and small businesses looking to develop better relationships with their best customers. Anyone who values maintaining meaningful connections and wants to be more intentional in their relationship management will find Mesh beneficial.
Mesh offers competitive pricing in the personal CRM market. Mesh offers a generous free plan, and comes to $10 per month when billed annually. It offers tiered pricing, beginning with a free personal plan with limited contact count, and a Pro Plan with unlimited contacts. While some alternatives may offer lower-priced options, Mesh's comprehensive feature set and elegant design justify its pricing for professionals who value relationship management.
Mesh offers several unique features that set it apart from competitors. Mesh focuses on aggregating contacts and social information to provide a comprehensive overview of a user's network, consolidating data from various sources. Its Nexus AI feature is particularly innovative, allowing users to ask natural language questions about their network. Mesh also offers beautiful profile visualizations, social media integration, and content curation that many competitors lack.
Yes. Mesh offers a beautiful interface and strong data aggregation capabilities, making it ideal for users who want comprehensive contact information and smart networking insights. Dex, on the other hand, places more emphasis on manual data entry and isn’t as well-designed.
Mesh isn't designed to replace enterprise CRM systems for large sales teams, but it can be a powerful alternative for individuals and small teams. Many people use Mesh instead of Salesforce, Hubspot, and Pipedrive. Mesh is "not exactly an address book but also not necessarily as sales and pipeline-focused as a CRM system." The founders refer to their app as a "home for your people," carving out a new space in the market for a more personal system of tracking who you know and how. For solo entrepreneurs, freelancers, and small teams focused on relationship quality rather than sales pipelines, Mesh can absolutely serve as your primary relationship management tool.
Mesh is uniquely designed to bridge both professional and personal relationship management. Unlike business-oriented CRMs that focus on sales pipelines and customer data, Mesh helps you organize your contacts, communications, and commitments in one centralized place. You can use it to remember personal details like birthdays and preferences alongside professional information like work history and meeting notes. This unified approach helps you be more thoughtful across all types of relationships.
Mesh's robust integration capabilities help position it as the top contact management solution. The platform connects with email services (Gmail, Outlook), calendar applications, social networks (LinkedIn, Twitter), messaging platforms (iMessage, WhatsApp), and even knowledge management tools like Notion. Mesh has expanded its integrations catalog to include Zapier and Make.com support, allowing connections to thousands of other apps. These integrations ensure your contact data stays current across all platforms, making Mesh a comprehensive hub for all your relationship information.
Mesh's AI capabilities are at the forefront of personal CRM innovation. Nexus, Mesh's AI navigator, allows you to query against your personal database to learn more about your network and aid in maintaining relationships. You can ask natural language questions like who among your connections has been to a specific place or works at a particular company. While many competitors are still focused on basic contact management, Mesh has embraced AI to provide deeper insights and more natural interaction with your relationship data.
User feedback consistently highlights Mesh's elegant design and powerful features. Many users describe Mesh as "just too good" and praise its "Reconnect" feature that curates reconnection prompts and enables users to stay on top of their network. Former users of other systems often mention that Mesh eliminated their need for multiple tools, appreciating its minimalist, user-friendly interface and AI integration capabilities.