You (the founder) are doing all the demos and closing all the deals. You're a bottleneck, and you can't focus on building the company.
Every sale is a custom, heroic effort. You have no formal playbook, no clear sales stages, and no idea how to hire or train a new rep.
You've tried other programs. They offer "mentorship" and "pitch deck practice" but give you zero tactical, hands-on help to actually *get customers*.
The Startup B2B Sales Consulting is an intensive, special program for a small cohort of B2B founders. We don’t talk theory. We build your entire GTM playbook, script your calls, and help you acquire customers.
Led entirely by practitioners, Jayant Kelkar brings 20 years of B2B sales expertise and serves as a key member of the TiE Pune and eChai Ventures network.
Build your GTM blueprint.
Launch your sales process.
Build the engine for growth.
Fractional Chief Sales Officers suit organizations needing expert sales leadership without full-time costs, particularly those scaling revenue or optimizing sales operations.
Working with Jayant has been a pleasure and a truly enlightening experience. His guidance as a Startup B2B Sales Consulting has been instrumental in shaping the direction of Libros, demonstrating exceptional dedication and expertise in every discussion. What stands out most is his passion for Libros, which surpasses that of many others involved with our organization.
His in-depth knowledge, combined with his unwavering belief in our vision, has been both motivational and inspiring. His insights on branding and effective execution have been particularly valuable, providing clear direction for our growth strategy. We look forward to fully leveraging his expertise as Chief Sales Officer and Mentor for Libros in the near future.
“As a Founder-led Sales Consultant at 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 customized sales strategy aligned with our unique needs. The comprehensive results we achieved through Jayant’s expertise have been invaluable. We confidently recommend his services for founders seeking personalized, results-driven sales consulting.”
We keep cohorts small to guarantee 1-on-1 access and hands-on support for every founder. Applications are reviewed on a rolling basis.
Apply now to secure your spot and build the sales engine your startup deserves.
Most founders make the mistake of hiring sales reps too early. You should only transition out of day-to-day selling when:
You have a Playbook: You have closed enough deals (usually 10-20) to document exactly how a sale happens (the script, the objections, the timeline).
You are the Bottleneck: You are losing leads because you don’t have time to follow up, not because the product isn’t working.
Revenue Validation: You have reached a preliminary revenue milestone (e.g., ₹1 Cr – ₹3 Cr ARR) where the business can support a base salary + commission without desperation. At Sales Fundas, we help you transition from “Player” to “Coach”—hiring your first reps only when the engine is ready to receive them.
Unlike a “Sales Trainer” (who teaches skills) or a “Recruiter” (who finds people), a Sales Consultant solves the root cause of revenue stagnation.
For Startups: They act as a Go-to-Market architect, defining your Ideal Customer Profile (ICP), pricing strategy, and initial sales deck.
For SMBs: They audit existing processes to find leaks in the funnel. A good consultant doesn’t just give advice; they implement systems (CRM setup, KPIs, Commission Structures) that allow the company to scale without the founder being involved in every deal.
Do not hire a VP of Sales first. Hire a “Pathfinder”—a hungry, mid-level Account Executive who is comfortable with chaos and can close deals without a perfect brochure.
The Process:
Don’t Outsource the First Sale: The founder must close the first 10 deals to prove the product works.
Define the Role: Are they hunting (outbound) or closing inbound leads? A “Farmer” will fail in a “Hunter” role.
Test for Curiosity, Not Rolodex: Don’t hire someone just because they have a “network.” Hire someone who asks deep questions and demonstrates high “Coachability.”
Use a Scorecard: rigorous interviewing is key. Give them a mock assignment (e.g., “Sell me my own product”) to see how they prepare and handle objections live. Most startups fail here because they hire a “Big Company” sales rep who waits for leads. You need a builder.
