Bizcast: Bits about books – In Conversation with Martin Giese, Author, Fast Forward: Accelerating B2B Sales For Startups
Martin Giese is an active business angel with 13 investments such as in Kinexon, ORBEM, Engflow, Wappier, Cliniserve, and Spyra. He is co-author of two books and blogs on Startup Financing and B2B Sales for Startups. He mentors founders in leading global programs such as XPRENEURS, ALchemist, ESA BIC, WECONOMY, and EIT Health and teaches courses in negotiation, leadership, sales, and business model incubation in leading universities such as the Executive MBA of TU Munich. Martin builds on his many years of professional experience as a leader in the telecommunications industry. He was involved for 15 years in the successful PE cycle around Kabel Deutschland, helping to revitalize the nationwide cable infrastructure, leading to a successful IPO (2010) and subsequent acquisition by Vodafone (2013). His years of experience led him to co-author “Fast Forward: Accelerating B2B Sales For Startups”.
- The book Fast Forward will help startups find, win, and keep customers. It is a detailed guide on B2B sales that tells you how to grow your revenue from zero to 1 million, 10 million and 100 million. The authors share more than 40 years of successful operating experience as startup founder, senior executive, board member, mentor, and investor in startups. Fast Forward outlines their insider’s perspective on market segmentation, pricing, contract negotiation, sales process, customer conversations, pipeline management, reporting, sales organization, and customer success.
- The book demystifies the sales journey, breaking it down into clear phases, and is packed with hands-on, pragmatic advice. It highlights essentials such as: how to avoid the Top 10 mistakes in sales; how to define ideal customer profiles; how to manage your sales pipeline; how to calculate cost of sales and channel profitability; how to organize the sales team and remuneration; and how to achieve customer success, upsell and retention.
- The book also features exclusive advice from more than 30 top-tier B2B startup founders and CEOs, such as Moritz Zimmermann (Hybris, now SAP) – Neil Ryland (Peakon, now Workday) – Peter Carlsson (Northvolt) – Bastian Nominacher (Celonis) – Erez Galonska (Infarm) – Veronika Riederle (Demodesk) – Jonas Rieke (Personio) – Matt Robinson (GoCardless) – Nicolas Dessaigne (Algolia) – Jörg G. Beyer (LeanIX) – Firmin Zocchetto (Payfit) – Avinoam Nowogrodski (Clarizen)
Run time – 51.03 mins.