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In episode #114 of the Transform Sales Podcast, Sahil Mehra, Managing Partner at Darwinian Ventures discusses his journey from a small business owner to an enterprise account executive, and eventually co-founding a company that helps early-stage B2B SaaS businesses scale their sales processes. With a focus on seed and series A companies, Darwinian Ventures offers “sales as a service,” which includes outbound lead generation and sales stack development. Sahil highlights a success story where they grew a legal tech company’s recurring revenue significantly. He also shares insights on their tech stack preferences, pricing models, lead generation strategies, and the importance of a tailored CRM for reporting. Sahil emphasizes the need for companies to have the financial runway and openness to experimentation for successful sales growth.

In case you missed it…. these are the highlights

Would you briefly introduce yourself, Darwinian Ventures, and how you broke into the Sales Outsourcing Industry?

After graduating college, I started a small business where I enjoyed the customer-facing aspects, like pitching. My first 9-to-5 job was at an early-stage SaaS company, where I began as a BDR and worked up to an Enterprise Account Executive. I’ve been drawn to early-stage sales, helping to build sales processes from scratch. My business partner and I started Darwinian Ventures to assist early-stage founders in growing their sales.

At Darwinian Ventures, we primarily focus on early-stage B2B SaaS companies, especially at the seed and series A stages, where processes aren’t yet repeatable.

“We avoid heavily regulated industries and selling to city/state governments. Our clients often sell to a range of businesses from SMB to mid-market to enterprise.”

Who are Darwinian Ventures’ Best-Fit Customers?

Darwinian Ventures specializes in partnering with early-stage B2B SaaS companies, primarily those in the critical phases of seed and series A funding. These companies are often at a pivotal stage in their development, where they are actively working to establish and refine their sales processes and strategies. Our services are particularly beneficial to these businesses as they navigate the complexities of building a scalable and repeatable sales model.

Our client base predominantly consists of these early-stage companies, accounting for approximately 80 to 90% of our business. We excel in assisting these organizations because they are in a phase of significant growth and transformation. They often face unique challenges such as identifying the right market fit, developing effective sales strategies, and scaling their operations efficiently. Our expertise lies in providing the strategic support and guidance needed to overcome these challenges and achieve sustainable growth.

Let’s talk about a Darwinian Ventures Success Story

One notable success story from Darwinian Ventures involves a legal tech company. When this company approached us, they were at an early stage in their development, with only two deals closed and an Annual Recurring Revenue (ARR) of $40,000. These initial deals had come through their investors, and the company was in need of a more systematic approach to sales and market expansion.

We provided our standard service offering, which included staffing a part-time head of sales and a full-time dedicated sales representative. We also built their sales stack from scratch, tailoring it to their specific needs. Our approach combined outbound lead generation with strategic attendance and outreach at industry conferences, a method that proved effective for this client.

Over the course of 10 months, we worked closely with this legal tech company, applying our expertise in sales strategy and execution. The results were significant: we helped them grow their ARR from $40,000 to $2 million. This growth was not just in terms of revenue; it also represented a substantial increase in the number of deals closed and the company’s overall market presence.

This success story is a testament to Darwinian Ventures’ ability to understand the unique challenges of early-stage companies and to implement effective, customized sales strategies that drive substantial growth.

What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with Darwinian Ventures?

To increase the probability of achieving desired results with Darwinian Ventures, buyers should consider the following top three tips:

1. Ensure Adequate Financial Runway: It’s crucial to have the financial resources to invest in a go-to-market strategy. Sales and market development are iterative processes that require time and investment. Make sure you can commit financially to a sustained effort, not just a short-term push.
   
2. Be Prepared to Invest Time: While Darwinian Ventures handles the heavy lifting in sales strategy and execution, your involvement as a founder or business leader is key. Be ready to dedicate time to collaborate, provide insights about your product and market, and engage in strategic discussions. This collaboration ensures that the sales strategies are aligned with your business goals and market realities.
   
3. Maintain an Open Mind and Be Ready to Experiment: The path to successful sales strategies often involves trial and error. Be open to experimenting with different approaches, and be prepared for some initial setbacks as part of the learning and refining process. Your willingness to adapt and learn from these experiments is crucial for long-term success.
   

By following these tips, buyers can significantly enhance their chances of achieving successful outcomes with Darwinian Ventures‘ sales outsourcing and strategy services.