Articles

In 16 separate PPT slide sets, the Fast Forward teaching materials include all key points and illustrations from the 16 chapters of our book: from market segmentation to pricing, contract negotiation, sales process, customer conversations, pipeline management, reporting, sales organization, and customer success.

Selling an innovation to enterprise customers (business-to-business or B2B sales) is one of the toughest nuts for startup founders to crack. This is an excerpt from the book Fast Forward: Accelerating B2B Sales for Startups, which was published on April 20. In their book, authors Matthias Hilpert, Investor, and Martin Giese, Managing Director of XPRENEURS Incubator, share their insights from 40 years of operational experience and from interviews with 32 internationally successful founders from…

The academic school year just wrapped up and the summer has officially started. It is a time to look back and digest an amazing year and look forward as to what needs to be done next.

A framework for problem definition used by thousands of founders, innovators, and entrepreneurship educators. Taught at MIT Sloan, Harvard Kennedy School, UC Berkeley, and more...

Happy Easter to all and hope you and your loved ones are healthy, safe, and mentally sound. We are almost to the other side. Stay strong and we will be reborn better and into an exciting time in the history of humankind.

As is mentioned in the Adam Grant book “Think Again,” if we don’t look back at ourselves a year ago and say, “Wow, I understand that topic so much better today than I did a year ago,” then we are not learning fast enough.

Although the pandemic has brought crisis to people around the world, for Sudan, crisis was the norm even before we heard of Covid-19. For a bit of historical context, Sudan was placed under US economic sanctions in 1997. The sanctions were lifted in 2017, with no effect on the life of Sudanese people because the country was also on the list of State Sponsors of Terrorism since 1993. Sudan was removed from the SST in December 2020. The sanctions and SST list meant that Sudan was cut-off from the…

If the pace, abruptness, and unpredictability of change during the global pandemic has you hoping for a chance to catch your breath, MIT Sloan Professor of the Practice Bill Aulet has a word of caution. “The world never will be slower than it is today,” he says. “That’s a fundamental state of affairs that entrepreneurs must embrace if they are to thrive in the midst of—and most certainly beyond—this current global crisis.”

Over the past 12 months, I’ve read a few great books on unrelated topics that are actually about entrepreneurship. Two books that fit this category that immediately come to mind for me are...

We know there is no shortage of reasons to apply the Disciplined Entrepreneurship (DE) framework for various innovation-driven processes both for established or under-development organizations or to fit the needs of the ready to go, exploratory and corporate entrepreneurs. While there is a growing body of evidence regarding the value of DE and its impact, little is known about its potential application as an industry policymaking framework and an engagement strategy that can inform strategic…