Victor Ivarsson

Revium just changed the game.📳 Most sales scripts are: - Too generic. - Too stiff. - Or worse, too "salesy." Our newest feature generates a perfect personalized script in real time for every single prospect. Imagine your team armed with a playbook that’s: - Tailored to each prospect’s unique needs. - Authentic enough to feel highly researched, not generic. - Confidently delivering a 15-20% conversion rate on calls. Cold calls now feel warm. Scripts feel natural. And your team feels unstoppable. The question is: does your current approach deliver real conversations that close deals? Or is it time to change the game with Revium?

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Did you know that high-impact sales managers lead teams where 75%+ of reps hit their targets? 🎯 But, how do you find the time to coach team members effectively? With AI, of course! 🚀 Boost your team's performance without burning out and stay on top of their progress effortlessly. Try it now! ⬇️ https://hubs.li/Q02sMY1B0 #SalesManager #BoostPerformance #AIRevolution

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Too many sales leaders are obsessed with scaling: - More calls - More leads - More emails - More meetings - More opportunities Without nailing: - ICP - Discovery - Messaging - Buyer journey - Value proposition Better to 2x what works than to 10x what doesn’t.

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How did our sales team book nearly 60+ meetings in 3 weeks and 36 in One Week Alone …. 🤯🤯🤯🤯💰💰💰 A super competitive sales Challenge with A Highly motivating SPIFF📈📈 I’ll break it down for you 🪵🪵 📌Split the sales team (AEs and BDRs) into teams.. mix them up. 📌Design a scoring system and post daily updates. 📌Clear activities and outcomes that would put points on the board 📌Decide on prize for the winning team 📌Make it time-bound… in this case 3 weeks 📌Schedule sessions for activity blitz Then EXECUTION ⚔️ all the way… Play on the competitive nature of your sales teams. They are in this game for a reason… Because they cannot stand losing 😖😖 That slack channel was the most entertaining channel I’ve been in … in like forever Just seeing super hungry motivated folks wanting to win … booking meetings multiple times a day … SDR … AE didn’t matter … most important thing was playing as a team to win. There’s so much beauty in that 😍😍 ———————— Any sales challenges you’ve done that has gotten great results? Share in the comments🤝🤝

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Yesterday our SDR Will Falkenborg 🌭 was called out on LinkedIn (and Twitter!) by a sales leader for changing diapers throughout the workday. He said this was unacceptable and helping install "brainworms" in young salespeople. As the guy who hired Will and pays his salary, I have to weigh in. Will is EXACTLY what a top 1% SDR looks like in 2024. We couldn't be more proud to have him at Champify. Why? Because the best SDRs of today and the near future need to be extremely skilled in one of three areas (bonus points for more): 1. Amazing on the phones 2. High output content producer of high value material for their target audience 3. Ops and/or AI wizard that can do the work of 5x SDRs a few years ago And Will crushes it in two of these three areas: 1. Top 1% skills on the phone paired with an extremely high motor and low ego 2. Growing following with our buyers and future buyers in an authentic way He does this all while while: - Consistent 130%+ monthly attainment with quality opps - Consuming more sales calls than anyone in our company - Constantly developing skills to become an AE in the future - Always dogfooding our product - Helping his wife care for two young children As a sales leader, it's your job to find the strengths of your employees and double down on them. Not chain them to their desk from 9-5. Not force them into a box because that's the way YOU did it. Let them operate within the confines of their stage of life. Set up the right comp structure to allow them to earn and support their family and choose how often they want to work once they exceed their responsibilities. Let them do whatever they want while they are hitting goals and being a team – regardless if it’s changing diapers, playing with their child, working out, or learning a new skill. It isn't 2015, anymore. The world has changed. Will's numbers speak for themselves. 

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💡 Transform Your Cold Calls into Mini Discovery Sessions! 💡 Are you treating your cold calls like a checklist item? Shift your approach and make them mini discovery calls instead! Here’s how: 🔍 Research: Know your prospect. 🎯 Set Goals: Have a clear objective. ❓ Ask Questions: Use open-ended queries. 👂 Listen Actively: Understand their needs. 💡 Provide Value: Share insights and tips. 🗣️ Be Conversational: Build rapport. 🔄 Summarize & Confirm: Align on next steps. By focusing on discovery, you can build stronger connections and uncover opportunities to help your prospects thrive. Let’s turn those cold calls into warm leads! 🌟 #SalesTips #ColdCalling #CustomerEngagement #SalesStrategy

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The biggest change from sales rep to sales leadership? As a sales rep, you should prioritise tasks over people. If your CSM wants to talk to you. Or a fellow AE/SDR. Sure, but only after you have done your prospecting. Or sent out that follow-up. As a sales leader, however, you should prioritise people over tasks. You want to work on the playbook but someone in the team needs help? Help first. I got this very wrong when I first started in leadership. And it might be one of the important reasons top reps aren't always made for leadership positions.

