Dear Reader,
Welcome to the 84th edition of the good reads newsletter by Malpani Ventures. Sharing your weekly dose of articles for this weekend’s reading!
Three Books Every SDR Needs to Read
3 recommendations on acing sales useful for founders and professionals:
“Never Split the Difference" by Chris Voss
"Fanatical Prospecting" by Jeb Blount
"The SaaS Sales Method for Sales Development Representatives" by Jacco van der Kooij & Fernando Pizarro
You’re Doing ABM Backwards. Here’s Why & How to Fix It.
https://openviewpartners.com/blog/youre-doing-abm-backwards-heres-why-how-to-fix-it
Thoughts on account-based marketing:
But here’s where these companies have gone wrong. They’re starting with sales NOT marketing. Marketing has the data and insights to know which accounts ABM should be targeting – not sales.
The Top 10 Mistakes I See In The VP of Sales Hiring Process
Jason shares the common mistakes he has witnessed in the sales hiring process:
50% of what a VP of Sales really does is recruiting. So the best VPs of Sales always have at least 2-3 great folks lined up to come with their to their next role
A VP of Sales candidate that insists on closing deals themselves when they start? A great sign. One that says it doesn’t matter, that it’s all process? Maybe run.
Until next time!