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Fast Forward: Accelerating B2B Sales for Startups Paperback – April 16, 2021

by Martin Giese (Author), Matthias Hilpert (Author)

4.6 60 ratings

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★ ★ ★ ★ ★ "A must read for every entrepreneur"

★ ★ ★ ★ ★ "Highly actionable"

★ ★ ★ ★ ★ "Methodical, practical, and well structured"

Are you a founder searching for customers to grow your B2B startup?

Fast Forward will help you find, win, and keep customers. This detailed guide on B2B sales 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.

Fast Forward also features exclusive advice from more than 30 top-tier B2B startup founders and CEOs, including:

Moritz Zimmermann (Hybris, now SAP) - Neil Ryland (Peakon, now Workday) - Peter Carlsson (Northvolt) - Bastian Nominacher (CelonisCelonis) - 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)

“This book demystifies the sales journey, breaking it down into clear phases, and is packed with hands-on, pragmatic advice. To save time and avoid mistakes, read this book.”
- Bastian Nominacher, Co-Founder & Co-CEO, Celonis

Print length

394 pages
Language

English
Publication date

April 16, 2021
Dimensions

6 x 0.89 x 9 inches
ISBN-10

3982298105
ISBN-13

978-3982298108
See all details

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Product details

Publisher ‏ : ‎ Verlag Matthias Hilpert (April 16, 2021)
Language ‏ : ‎ English
Paperback ‏ : ‎ 394 pages
ISBN-10 ‏ : ‎ 3982298105
ISBN-13 ‏ : ‎ 978-3982298108
Item Weight ‏ : ‎ 1.16 pounds
Dimensions ‏ : ‎ 6 x 0.89 x 9 inches

Best Sellers Rank: #1,726,960 in Books (See Top 100 in Books)
- #170 in Telemarketing (Books)
- #192 in Product Management
- #319 in Global Marketing (Books)

Customer Reviews:
4.6 60 ratings

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About the authors

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Matthias Hilpert
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Matthias learned his first lesson in sales while working his after-school job: washing cars for company executives. He picked up luxury cars from executives’ offices, drove them to the next car wash, and dropped them off again. Of course, it was all about the driving, not the 20 Deutschmarks for the wash. But then again… why not charge a little bit more? Maybe 50 Deutschmarks? Eventually, he ended up charging 150 Deutschmarks, having now enjoyed the money as much as the driving.
Before launching his career in international marketing, sales and board-level management, Matthias studied Business, Philosophy, and Artificial Intelligence at FAU Nuremberg, University of Edinburgh, and LMU Munich. In 1999, fresh out of university, he founded Avalas.com, Germany’s first mobile internet portal. He went on to spend more than 20 years in telecommunications, working for Vodafone, Orange, and Salt worldwide. His last role in this field was as the Chief Commercial Officer of Orange Switzerland, running a €1 billion business operation. In this capacity, Matthias contributed to a successful private equity investment cycle for Apax Partners, generating €800 million in enterprise value.
As CEO of MH2 Capital, Matthias has now turned full-time investor, focusing on early-stage technology with a portfolio of 20+ investments, real estate and public assets. Matthias’s investments are driven by his passion to push Germany’s and Europe’s competitiveness forward by fostering innovation both through start-ups and large corporations.
Matthias has sold
- to B2B and B2C segments
- software and hardware
- with deal sizes ranging from €5 to €50 million
- via direct and indirect channels
- at customers’ premises, over the phone and email, online and in shops
- via inbound and outbound channels
- taking anywhere from 15 minutes to two years to close a deal
- by himself and by managing sales teams of 500+ people
See more on the author's page
Martin Giese
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Martin Giese has been dealing with start-ups for over 20 years. As a former employee, founder, mentor, coach and investor in currently twelve startups, he knows the financing process from both perspectives.
In addition to start-up financing, Martin's areas of expertise include negotiations and sharpening business models for technology-driven innovations. Martin builds on his many years of professional experience as a senior manager at Kabel Deutschland and later Vodafone.
As Managing Director, Martin heads the XPRENEURS Incubator in Munich. He also supervises founders in European start-up programmes such as Climate-KIC and Copernicus (ESA) and teaches courses in negotiation management, leadership and business model incubation at leading German universities.
See more on the author's page

Customer reviews

4.6 out of 5

60 global ratings

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Steven N. Willmott

In depth sales knowledge you can't do without!

Reviewed in the United States on June 20, 2021

Verified Purchase

Startup sales are the lifeblood of the company but very hard to get right along with everything else. The book packs in a lot of great detail about how to think about various aspects of sales + solid frameworks for how to design your own sales system.

Highly recommended as a read, but also a reference to dip into frequently

One person found this helpful

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Andrew

A must-read for any entrepreneur!

Reviewed in the United States on April 22, 2021

As a VC, I’m most often struck by how little founders know about and focus on their customers. Too much attention is placed on building products and raising money, and not nearly enough about marketing products and making money.

This book is a treasure trove of actionable advice to grow revenue and should be required reading for startups around the world!

2 people found this helpful

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Max Menke

Practical, thoughtful & phenomenal !

Reviewed in the United States on April 22, 2021

Finally a startup book that goes beyond high-flying war stories and actually goes into the how-to of startup go-to-market strategy and scale. There are lots of resources out there that claim to help startups grow but this is one of the few that provides tangible methods for execution. Highly recommend!

One person found this helpful

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A.H.

Farst Forword is an indispensable standard work for every Entrepreneur!

Reviewed in Germany on October 8, 2023

Verified Purchase

I have read the book Farst Forword by Martin Giese and Matthias Hilpert and consider it an indispensable standard work for every Entrepreneur, SDR and BDR, along with DISCIPLINED ENTREPRENURSHIP by Bill Aulet and VALUE PROPOSITION DSIGN by Alex Osterwalder, Yves Pigneur, Greg Bernarda and Alan Smith. I recommend everyone in my sales workshops to buy these three books, read them ASAP and put them under their pillow so that the practice tips will never be forgotten.

2 people found this helpful

Andrea B.

Uno dei migliori nel suo genere

Reviewed in Italy on August 26, 2023

Verified Purchase

Libro che si addentra anche nel tecnico, molto molto adatto a un founder o aspirante tale. Assolutamente consigliato, oserei dire obbligatorio per evitare innumerevoli potenziali errori.

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Client d'Amazon

Really amazing!

Reviewed in France on January 4, 2023

Verified Purchase

I rarely comment books but this one is probably the best how to grow startup sales book you will find, made by guys who live in the trenches. You don’t need anything else than this book (and a good startup idea) to grow to multi million dollar level ARR, everything is clearly written like a step by step manual. I finished the book and now plan to re read it chapter by chapter for implementation. I have over 10 years of experience as a ceo and i can tell you buy it, read it, implement the advice, it will save you years of experience and it will work

NN

A Must-Read for startups founders and sales leaders who are keen to accelerate their B2B sales

Reviewed in the United Kingdom on July 24, 2021

Verified Purchase

This book from authors Martin Giese and Matthias Hilpert is a must read for any startup founder or sales leader who are keen to grow B2B revenues. It includes a very comprehensive guide on B2B sales at different levels as well as exclusive advice from more than 30 top tier B2B startup founders and CEOs.