Do Less, Sell More ft. Roshan Kathir

About this episode

Saurav Gupta interviews Roshan Kathir about effective cold email strategies and the importance of ongoing revenue conversations in local business sales.

In today's episode, I chat with Roshan, co-founder at Kale Acquisition, about building cold email systems for companies selling to local businesses—and why staying deeply involved in the revenue conversation long after the lead is generated is what separates a growth partner from just another cold email agency. We explore how Kale generates 250 positive replies a week for their top clients by sending around 30,000 emails weekly, then maps every reply through sentiment analysis directly into the client's CRM so the sales team has full visibility—qualified leads, booked calls, and pipeline all in one place rather than isolated systems. He also shares their unique sales approach: running anonymized outbound on behalf of prospects during the sales cycle itself, proving the system works before asking for a signature. And for their longest-running client, the engagement went from zero BD function to a team of 10 with a newly hired SDR manager—built from scratch over a year together. Roshan also breaks down the local business niche advantage: you're talking to an owner, not five layers of procurement, so sales cycles are short and decisions happen fast. His prediction: they're now…

People in this episode

Host: Saurav Gupta

Guest: Roshan Kathir

Topics covered

• cold email systems
• local business sales
• revenue conversation
• sentiment analysis
• client acquisition
• sales cycles

Keywords

• cold email
• local businesses
• sales strategy
• CRM
• client retention
• sentiment analysis
• business development

Mentioned in this episode

Organizations: Kale Acquisition

Places: University of Ottawa, Toronto

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