Flip Through Friday

Here are 3 interesting articles/posts I found this week.

If you are in the SaaS or B2B sales ecosystem, I think these are worth flipping through this weekend.

Let's dive in.

#1 Clari CEO Andy Byrne shared perspective on speaking with 4 CFOs on buying software in 2023.

• Biggest take-away: "You don’t just have to deliver a solid business case, you also have to work with their team to build their internal version, and do the buyer enablement to make it easy for them to resell."

#2 GTM Partners CEO Sangram Vajre shared insight on Top GTM Challenges.

• Create but can’t market -> Market but can’t sell -> Sell but can’t deliver -> Deliver but can’t renew -> Renew but can’t expand
• Love the simplicity around how Sangram buckets these challenges.

#3 Catalyst Software CRO Mark Kosoglow had an absolute money post around a framework for thinking about your Enablement Program.

• Plotting the capability (how good you want the rep to be) against the cognitive load (how big the change is)...powerful way to think about balancing internal capacity with desired changes across the commercial organization.