“I realized my superpower was being able to demo early—showing the product before prospects even knew they needed it.”
— Sachin Wadhawan
52. Mastering Startup Sales: Lessons from a One-Person Sales Team
In this episode of B2B Sales Trends, Harry Kendlbacher reconnects with Sachin Wadhawan, who first appeared on the podcast as a sales engineering leader—and now returns with fresh insights from his role as Chief Revenue Officer at a fast-growing startup. Harry and Sachin dive into the challenges of s...
In this episode of B2B Sales Trends, Harry Kendlbacher reconnects with Sachin Wadhawan, who previously joined the podcast to unpack the vital role of sales engineers. A lot has changed since then. Sachin is now Chief Revenue Officer at a fast-growing startup, taking on the challenge of leading go-to-market efforts in a fiercely competitive space.
They explore what it’s really like to go up against deep-pocketed competitors—and how Sachin’s technical background has become a secret weapon in early-stage sales conversations.
What You’ll Hear in This Episode
A fresh take on why crowded markets can be a good thing
How Sachin is experimenting with unconventional go-to-market strategies
Why AI is helping his team move faster—and where it’s falling short
The mindset shift required when wearing multiple hats as a startup leader
Plus, Sachin shares the inspiration behind his book, Trust Your SE: Sell Bigger, Better, Faster with Your Sales Engineer, and how technical sales can make or break a deal.
This one’s packed with insight for anyone navigating the intersection of sales, tech, and startup growth.