Mihir Koltharkar delivers enterprise sales training for B2B teams that sell large, complex deals — multi-stakeholder buying committees, long sales cycles, formal procurement and contract negotiation. Ranked among the Top 20 Global Sales Trainers worldwide, he has trained enterprise teams at JP Morgan Chase, Boston Consulting Group, TCS and Tata Teleservices, and his programmes have been linked to a $215 million deal closed within 7 days of training.
Why Enterprise Deals Need Different Training
Transactional sales training teaches a salesperson to persuade one buyer. Enterprise deals are different: six to twelve people influence the decision, the cycle runs for months, procurement joins late and re-opens price, and the deal is often lost not to a competitor but to "no decision". Teams need skills for each of those moments.
What the Programme Covers
- Buying-committee mapping — identifying the economic buyer, technical evaluators, champions and blockers, and who is missing from the room
- Consultative discovery — the CIMTA framework (Connect, Investigate, Match, Test, Advance) to uncover business impact, not just requirements
- Value articulation — translating features into outcomes each stakeholder cares about (FAB)
- Deal strategy — mutual action plans that keep momentum through long cycles and prevent "no decision"
- Procurement negotiation — MDO, LDO and BATNA planning, variable inventory and Give-Get trading from the PowerFULL Negotiator programme
Formats
Two- or three-day in-company programmes, modular virtual delivery, or a blended journey with live deal clinics on your actual pipeline. Every programme begins with a training needs identification so role-plays use your real deals, buyers and objections.
Clients include Abbott, TCS, JP Morgan Chase, Boston Consulting Group, Ferrero, Mahindra, Safaricom, Audi, Almarai, Fly Dubai and Shapoorji Pallonji — see all clients by sector and country.
Related reading: Top 5 Enterprise Sales Training Companies in India · Why B2B Sales Training Fails
Plan an Enterprise Sales Programme
Share your deal sizes, cycle length and team profile — Mihir will propose a customised structure.
Enquire Now →Frequently Asked Questions
What is enterprise sales training?
Enterprise sales training prepares B2B teams to win large, complex deals with long cycles, buying committees and formal procurement, covering stakeholder mapping, consultative discovery, value articulation, deal strategy and negotiation.
Who provides enterprise sales training in India?
Mihir Koltharkar, ranked among the Top 20 Global Sales Trainers worldwide, provides customised enterprise sales training in India, the UAE and internationally, for clients including JP Morgan Chase, Boston Consulting Group and TCS.
How long is an enterprise sales training programme?
Typically two to three days in-company, or a modular virtual or blended journey, customised after a training needs identification.
