The 4h sales workshop is based on Martin’s recent book “Fast Forward: Accelerating B2B sales for startups” with a focus on the Top 10 mistakes in B2B sales and deep dives in:
– Contract & Terms and Conditions
– Sales Process
– Sales Conversations & Negotiations
– Pipeline Management
– Operational Reporting & Strategic Analysis
– Sales KPIs/organization
About the Speaker: Martin Giese was Managing Director of XPRENEURS and is the author of the books “Startup-Finanzierung” (2020) and “Fast Forward: Accelerating B2B Sales in Startups” (2021). Based on his MPA (Harvard) and MSc (MIT Sloan), Martin has 20 years of experience of teaching negotiation and sakes workshops at Harvard Law School (1998/99), CDTM (every semester since 2000), the MIT Delta V Accelerator (2016), the Frankfurt School of Management (since 2017) and TU Munich (since 2019) as well as to law firms, banks and corporate clients. Martin has extensive business experience as management consultant in the startup, VC and PE area (4 years) and corporate manager (13 years, up to Managing Director of 1.700 employees at Vodafone) and more than 10 years of experience as business angel. He finished in Top 5 of 2017,2018 and 2019 “Goldene Nase”-award for the Business Angel of the Year by BAND e.V. based on nominations by his investments.