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🎯 5 Key Lessons for SDRs to Elevate Their Game Reflecting on my nearly five years in sales—spanning roles as an SDR, Closer, and Team Lead—I’ve learned valuable insights that can help new SDRs struggling with quotas, performance, or clarity. If you're looking to improve and make an impact, these tips are for you: 1️⃣ Skip the Small Talk Avoid starting calls with "How are you doing today?" In the B2B SaaS world, you're speaking with busy business owners who are often stressed or pressed for time. Trying to be overly friendly can waste valuable seconds, come across as "salesy," and even irritate someone who doesn’t know you or the purpose of your call. 2️⃣ Get to the Point Quickly Time is precious. Establish the purpose of your call as soon as possible. Be clear, concise, and direct—this builds credibility and ensures the conversation is productive. 3️⃣ Ditch the Overly Polished Tone While professionalism is important, avoid sounding robotic or excessively polite. Instead, aim for a natural and straightforward tone. A simple, conversational approach is far more effective and relatable, yielding significantly better results. 4️⃣ Empower the Prospect No one likes to feel trapped. When scheduling a meeting, emphasize that it’s an exploratory conversation and reassure them they’re free to decide if it’s a fit—or even if it’s not. This subtle shift can dramatically increase attendance rates, as prospects feel in control and less pressured. 5️⃣ Keep It Crisp This is the big one! 🚨 Your job as an SDR is to book the meeting, not sell the product. Resist the urge to over-explain. Build curiosity instead. When you share too much, prospects may start judging the product prematurely, often leading to a “no” before they’ve had the full experience. Keep them intrigued and eager for the next step. These are just the basics, but mastering them can transform your approach and boost your results significantly. 🚀 I’ll continue to share tips on closing strategies and other sales methodologies. Feel free to share your thoughts or add your own insights in the comments. Let’s grow together! #SalesTips #SDR #SalesDevelopment #Growth

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Amen to this. Senior leaders need to get involved in the details and understand the structural and operational issues in their organizations that lead to customer churn. You hold the power to improve the quality of your product and the value of your service - you're customer facing Sales and CSM teams do not.

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My goal this year: Hire zero new sales reps. If you are below 3 Mio. ARR and go after >50k deals, you do not need more than five people who are selling. The calculation is rather simple: Every sales rep should make min. 3x their salary. That is what you need to have a viable business model. And salespeople can realistically make 5x their salary as a max. If you have 5 sales reps at 180k per year, every rep should generate 540k of ARR per year as a minimum. With 5 reps, that is 675k per quarter, and 2.7 Mio. per year. At their lowest productivity. This should go up to 4.5 Mio. ARR per year with 5x the sales rep's salary. Unless you want to go from 3 Mio. to 9 Mio., you likely have enough sales reps to reach your yearly target below 3 Mio. ARR. If your sales reps are not at 3x their salary yet, you have no PMF, and no feasible business model yet. So work on that first. Don't hire new sales reps. Before you reach the 3x mark.

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Learnt as an SDR 🤝 Used in RevOps When working to improve or create a process for the internal teams at Metrikus I ask the same questions I used to ask prospects in my previous SDR role. - What are the pain points of each stakeholder?  - What's the costs if nothing changes? - What are the blockers?  - What resources do we have available? These few questions get me to the starting line and then it’s all systems go 🏁 #RevOps #Sales  

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I slightly disagree... (or maybe I agree but misinterpreted the first sentence). Where CS owns the renewal and expansion number, it is their job to convince customers to stay and grow. It doesn't just happen because you're providing value or a good experience. You have to go and get it, and being too passive in CS is the reason many fail to hit their number. BUT where I agree with you is CS can't just talk customers into it. Actions speak louder than words, and when selling to customers the burden of proof is on you and the company. If you can't prove your value, you have no chance in renewal and expansion sales.

