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Friday, 3 July 2026
Selling in India is different. Buyers expect relationships before price discussions, government procurement runs through GeM, and regional differences mean one strategy doesn't fit all. This course gives you the exact frameworks, scripts, and tools — built for Indian sales culture.
Whether you are a first-time founder selling alone or an enterprise sales leader building a team — this course meets you where you are.
Doing sales alone with no framework. Cold emails get ignored, discovery calls go nowhere, and pricing is a guessing game. No CRM, no pipeline, no process.
Structured SPIN/Challenger/MEDDIC methodology adapted for Indian buyers. CRM set up with proper pipeline stages. Pricing with 15-30% negotiation buffer. Discovery scripts that build trust first.
Using Western SaaS sales playbooks that don't work in India. Long sales cycles with no visibility. Losing deals to "we'll get back to you" and multi-stakeholder committees.
India-adapted SaaS sales process with MEDDIC qualification. Multi-stakeholder mapping for 3-7 decision makers. POC frameworks that close. Win/loss analysis with Indian deal patterns.
Relying only on paid ads with rising CAC. No WhatsApp strategy despite 500M+ Indian users. Missing government marketplace opportunities. No channel partner network.
WhatsApp Business API campaigns at Rs.0.50-1.50/msg. GeM registration for government sales. Channel partner agreements with proper GST/TDS. IndiaMART listing optimized.
Managing a sales team without India-specific compensation data. Hiring at wrong CTCs causing attrition. No territory mapping. Forecasting misaligned to April-March fiscal year.
Team structured with market CTCs (SDR Rs.4-8L, AE Rs.8-15L). 60:40 fixed-variable split. Territory mapping by state/zone. Forecasting aligned to Indian fiscal year. RevOps processes in place.
Generic Western sales methodologies break in Indian markets. Here's why.
12 modules. 72 days. Each module builds real sales infrastructure you'll use from day one.
Each lesson covers India-specific sales strategies with real data, pricing benchmarks, and government portal references
Sales scripts, proposal templates, objection playbooks, JD templates, compensation calculators, and GTM plans
GTM Strategy Builder, Pipeline Manager, Pricing Calculator, Buyer Profiler, Sales Playbook Generator, and more
Regional selling strategies, GeM government sales, WhatsApp Business API, IndiaMART optimization, and MSME advantages
GeM registration, catalog uploading, bid participation, RFP response templates, and CPPP tender navigation
Pipeline dashboards, forecasting models, win/loss analysis, sales velocity metrics, and MIS reporting templates
Not static PDFs. These are interactive tools that calculate, analyze, and generate outputs you can use immediately.
Build your complete go-to-market strategy with ICP definition, channel mix, positioning, and launch timeline
Track deals through India-specific pipeline stages from first meeting to contract signed
Model value-based and cost-plus pricing with GST, negotiation buffer, and margin analysis
Profile your ideal buyer by region, industry, company size, and decision-making style
Generate customized sales playbooks with talk tracks, objection handling, and email sequences
Track NPS, churn risk, health scores, and renewal pipeline with Indian benchmarks
Pipeline analytics, sales velocity, win rates, and forecasting aligned to April-March fiscal year
Plan and track outbound campaigns across email, WhatsApp, LinkedIn, and IndiaMART
Calculate ROI of influencer partnerships for B2B thought leadership and brand building
Plan WhatsApp Business API campaigns with cost modeling at Rs.0.50-Rs.1.50 per message
Every lesson includes India-specific data, real pricing, government portal references, and actionable frameworks.
IndiaMART has 15 Cr+ buyers and 75L+ suppliers. Paid membership (TrustSEAL/Maximiser): Rs.4K-Rs.40K/month, includes lead filtering, verified badge, priority listing. GeM (Government e-Marketplace): mandatory for central government procurement per GFR 2017 Rule 149. Registration is free. Rs.3.5L Cr+ transactions processed. Categories: products, services, works. Key: government departments must procure from GeM unless proprietary item or emergency. MSME sellers get 25% purchase preference per PPO 2012. Product catalog listing + GeM Seller Hub optimization can generate significant B2G revenue.
Indian buyers negotiate differently from Western buyers. Key patterns: (1) Relationship-first — build trust before talking price (expect 2-3 meetings before business discussion), (2) Multi-stakeholder — decisions involve 3-7 people (founder, CFO, technical head, user), (3) Price anchoring — always expect 15-30% negotiation, price accordingly, (4) Reference-driven — "Who else is using this?" is the #1 question, (5) Payment terms — 30-60 day payment is standard, negotiate upfront for startups, (6) "Jugaad" mindset — buyers want customization, bundle value not discounts.
