Learn B2B sales from Bulgaria's top practitioners in 4 weeks.
Get matched with hiring companies plus ongoing mentorship.
8 Modules
Format
Apr 18 – May 16
Every Saturday
Barter Community Hub, Sofia
Location
Beginner friendly
Combine with your current job
€449€300
First Edition Price
Save €149As AI commoditizes product development, distribution and sales become the key differentiators. This creates unprecedented demand for skilled sales professionals who can navigate complex B2B relationships and drive revenue.
As AI lowers the barrier to building products, distribution becomes the competitive advantage. More companies need skilled sales professionals to stand out.
Great salespeople won't be replaced by AI. Complex B2B sales require relationship building, problem-solving, and strategic thinking that remain uniquely human.
Top sales performers often earn more than their managers and sometimes even company executives, with uncapped commission structures.
8 comprehensive modules × 90 minutes each. Practical, outcome-focused learning designed to make you job-ready.
Build the mindset and understand the fundamentals of modern B2B sales. • Learn the end-to-end sales process from lead to close. • Understand buyer psychology: risk aversion, internal politics, and decision-making. • Develop the right mindset: helping clients solve problems vs. pushing products. • Master professional habits: preparation, follow-up, and rejection tolerance.
Identify your ideal customers and craft messaging that converts. • Define your Ideal Customer Profile (ICP) with firmographics and trigger events. • Map buyer personas: champions, economic buyers, blockers, and influencers. • Build value propositions using the Problem → Impact → Value → Proof framework. • Learn account segmentation and when to disqualify prospects.
Build targeted account lists and develop outreach strategies that work. • Master account tiering: Tier 1, Tier 2, and Tier 3 strategies. • Learn list building: sourcing, verifying, and enriching contact data. • Identify the right contacts: who feels pain, owns budget, and influences decisions. • Implement multithreading strategies to avoid single-point-of-failure risks.
Master cold outreach across email, calls, and LinkedIn. • Learn the principles: relevance beats creativity, specificity beats volume. • Write personalized emails and cold call scripts that get responses. • Structure effective cold calls: opener, value hypothesis, qualification questions, next step. • Design multi-channel sequences with proper timing and follow-up cadence.
Handle and qualify inbound leads to maximize conversion. • Understand inbound vs. outbound: different stages of the customer journey. • Master speed-to-lead: why response time is critical to conversion. • Learn triage rules: routing by ICP fit, intent strength, and urgency. • Execute smooth SDR-to-AE handoffs with proper context and next steps.
Conduct discovery calls that uncover real pain and qualify opportunities. • Control discovery calls with clear agendas, outcomes, and timeboxing. • Ask strategic questions: surface pain → root cause → impact → decision process. • Quantify impact: turn pain into measurable numbers (time, cost, risk, revenue). • Map stakeholders and understand approval processes for complex deals.
Handle objections confidently and close deals effectively. • Recognize objection types: timing, budget, authority, credibility, competition. • Use the handling framework: Acknowledge → Clarify → Isolate → Respond → Confirm. • Learn negotiation fundamentals: trade value for value, use anchors, handle procurement. • Secure next steps with mutual action plans and calendar control.
Track your performance and plan your sales career trajectory. • Understand input vs. output metrics: activities, meetings, pipeline, win rates. • Learn time management for sellers: time blocking, batching, prime calling hours. • Build your personal operating system: weekly reviews and pipeline hygiene. • Map your career path from SDR to AE and beyond with actionable skills development.
We've built everything you need to excel in tech sales: intensive training from practitioners, battle-tested templates, a supportive community, continued mentorship, and introductions to companies actively hiring.
Master the complete B2B sales process through hands-on exercises, real-world examples, and live practice with expert practitioners.
Get direct introductions to companies actively hiring for SDR and AE roles.
Receive monthly personalized coaching sessions with experienced sales leaders who help you navigate real challenges and accelerate your growth.
