Dear Reader,
Welcome to the 28th edition of the good reads newsletter by Malpani Ventures. Sharing your weekly dose of articles for this weekend’s reading!
I Listened to 1000 B2B SaaS Sales Calls
https://www.sofuckingagile.com/blog/i-listened-to-1000-b2b-saas-sales-calls
Critical for founders/ leaders to review sales calls every now & then as they grow:
Sales teams that were most successful managed these expectations early on and were clear about phased adoption and milestones for success. They were constantly reselling post-sale and guiding the user to value driving activities. The best of the best had in-product dashboards that showed that value and ROI metrics so everyone had visibility. For example, if you were selling a prospecting tool that helped RevOps teams, that tool should have a dashboard showing leads created all the way down to ARR impacted.
The more successful teams were using tooling that let them monitor job changes on LinkedIn and to allow them to be proactive in finding their new champion, and reselling their old champion at their new job.
Lazy NRR is Not NRR. Accept No Imitations or Subtitutes
https://kellblog.com/2022/10/05/accept-no-imitations-or-subtitutes-lazy-nrr-is-not-nrr
A simple read on calculating Net Revenue in the right manner
Key: Always calculate NRR using snapshots and cohorts!
Cohort-based NRR, a year-over-year metric that shows expansion of the two year-ago customers (customers 1 and 2). This is, in my book, “real NRR.”
Lazy NRR, simple quarterly, which compares net expansion within the current quarter to starting ARR for that quarter.
Leading With Clarity In An Uncertain Market
https://openviewpartners.com/blog/katie-burke-hubspot-leading-with-clarity-uncertain-market/
Cartoon clarity means that your message is obvious and accessible to everyone, regardless of their levels of understanding and vantage points in the business. You want to avoid any complex visual elements, acronyms, and graphs that require a Ph.D to comprehend.
Until next time folks!