Government of India procurement is Rs.3.5L Cr+ annually. GFR (General Financial Rules) 2017 Rule 149 mandates procurement through GeM. For products: upload catalog, get orders directly or through bid/RA (Reverse Auction). For services: create service catalog, participate in bids. Key advantage for MSMEs: 25% of procurement reserved for MSMEs (PPO 2012), within which 4% for SC/ST, 3% for women-owned enterprises. Payment: through PFMS (Public Financial Management System), typically 15-30 days post-delivery. Also register on CPPP (Central Public Procurement Portal) for tenders.
Not generic Western sales advice. Every framework is adapted for how business actually works in India.
India is not one market. Each region has distinct buyer psychology, decision timelines, and selling styles.
Relationship-driven. Personal connections matter. Expect chai meetings and longer relationship-building phase. Hindi-first communication.
Value-conscious and process-oriented. Data-driven decisions. Strong emphasis on ROI proof and technical depth. English-comfortable.
Brand-oriented and business-savvy. Quick decision-making in Gujarat/Maharashtra. Strong trading community networks. Brand reputation matters.
Emerging market with cost-sensitivity. Growing startup ecosystem in Kolkata/Bhubaneswar. Price-value alignment is critical. Relationship + value balance.
Real data points and benchmarks calibrated for Indian markets — not imported from Silicon Valley.
We don't just teach SPIN, Challenger, and MEDDIC — we show you how each one works (and breaks) in Indian sales culture.
Situation, Problem, Implication, Need-payoff. Modified for Indian markets where direct problem questions can feel confrontational.
Teach-Tailor-Take Control. Works best for Indian enterprise sales where buyers expect domain expertise and industry insights.
Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion. Essential for government and PSU deals.
Rs.3.5L Cr+ in annual government procurement. Module 7 teaches you exactly how to access it.
Public Procurement Order (PPO) 2012 mandates that central government ministries procure at least 25% from MSMEs.
Within the 25% MSME reservation, 4% is reserved for SC/ST-owned enterprises.
3% of MSME procurement is reserved for women-owned enterprises per PPO 2018 amendment.
MSMEs registered on GeM are exempted from Earnest Money Deposit (EMD) for bids, reducing upfront capital requirements.
Verifiable market rates for the professional services this course covers.
| Service | Market Rate |
|---|---|
| Sales consultant/trainer | Rs.50,000 - Rs.2,00,000/day |
| CRM implementation & customization | Rs.1,00,000 - Rs.5,00,000 |
| GeM registration consultant | Rs.5,000 - Rs.15,000 |
| Sales hiring (recruitment fee) | 1-2 months CTC per hire |
| GTM strategy consulting | Rs.2,00,000 - Rs.10,00,000 |
| Channel partner setup (legal + ops) | Rs.1,00,000 - Rs.5,00,000 |
Module 8 breaks down India's unique tier-based distribution system and franchise models.
Regional inventory hub. Buys in bulk from company. Covers a state or major metro zone.
District/city-level partner. Manages retailer relationships. Takes inventory risk and extends credit.
End-point of sale. Kirana stores, modern trade, or specialty retail. Last-mile customer access.
Franchisee invests capital, company runs operations. Best for quality control. Example: most hotel chains in India.
Franchisee invests and runs the business. Fastest way to scale. Company provides brand, training, systems.
Full control but capital-intensive. Best for flagship locations and proving the model before franchising.
Not generic templates. Each one is designed for Indian B2B sales with GST compliance, regional customization, and local business culture.
Module 9 gives you the exact hiring sequence, CTC benchmarks, and compensation structures for building a sales team in India.
CTC: Rs.4-8L/year. Focus on outbound prospecting, lead qualification, and meeting booking. Hire when you have product-market fit and need more pipeline than you can generate alone.
CTC: Rs.8-15L/year. Runs discovery calls, demos, proposals, and closes deals. Hire when your SDR is generating more qualified meetings than you can handle.
CTC: Rs.15-30L/year. Manages the team, sets quotas, runs pipeline reviews, and owns forecasting. Hire when you have 3+ reps and need someone to coach, manage, and scale the team.
60:40 fixed-to-variable split is the Indian market standard. Fixed component covers Basic + HRA + Special Allowance. Variable component is tied to quota achievement — 100% at-plan, accelerators above 100%. ESOPs can substitute 10-20% of variable for early-stage startups to conserve cash.
Module 4 includes a complete WhatsApp Business API sales strategy. In India, WhatsApp isn't just messaging — it's where deals happen.
