The Prospecting Masterclass ep. 36
Hey there Croners! Welcome back to The Prospecting Masterclass, the original Crono column that gives you insights and tips from the best minds in sales.
In this episode we have Savir Mahtani, Head of Growth Marketing at Daltix & Independent Growth Advisor with an extensive experience in the digital business.
We’ll dive into his career, spoiler: he’s the kind of guy who mastered lots of skills. And then on some of the hot topics in growth and sales.
Read to the end for some cool suggestions of media that you’ll find interesting.
Let's start with a warm-up: 5 words to describe yourself!
Curious, honest, international, passionate, creative.
You have quite a remarkable expertise in many roles: can you give us an overview of your career?
I’ve always been drawn to the digital business world.
While studying for my bachelor’s, I decided I wanted to be a Chief Digital Officer someday. I reached out to tons of CDOs, and kind of figured out a reverse path from there.
I aimed to gain hands-on experience in different areas—digital analytics, marketing, communications and sales—to build a solid foundation.
At some point, I deviated from the initial plan and focused on B2B tech sales and marketing. It gives me a lot of energy and allows me to evolve in a fast-paced, technological environment.
What makes you passionate about growth, sales, and marketing?
In B2B organisations, sales and marketing already overlap heavily.
What excites me is the feeling of accountability and direct impact on business growth.
If you add a layer of tech-savviness and a growth-driven approach, it allows you to remove the classic frictions between departments to focus on what matters.
I believe there’s a lot to win from crossing the line between sales and marketing, inbound and outbound, SDRs and AEs, etc.
In your experience, what is the single most effective way to engage B2B customers in a crowded market, and how do you scale that engagement effectively?
The most effective way to engage is to work on SEO content creation and brand awareness early on. That makes a difference in the long run.
Many organisations decide not to prioritise this, due to accelerated competition and or investment pressure in the case of early-stage startups.
To scale engagement and conversions, it is key to work with solid CRM and go-to-market systems to automate nurturing and acquisition flows across the funnel.
However, it doesn’t stop there, as this must be followed with continuous A/B testing to identify and exploit key engagement triggers.
AI right now is playing a crucial role: how do you think it can be used across teams to increase sales growth?
It all started with autocompletes and message rephrasing, but today it’s excelling at ICP research, meeting summaries, sales knowledge management, and personalized outreach at scale.
Five years ago, the tradeoff between automation and quality engagement was too high, but today, AI has closed that gap, allowing for effective automation across more parts of the sales process.
What are the main challenges that B2B sales teams will face in 2025? And what is the most exciting in your opinion?
I believe change management is going to be huge this year.
It’s all changing so fast, that even if you come up with a great sales operations framework, you need to be able to pivot and adapt to efficiency breakthroughs.
This could happen every quarter and sales teams need to enter this era with the right mindset.
The classic sales position was far from tech-savvy, and the truth is, that profiles ready to embrace these advancements are bound to make a big impact in B2B.
Bonus question: books, podcasts, movies, etc that can help fast-growing teams in your opinion.
