Jayant Kelkar has spent thirty years in the field of B2B sales – not observing it from the outside, but building pipelines, closing enterprise deals, coaching sales teams, and leading revenue functions across some of India’s most competitive industries.
He is not a trainer who learned sales from a curriculum. He is a practitioner who built a curriculum from decades of experience – across BFSI, manufacturing, IT services, pharma, real estate, B2B SaaS, and professional services.
In 2019, after nearly three decades in corporate and enterprise sales, Jayant founded Sales Fundas to give founders, SMEs, and growth-stage companies access to the kind of senior sales leadership that was previously available only to large organisations with the budget to match.
Core Expertise:
Jayant’s career began at Eureka Forbes – India’s most demanding direct sales school – where quota was daily, rejection was constant, and the only way to survive was to master the fundamentals of trust, structure, and close. From there, nearly two decades inside India’s most competitive B2B organisations followed: RPG Cellular, BPL Mobile, Sify Technologies, and Bharti Airtel.
At Airtel as Head of SME Business (M&G Circle), he delivered the highest revenue growth in the country, the highest net subscriber additions nationally, and closed the single largest postpaid subscription order in Airtel’s pan-India history – 7,000 subscriptions from MSEDCL in a single deal.
At Max New York Life Insurance, his team set a national record: eleven members qualifying for the CEO’s Council and MDRT in the same year – entered into the company’s Book of Records – with a team persistency rate of 84% and the highest number of promotions in the organisation.
At Sistema Shyam Teleservices as Deputy Director of Sales, he drove 68% growth in Key Account Manager productivity and 58% growth in DST productivity – proof that the right coaching structure transforms team performance faster than headcount ever will.
These are not biographical footnotes. They are the direct source of every methodology Sales Fundas deploys today.
The pipeline architecture installed for Fractional CSO clients comes from building and managing pipelines at Airtel’s scale – with national benchmarking, forecast accountability, and a leadership team that expected precision, not optimism.
The consultative selling methodology in every training programme was forged at Sify Technologies – where Jayant had to educate enterprise buyers about a product category that barely existed, earning the right to propose before the market had a shared language for what was being sold.
The team coaching frameworks that produce results in Corporate Sales Excellence Training are the same structured approaches that produced nationally ranked teams at Max New York Life – where coaching was not a soft skill but a measurable, weekly discipline with visible outcomes.
The startup sales playbooks built for funded founders are grounded in the experience of selling new-category, intangible solutions in competitive markets – the exact challenge every early-stage B2B startup faces when moving beyond its first referral customers.
In 2019, Jayant founded Sales Fundas to make this depth directly accessible – without the full-time overhead, without the six-month hiring cycle, and without junior associates between you and the person who actually knows what they are doing.
Since 2019, every Sales Fundas engagement has been delivered directly by Jayant – no junior consultants, no project managers, no substitutes. The outcomes speak for themselves.
Fractional CSO – Growel Softech: Monthly revenue grew from ₹5 lakh to ₹23 lakh in nine months – a near fivefold increase – through process restructuring, team rebuilding, and market expansion into Bengaluru and Mumbai.
Fractional CSO – PartsCity: 45% growth in sales revenue. Profit margins improved from 2.3% to 3%. Delivered through a complete sales and marketing strategy overhaul that built a self-sustaining team – not a dependency on the consultant.
Startup B2B Sales Consulting: GTM strategies, ICP frameworks, sales playbooks, CRM systems, and hiring structures built for: Arrka · BlueKei Solutions · Adagrad AI · ReLambda · Libros Library Services · The Ardour & Co. · Brilliqs · Synthesys Solutions · Proplex Consulting · Institute of Sports Science & Technology.
Corporate Sales Excellence Training: 585+ sales professionals trained across India. Average participant rating: 4.7 / 5. Clients include The ALP Group, and teams across BFSI, manufacturing, IT services, pharma, real estate, and B2B SaaS.
Credentials & Qualifications: B.Sc. – Guru Ghasidas University · Business Strategy (Wharton / edX) · IAB Digital Marketing Certified · Sales: Handling Objections · Competent Communicator (Toastmasters) · TiE Pune Member · eChai Ventures Network.
The decision to found Sales Fundas in 2019 came from a pattern Jayant had observed repeatedly – in the TiE Pune ecosystem, in the eChai Ventures network, and across India’s growing B2B startup landscape.
