Dear Reader,
Welcome to the 40th edition of the good reads newsletter by Malpani Ventures. Sharing your weekly dose of articles for this weekend’s reading!
A Ten-Point Sales Management Framework for Enterprise SaaS Startups
https://kellblog.com/2021/05/10/a-ten-point-sales-management-framework-for-enterprise-saas-startups/
The article presents a framework for sales management in enterprise SaaS startups. The framework includes a weekly sheet for tracking, communicating, and intelligently talking about the forecast and its evolution, pipeline management rules with an optional stage matrix, forecasting rules, weekly forecast calls, deal reviews, hiring profiles, onboarding program, quarterly metrics, etc. The framework is focused on enforcing definitions, forecasting rules, and separating different types of meetings, such as pipeline scrubs, deal reviews, and forecast calls.
Sales in 2023 & Rise of CFO Power
CFOs had a difficult time controlling costs and being efficient during a prior period when growth at all costs was prioritized. However, the new phase focuses on efficient and durable growth, and companies that fail to adjust their sales playbook may lose more deals. So whats happening in 2023?
VC funding is down & growth at all costs is out of the window
With layoffs & cost cuts, buyers dont want to irk their bosses with bad/unrequired purchases
CFOs are now involved in buying, and the required ROI on purchases has increased
In the current economic environment, any software purchases must fit directly into one of the below. The others are all nice-to-haves. You have to (be):
Make money - increase revenues
Save money - increase efficiencies, reduce headcount needs, etc.
Business critical - cybersecurity, accounting tools, etc.
Short term vs Long term
https://igyfoundation.org.uk/short-term-v-long-term/
This is one of my most favourite posts. As a founder, investor, boss, client, vendor, or even a human being - there is merit to long term thinking as against short term thinking. This posts clarifies the characteristics, causes, effects and types of people who think long term vs short term. A must read.
Until next time folks!