Articles

The MIT delta v Demo Day is always my favorite day of the year. It is a chance to see the best of the best at MIT in entrepreneurship crystalize their one-year journey in entrepreneurship and it also welcomes the next wave of students who will be on the stage the next year.

The challenge in B2B sales is that a company is not a single entity, like an actual human. It’s not the company that decides on buying your solution – it’s the humans within the company. And these humans can have conflicting interests and perspectives regarding your product.

Many B2B startup founders try to outsource sales to “experts” very soon. In a way, that’s understandable: If you have no IT background, you wouldn’t presume to tell your software engineer how to code your product. So why would you try to sell your product yourself if you have no experience in sales?

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…