The first module provides a clear understanding of how B2B sales work in the GreenTech environment—from common mistakes made by startups in sales to key success factors in different market and company phases. It explains why B2B sales are particularly important for founders and how B2B sales differ fundamentally from B2C sales.In addition, different target groups and sales approaches are classified—including the specifics of selling to municipal utilities, energy suppliers, and network operators—and basic pricing, pilot project, and business model strategies are explained.

The second module develops the key preparatory elements for successful fundraising: cap table, financial plan, IP, pitch deck, due diligence, and data room. Building on this, the typical stages and timeline of the fundraising process are explained. The focus is on the connection between financing rounds and entrepreneurial milestones, as well as the importance of product-market fit as the key to investor interest.

The third module provides a clear understanding of the structure and organization of a professional sales process—from identifying relevant decision-makers to successful negotiation. It shows how to effectively prepare for and conduct sales meetings and explains the role of negotiation techniques in B2B sales.In addition, key operational tools such as pipeline management, reporting, and CRM systems are classified, and tried-and-tested sales hacks and best practices are presented that provide immediate support to founders and sales teams in their day-to-day work.

The fourth module shows how to build and strategically develop a high-performing sales organization—from organizational structure and hiring suitable sales talent to managing and compensating sales teams. It explains why sales sets the pace in the startup environment and how products that are still in development can be sold successfully.