Cohort 01 · Program Guide
The full detail behind the eight-week live deal simulation: schedule, curriculum, the work you'll produce, fees and how to join.
The Program
This is not a beginner sales course. It is built for SDRs who already understand prospecting, can create qualified conversations, and are increasingly trusted beyond the traditional SDR role.
The hardest jump in a sales career is not booking more meetings. It is developing the judgement to diagnose, progress and close the opportunity after the meeting is booked. Almost nobody teaches that step well. This program does.
You don't study disconnected topics. You run one continuing customer scenario across all eight weeks. Every week new information enters the deal: a stakeholder appears, a champion hesitates, procurement pushes back, the forecast changes. You decide what to ask, who to involve, whether to advance, and how to keep control. Roughly 30% teaching, 70% live practice, roleplay and feedback.
What you'll be able to do
How it works
Eight weeks. Two live sessions each week, on Tuesday and Friday at 1 PM IST, of about 60 to 90 minutes each. One session teaches and builds; the other is spent practising, in roleplay and coaching.
Both sessions run at 1 PM IST. The full calendar is shared with selected applicants before the cohort begins.
The eight-week curriculum
| Week | Tuesday · Learn & Build | Friday · Practise |
|---|---|---|
Week 01 Operating as a Deal Owner | The shift from creating opportunities to owning them. Account planning, meeting preparation, first-meeting openings, agenda setting and upfront contracts. | Run the opening of the first customer meeting. |
Week 02 Discovery | Current state, pain, business impact, desired outcome, urgency and the cost of doing nothing. | Run a complete discovery call and receive live coaching. |
Week 03 Qualification | Decision process, budget, champion, competition, compelling event and honest opportunity assessment. | Deal review: advance, nurture or disqualify the opportunity. |
Week 04 Tailored Demo | Build the demo around what discovery uncovered, instead of showing every product feature. | Deliver a 15-minute, customer-specific demo. |
Week 05 Stakeholders | Champion building, economic buyer access, stakeholder mapping and multi-threading. | Ask for executive access and handle stakeholder resistance. |
Week 06 Objections & Negotiation | Value positioning, pricing, discounting, competitor objections, procurement and give-get negotiation. | Price, competitor and procurement negotiation roleplays. |
Week 07 Deal Management | Mutual Action Plans, next steps, pipeline hygiene, deal risks and forecasting. | Inspect a stalled deal and defend the forecast. |
Week 08 Closing Simulation | Bring together the account plan, business case, stakeholder strategy and commercial close plan. | Run the complete opportunity, from discovery to commercial close. |
What you'll build
Every deliverable is produced during the continuing deal simulation. It is the same body of work a practising Account Executive ships, reviewed line by line.
How you're assessed
Faculty
A working enterprise sales operator, not a trainer who left the field years ago. He has sold enterprise software in the United States out of New York, built and led sales teams at Emergent, and now works across enterprise GTM in APAC. He has coached professionals who later joined or progressed at ElevenLabs, Hunar.ai, Newgen and other organisations. For Cohort 01 he owns the room end to end: teaching, live practice, feedback and the final readiness call.
We do not teach frameworks alone. We coach judgement.
He coached me beyond the SDR role, teaching me how to qualify opportunities and think like a full-cycle AE. It helped me secure my role at Newgen.
He coached me on customer discovery, executive conversations and a consultative mindset, and gave me the confidence to take on larger opportunities in enterprise SaaS.
Through his coaching I learned to manage strategic customer conversations and handle larger enterprise relationships. I now lead Customer Success at HunarAI.
Admissions & fees
You have at least two years of B2B SaaS SDR or BDR experience, you are consistently among the stronger performers on your team, you already run discovery or parts of customer conversations, and you are ready to own the full cycle. The ideal range is two to four years.
What's included
Many participants expense the program through their employer's learning or education budget. We provide a proper invoice, the course details your L&D process needs, and a certificate of completion at the end. Payment can be made by bank transfer, UPI or card. A GST invoice is not available. Need-based scholarship consideration may be available on request.
The Founding Cohort · Cohort 01
Applications reviewed individually.