Join a supportive community of graduates where you can share wins, troubleshoot challenges, and get ongoing support from instructors and peers.
Get battle-tested cold call scripts, email templates, discovery frameworks, and objection handling guides you can use immediately in your role.
Demonstrate your sales training with a professional certificate you can add to your LinkedIn profile and resume to stand out to employers.
Pathwise Academy was founded by five sales professionals who've spent their careers building revenue engines across Europe's fastest-growing tech companies. They built this program around what they know firsthand, and they show up to teach every session themselves.
Co-founder, Pathwise Academy
Founder @ Pathwise Group
Ex-Payhawk
Fractional sales and business development lead. Helps B2B companies build and fix their revenue engines — from sales process design and pipeline operations to GTM execution. Over 13+ years he's worn most hats across the revenue side, from sales rep to business dev lead and company founder. Also runs the Tech Sales Meetup in Sofia, building the community that the region's sales ecosystem needs.
Connect on LinkedInCo-founder, Pathwise Academy
Account Executive, CEE Region @ LinkedIn Talent Solutions
Former Account Executive at Payhawk, Former Chief Commercial Officer at Humans in the Loop
B2B SaaS sales professional specializing in enterprise software solutions across Central and Eastern Europe. Former Account Executive at Payhawk executing GTM strategy for 22 countries in CEE, and former Chief Commercial Officer at Humans in the Loop where he achieved 5x revenue growth and 54% increase in existing client revenue. Brings multicultural perspective from working across 7+ countries with expertise in consultative selling and C-level relationship building.
Connect on LinkedInCo-founder, Pathwise Academy
Enterprise Account Executive @ AMPECO
Former Founder/CEO at Streebl
Enterprise sales professional in the e-mobility and sustainable transportation sector with 3+ years at AMPECO, a leading EV charging and shared mobility software platform. Former Founder/CEO of Streebl, an innovative bicycle security solution startup where he built the business from ground up for 4+ years. Specializes in consultative B2B sales for emerging technology markets and complex software solutions.
Connect on LinkedInCo-founder, Pathwise Academy
Founding Sales Lead, EMEA @ WiseBee
Former Senior Sales Executive & Manager at Payhawk, Former Senior Account Director at FocusVision
13+ years in B2B SaaS sales across regulated industries (fintech, pharma). Founding member and top revenue contributor at Payhawk, helping scale the team to 80+ people as the company achieved unicorn status. Developed Payhawk's first Account Management function, delivering the largest expansions in company history.
Connect on LinkedInCo-founder, Pathwise Academy
Growth Expert & B2B Sales Consultant @ TrialHub
Former Senior Enterprise Sales Executive at RealPage/Rexera, Former Sales Executive at Payhawk
B2B sales operator and consultant specializing in outbound, inbound, and full-cycle sales. Achieved 120% revenue target and generated $2.8M pipeline as Enterprise Sales Executive at Rexera (acquired by RealPage). Known for blending modern tooling and automation with high-trust outreach, teaching sales as a craft focused on clear thinking, disciplined execution, and deep respect for buyer reality.
Connect on LinkedInThe Journey
From application to your first day on the job—here's your path to a tech sales career.
Complete a short application and join a brief call to ensure this program is right for you.
Attend live sessions twice weekly, complete hands-on exercises, and practice with real scenarios.
Get introduced to hiring partners actively looking for trained sales talent.
Grow in your role with ongoing mentorship and community support.
Partner with Pathwise Academy to access a pipeline of job-ready sales professionals. Our graduates are trained by industry leaders and ready to make an immediate impact on your team.
All graduates pass rigorous assessments and real-world simulations.
Reduce ramp-up time with candidates trained in modern sales methodologies.
Hire sales professionals equipped with proven frameworks and techniques.
We continue mentoring graduates for 3 months after placement.
Join the next cohort and transform your career in just 4 weeks. Applications are reviewed on a rolling basis.
No payment required to apply.