SgtAE

AE

OG Sales Savage

Watering the grass where it's greener? (Focusing on certain countries)

Hey team, wanted to know if anyone has faced any resistance in regards to this.

Currently covering ANZ and India ENT. Recently kicked up a partnership in India with our reseller and have been doing joint prospecting into India, i've tried prospecting into India myself in the past but never really too much success.

Maybe it's the partner, but the territory is lighting up, we're getting meetings, pipe is generated, opportunities qualified and all is going super well.

It's gotten to the point where I've switched up my hours to work afternoon shift (4.30pm where I am is 9:00am India time) so now i'm doing afternoon/evening shift.

My patch in ANZ is slowing down (I cover the inbound leads, and do what's required, but not prospecting heavy into there), but I report to 3 AE's at the moment.

Just wondering if anyone's caught any flak from focusing on one area of your territory as an SDR/BDR? Honestly i'm getting a ton of support and enablement from the partner and the pipe is building so I definitely want to keep putting my efforts in where the grass is greener.

Thanks all!

🔎 Prospecting

5

4 comments

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1nbatopshotfan

Politicker

3

Sales

Go where the leads are. If you can hit your quota there, focus there.

TheOverTaker

Politicker

1

Senior Account Executive

I think you go where the leads are

Cabbie

Good Citizen

1

AE (Account Executive)

Did a stint as an APAC SDR for a global organisation (I'm based in Sydney), and from my experience focussing on one area hasn't really been an issue internally before, if that's your question. If there're leads, there're leads - nobody complains about money rolling in.

Having said that, every region in APAC's really different sales-process wise, and India's no exception.

It may've just been the solution I was selling (martech), but we really struggled with India.

We found that almost all leads would qualify at face value, but the second we got to the point of actually getting a pen to paper, they'd dry up.

Price point was a much bigger deal over there than it was in ANZ, and it took us a bit to learn that (honestly, I don't think the organisation beyond the Sydney office ever truly understood that).

I don't know your situation, but be careful with India - you won't cop flack for the leads qualifying, but if they all fall on their face on the end, people will start asking why.

Unfortunately, for us: the reason was just that what we sold was too expensive for the region (USD 20k+ starting point).

I dunno though - solely ENT prospects with partnership air support may be a different situation. My advice would be to keep a few plates spinning in ANZ if you can though, just in case.

Happy selling, mate!

Diablo

Politicker

0

Sr. AE

Absolutely, go where you see the traction is coming from.. time is valuable..

Also, in India, most of the IT guys I know don't work before 10 am if you are also targeting them via phone

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