Getting into "Million Dollar" sales club

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


Join the waitlist to be notified when enrollments open for the next cohort.

Who should join

New SaaS Account Executives
Sales development reps(SDR's) transitioning into sales
Early stage founders who want to quickly learn sales skills

Topics to be covered

Week 1: Introduction to SaaS and million dollar sales club
Week 2: Territory planning and building your own sales pipeline
Week 3: Qualification, successful POC and providing ROI
Week 4: Handling complexities: Objections and negotiations
Week 5: Commercials, finance, legal and security stuff
Week 6: Advanced reporting and Sales plan presentation

Meet your Instructor

Anup Ostwal

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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…

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Course Director

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.

Guests

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Kartik Praabhakar

Director, Commercial Business Unit, India @ Slack
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Saurabh Madan

GM @ MoEngage
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Neha Garg

Enterprise Sales @ Google cloud
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Sandeep TM

Head of Inside Sales - Outplay
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Nishit Shah

Head, Startups & SMB business @ Mixpanel
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Jay Dalvi

GM, META @ CleverTap
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Andrew Gale

Business Development @ Firebolt
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Paul Krüger

Enterprise Sales Lead @ Twilio

Comprehensive Curriculum

1
Week 1: Introduction to SaaS and million dollar sales club
  • 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

2
Week 2: Territory planning and building your own sales pipeline
  • 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

3
Week 3: Qualification, successful POC and providing ROI.
  • 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

4
Week 4: Handling complexities: Objections and negotiations
  • 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?

5
Week 5: Commercials, finance, legal and security stuff
  • 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

6
Week 6: Final Week: Sales plan presentation
  • 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 :)

1
Week 1: Introduction to SaaS and million dollar sales club
2
Week 2: Territory planning and building your own sales pipeline
3
Week 3: Qualification, successful POC and providing ROI.
4
Week 4: Handling complexities: Objections and negotiations
5
Week 5: Commercials, finance, legal and security stuff
6
Week 6: Final Week: Sales plan presentation

Why choose a Cohort based course?

01
Learn and grow with a tribe
Be part of an exclusive and private community filled with people who will support and grow together. Courses are designed to facilitate peer learning and interaction through breakout groups, community activities and group projects.
02
Engaging Live Sessions
These are not like recorded online classes that you do in isolation. The sessions are designed to increase engagement. In this course, they won’t just deliver a lecture, they’ll engage the class, facilitate breakout discussions, and leave plenty of time for Q&A.
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03
Ensuring feedback and accountability
You will get regular feedback throughout the course. And since this course is going to have live classes and community, this should lead to more accountability to drive your likelihood of success with the course.
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Testimonials

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Rishen Kapoor

Co-founder & CEO at Toplyne

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…

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Ankush Sachdeva

Co-founder & CEO at ShareChat and Moj

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.

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Jay Dalvi

GM, META @ CleverTap

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…

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Ramsey Pryor

Ex: VP-International Sales @ Branch

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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Getting into "Million Dollar" sales club

Join the waitlist to be notified when enrollments open for the next cohort.

Join the waitlist to be notified when enrollments open for the next cohort.

Frequently Asked Questions

I have a full-time job. Will I get enough time to take this course?
How are the sessions conducted?
Do I have to attend all of the live sessions in real-time?
Does this course guarantee me a job?
Will I be part of an exclusive learning community?
Can I cancel or apply for a refund after payment?
Any further questions?
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