Dear Reader,
Welcome to the 69th edition of the good reads newsletter by Malpani Ventures. Sharing your weekly dose of articles for this weekend’s reading!
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You’re making it way too hard for prospects to buy your product - Here’s how to fix your demo request flow
A simple walkthrough on streamlining your demo-request process
You need to make it easy for your high-intent leads to buy your product, you’ll lose them if you don’t. This requires dynamic forms, lead enrichment, automated routing, and book a meeting capabilities on your website.
How the most successful B2B startups came up with their original idea
Lenny shares lessons and actionable advice through his interviews of prominent B2B companies:
Finding a great B2B startup idea:
Past pain: Identify a large pain you experienced at a previous company—then build a solution.
Ponder and probe: Pick a space you’re interested in, then whiteboard and tinker while talking to dozens of potential customers—looking intently for pain and pull.
Present pull: Identify something you’ve built that is showing signs of pull—and pivot fully to that.
93% of You Say Competitors Lie To Close Deals. You’ve Gotta At Least Get Good at Counter-FUD.
Competition is just part of SaaS. Some categories have 1 big winner, some have a few. But almost no SaaS categories are winner-take everything. That means FUD and Counter-FUD will be part of the game well … forever.
Until next time!