A comprehensive 6-week live cohort-based course to help you break into SaaS sales. You’ll get the skills, the network, and the support to add rocket fuel to your SaaS sales career. The program will have workshop-style interactive sessions, 1:1 mentorship, stellar guests from India and Silicon Valley, and group projects in a community-led learning environment.
By Anup Ostwal
Anup Ostwal
Anup has spent almost a decade in B2B sales. He was on the early sales teams of CleverTap and Branch, growing revenue from $1-10Mn in the APAC and EMEA regions and now selling into enterprise companies at Sendbird. Sales for Anup is always black and white, "You reap what you sow. If you do the right things long enough and with a little bit of luck, you will excel." And he knows only a few roles, such as SaaS sales, where there is no limit to impact on the organization and $$ one can make. Anup also mentors a few SaaS companies on their GTM and occasionally invests in them. He is very passi…
Navneet Sharma
Navneet is a co-founder of Airtribe, a pioneering EdTech startup funded by Better Capital and numerous Super Angels. Previously, he was a Product Director at Unacademy. He will be working closely with Anup to curate an immersive cohort-based learning experience to accelerate your SaaS sales career.
SaaS sales org structure and their roles
Key SaaS sales metrics(MRR, ARR, ACV, TCV, CAC, Churn rate and NPS)
Sales ops and revenue(accounts, opportunities, quota, commissions and clawbacks)
Tools and platforms (CRM, Email, LinkedIn)
Creating winning mindset
Time management, task prioritizations and revenue forecasting
Being busy vs Being productive?
Revenue forecasting(only paranoid survive)
Focusing on high revenue-generating activities
Daily habits to help you succeed
The dark side of sales
Mapping your accounts and your TAM
Prioritising account based on criteria
Making a lead list and collecting their info
Personalised multi-touch outreach
Follow-ups and when to stop
When to qualify and reject a deal
How to run a successful POC
Value-based selling
Aligning all the stakeholders(internal and external)
Anticipating blockers in the deal
How to handle sales objections?
Winning against tough competition
What to do when the prospect goes silent?
Negotiation and win-win situations
When to walk away from a deal?
Understand the paperwork(NDA, MSA, OF, BAA and HIPPA etc.)
Read basic Financial Terms (e.g. pricing model, discounting, payment terms) & commercial deal terms(e.g. termination for convenience, service level agreements)
Aligning internal finance, sales, legal and security teams
Structure creative deals
Present annual sales plan to the community and judges from the industry.
Learn from others in the community and tweak your sales plan.
Feel confident of crushing your sales goals :)
Anup is one of the most effective and focused professionals I've had the pleasure of knowing. Professionally, he's amazing at what he does. I was particularly impressed by Anup's ability of "owning the sales process", he would regularly, prospect, de…
Anup is an easy-going yet focused individual. He tries his best to negotiate mutually beneficial deals and close them as quickly as possible. I could rely on him if he promised to get something done by a deadline.
It's rare to come across someone with a Rolodex as good as Anup's. I worked with Anup @CleverTap to drive platform sales and business. I have always admired how he breaks the ice, makes people ease into having a conversation with him and how he manag…
Anup was a truly elite sales expert on my team. He has a rare talent for winning the first big brands for companies without the benefit of brand recognition. He closed the highest volume of deals in a quarter by such a massive factor, I thought it co…
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