Founders with genuinely strong products were struggling to scale revenue – not because the market wasn’t there, but because sales was being run on instinct, personal relationships, and founder energy rather than a structured, repeatable system. When the founder stepped back, the pipeline dried up. When a salesperson left, the process left with them. When a quarter ended badly, there was no diagnostic framework to understand why.
At the same time, these companies could not justify – or afford – a full-time Chief Sales Officer at ₹40–70 lakhs per annum, with ESOP expectations and a six-month hiring cycle.
Sales Fundas was founded to fill exactly that gap: senior sales leadership, hands-on execution, and structured process-building – at a cost structure that makes it viable for the companies that need it most.
Sales Fundas operates from within India’s entrepreneurial community – not at a remove from it.
Jayant is an active member of TiE Pune – one of India’s most respected networks of entrepreneurs, investors, and senior business leaders. He works closely with the eChai Ventures network, which connects founders, investors, and operators across India’s tier-1 and tier-2 startup ecosystem.
This network matters to clients. It means Jayant brings not only his own experience to an engagement, but a deep understanding of how India’s B2B market actually works – how buying decisions are made in Indian enterprises, how founders navigate early enterprise sales in an Indian context, and how sales teams in Indian SMEs and startups are best structured and motivated.
Network tags (display as pills beneath the body copy): TiE Pune Member · eChai Ventures Network · Active Mentor · Pune Startup Ecosystem
The “born salesman” is a myth that has cost B2B companies’ enormous amounts of time and money in bad hiring decisions. A well-designed sales system – with a clear ICP, a structured pipeline, a disciplined playbook, and a coaching cadence – will consistently outperform a team of individually talented people with no process behind them.
We build the system first. The talent performs better inside it.
We do not arrive with a predetermined answer. Every engagement begins with a genuine audit of what is actually happening inside your sales function – your pipeline data, your team’s conversations, your ICP, your messaging, your deal history.
The diagnosis shapes the engagement. Clients who have worked with other consultants often remark that this is the first time someone told them what was genuinely wrong, rather than delivering a generic framework dressed up in their company’s colours.
The measure of a Sales Fundas engagement is not the number of documents delivered or workshops conducted. It is whether your pipeline is healthier, your team is performing more consistently, and your revenue is more predictable at the end of the engagement than it was at the start.
Every milestone is defined in advance. Every month has a measurable deliverable. There is no ambiguity about what you are paying for – or whether it is working.
| Consideration | Generic Consulting Firm | Sales Trainer | Sales Fundas |
|---|---|---|---|
| Who delivers the work | Junior associates | Trained facilitator | Jayant Kelkar, directly |
| Nature of engagement | Strategy decks | Workshop and exit | Hands-on, ongoing execution |
| Accountability | Report delivery | Course completion | Monthly milestones · Revenue outcomes |
| Customisation | Reskinned standard framework | Same deck for every client | Built from your business reality |
| Time to start | 2–4 weeks onboarding | Scheduling dependent | 2 weeks from first call |
| Equity / lock-in | None | None | None |
| Indian B2B market knowledge | Varies | Varies | 30 years · Pan-India |
₹5L → ₹23L monthly revenue · 9 months · Growel Softech
“Under Jayant’s guidance, our sales operations underwent a complete transformation. He restructured and optimised our existing sales processes and played a pivotal role in hiring and mentoring a high-performing sales team. His leadership directly contributed to a nearly fivefold increase in our monthly revenue – from ₹5 lakh to ₹23 lakh within just nine months.”
Mr. Rohit More Director, Growel Softech Fractional CSO Engagement · August 2023 – March 2024
Clarity · Structure · Scalable Sales Process · Arrka
“Jayant delivered tailored solutions that brought clarity and structure to our sales processes. His thorough understanding of sales operations enabled us to develop a customised sales strategy aligned with our unique needs. The results we achieved through his expertise have been invaluable.”
Ms. Shivangi Nadkarni Co-founder, Arrka Startup B2B Sales Consulting
4.7 / 5 participant rating · 585+ professionals trained · Pan-India
“This workshop was not just training; it was a journey of capability building. Jayant’s approach encouraged our teams to reflect, realign, and recharge. The frameworks and role-plays sparked meaningful conversations, and participant feedback has been overwhelmingly positive.”
Mr. Dinesh Goel Executive Director (ALP Aeroflex), The ALP Group Two-Day Sales Capability Development Workshop
Book a free 30-minute Sales Audit Call with Jayant Kelkar. We assess your pipeline, your ICP clarity, your process gaps, and your immediate quick wins – then send you a 2–3-page written feedback note within 48 hours. Whether or not we work together, you leave with something immediately useful.