Set up WhatsApp Business API through BSPs (Business Solution Providers) like Gupshup, Twilio, or Interakt.
Run targeted outbound campaigns with catalog sharing, quick replies, and automated follow-ups.
Track delivery rates, read rates, response rates, and conversion per campaign. Optimize cost per lead.
Sales and GTM in India operate within specific regulatory frameworks. Every section number, every threshold, every penalty — referenced from the actual Acts.
70 interactive tools built into the course. Your inputs are saved — come back and refine your work anytime.
Build your complete go-to-market strategy — ICP definition, channel mix, positioning, pricing, and 90-day launch timeline for Indian markets
Track deals through India-specific pipeline stages from first meeting to contract signed, with multi-stakeholder tracking
Model value-based and cost-plus pricing with GST, negotiation buffer (15-30%), margin analysis, and competitor benchmarking
Profile your ideal buyer by region, industry, company size, decision-making style, and cultural selling preferences
Generate customized sales playbooks with talk tracks, objection handling scripts, and email/WhatsApp sequences
Track NPS, churn risk, health scores, and renewal pipeline with Indian B2B benchmarks
Pipeline analytics, sales velocity, win rates, and forecasting aligned to India's April-March fiscal year
Week 1 covers Indian market strategy. Then weekly summaries for the remaining 11 weeks.
Size your market using Census 2011, NSSO surveys, and RBI data — TAM/SAM/SOM framework.
Segment by Tier 1/2/3 cities with purchasing power and buyer behavior analysis.
Regional buyer behavior — North (relationship), South (value), West (brand), East (price-value).
Build your Ideal Customer Profile with Indian firmographic data and decision-making patterns.
Map your competitive landscape with Indian market positioning and differentiation strategies.
Identify addressable segments using industry-specific government reports and data sources.
Sales Methodology for India
Infrastructure + Digital Channels
Discovery, Qualification & Negotiation
Government Sales + Channel Partners
Team Building + Operations + GTM Launch
Honest comparison with other paths to sales and GTM mastery.
| Option | Duration | Cost |
|---|---|---|
| Sales Consultant | 1-5 days | ₹50,000 - ₹2,00,000/day |
| CRM Vendor Training | 1-2 weeks | ₹50,000 - ₹2,00,000 |
| MBA Sales Elective | 1 semester | ₹5,00,000 - ₹20,00,000 |
| Self-Study | Ongoing | Free |
| This Course | Course duration | Course price |
Sales doesn't exist in a vacuum. These courses complement your sales and GTM strategy.
CFO-level financial infrastructure. Revenue forecasting, unit economics, and pricing models that tie into sales.
Every lesson maps to how Indian buyers actually decide. Here is the leverage you walk away with.
Why it matters: Pushing a Western playbook makes deals stall on the first call. Sequencing your motion to how they actually buy — trust before price, mapping every decision-maker — turns long, uncertain cycles into closes.
Why it matters: Most founders apply to a tender and hope. Knowing how government buyers evaluate, where MSMEs get a built-in 25% edge, and how Reverse Auctions work lets you strategise your approach and turn the ₹3.5L crore government market into a paying customer.
Why it matters: Buyers expect a 15-30% negotiation. Pricing with that buffer in mind protects your margin instead of forcing you to discount your way to breakeven after the fact.
Why it matters: Copying the wrong salary benchmarks causes the attrition that quietly kills momentum. Knowing real SDR/AE/manager CTCs and the 60:40 split lets you build a team that stays and sells.
Why it matters: The wrong go-to-market burns cash fast. Understanding when direct, channel, or franchise (FOCO/FOFO/COCO) fits lets you pick the motion that scales without torching your runway.
Founders hire trainers, CRM consultants, and GTM strategists separately. Here it is as one structured, India-specific sales system.
What founders pay for this, piece by piece
One-time payment. No subscription. Self-paced; best for B2B and enterprise sales.
With a repeatable sales engine, the next levers are capital, government demand, and a compliant base to scale on.
Methodology, pipeline, pricing, GeM, and a 90-day GTM plan all in place.
Recommended next, once your foundation is set
Raise the capital to hire reps and expand into new territories.
From ₹9,999Win the government as a customer and unlock ₹5L–5Cr in grants and schemes.
From ₹9,999Capture ₹10–50L of state incentives as you expand state by state.
From ₹9,999Keep incorporation and compliance airtight as the team scales.
From ₹6,99972 lessons. 12 modules. 70 interactive tools. Everything you need to build a sales engine that works for Indian markets.
1 year access · 72 lessons · 70 interactive tools