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MEDDPICC is overengineered for deals < 50k ARR. BANT is useless for outbound generated deals. SPICED is not sophisticated enough for deals over 500k ARR. Do you have to work with any of these? Not necessarily. I studied most existing sales methodologies (NEAT, Challenger, SNAP, ANUM, etc.) and found they have more in common than not. Here are the four factors most have in common: 1️⃣ They are using an acronym to highlight the importance of focusing on the Need/Pain/Problem of the prospect. Not surprising this one, right? 2️⃣ They want to describe the impact of not solving a problem and/or building a quantitative business case for larger deals. They stress the understanding of what happens if the problem is not solved in the near future. 3️⃣ They highlight the importance of a salesperson knowing with whom they talk. They use words such as “Authority”, “Economic Buyer”, “Decision maker”, Champion” and other roles. Makes sense as well. 4️⃣ They highlight the understanding of the process and/or timeline to get the signature of the prospect. Some only use “timeline”, some use “Decision Process” and others “Mutual Action Plan”. If you do not somehow directing the focus of your sales team on those four, you are probably doing something wrong. And what about other criteria? Add them if you think they are important for your process: "Competition" "Paper Process" "Teaching Value" How do you know they are important? If you lose business because you did not focus enough. Check out the data of your close lost opportunties. That is how MEDDIC came to life.

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If Apollo.io wrote a book it would probably be about Outbound Sales. And I’d definitely read it as we have been shaking Outbound topic this year at Dreamdata many more times than I can count. Outbound has changed. Outbound is not mass emails any more. Outbound is personal. Outbound can be funny. Outbound is hard, but when done right - it pours! Yep, Apollo did write a book about Outbound Sales 😊 Data backed playbook for the current state of sales! Grab your copy on Amazon, check the 👇🏽

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Going outbound with a category-creating solution is no easy feat—especially when many of your target accounts haven’t heard of you yet. One of the biggest challenges? Account planning. Let’s be real, though - does any salesperson really enjoy account planning? I got my fair share of moans and groans when we made it part of our sales process at Gong. Thankfully, I had the support of an account planning expert, Danny Wasserman, who helped our team build powerful, actionable plans. One crucial element was developing a clear point of view on each account—why they specifically needed our solution. Over time, these POVs became invaluable. We started landing more meetings with execs at target accounts and converting them into opportunities. We didn’t stop there. We built account planning into our onboarding and enablement program for new reps, tracking their progress over their first seven months. Frontline managers were also enabled on how to assess these account plans, ensuring quality and consistency across the board. I recently had the chance to share more about this process on David Kreiger's podcast, Sell Like A Leader Podcast. If you’re interested in how structured account planning can turn moans and groans into high-quality opportunities, it’s worth a listen!

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Customers vs Customer Success Manager How do the answers change from the two perspectives - - How long do you want the meeting to last? - Who do you want to be in control of the meeting? - What do you want the outcome of the meeting to be? Often time there are different expectations between customers & CSMs about what they want to discuss on calls. If we don’t create alignment, calls can go completely off the rails. Sandler Upfront Contract has been a useful approach to tackle. How do you approach it?

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When is RevOps just glorified Sales Ops? - Usually, when they report to a VP of Sales So, who should RevOps report to? - CRO, COO, CFO, CEO? RevOps needs to be: - Unbiased - In a position of authority - Aligned with all revenue functions If not, it devolves into something else. So, who should RevOps report to? - The CRO is the strong default - The COO is unbiased and runs ops - The CFO is also unbiased and data-driven - The CEO can make the role extremely strategic But there are drawbacks to each of these as well. What do you think? 🤔 We’ll break each case down in tomorrow’s 📰𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 Subscribe here to get it: https://bit.ly/49RCm0h ✌️

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Hey Salespeople: - BANT, MEDDIC, MEDDPICC etc are great - Joint Evaluation Plans are really great - But what about email response time? As a busy CEO, I can tell you: - I respond rapidly to my top priorities - I respond slowly/not at all to low priorities That’s just how it is. When someone pointed this out to me when I was an AE, it was eye opening. I kept treating our sales process like it was a machine, as if I could force my prospects into committing to the process. They wanted that demo, proposal, etc and I wanted them to commit, in writing, to the plan. Then another AE asked “Are they responding to your emails?” When you have a prospect that is responding rapidly to emails, or even better, to text messages, there’s a good chance you have something. When you have to follow up 3X to get a response, there’s a good chance you don’t. And IDK why it took me so long to accept that. When I did, I learned when to double down on discovery, to try and find the pain/gain and turn it around and I also learned when to walk away, or at least move on to other stakeholders and prospects. When I learned this I got better at: - Qualifying deals - Forecasting deals - Walking away quicker - Running deeper discovery - Multi-threading stakeholders - And, of course, hitting my quota And it's cool that more and more tools are identifying this for reps and management right out of the box. ✌️

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Fact: Every great sales rep has faced rejection 🚫 Reality check: Rejection stings 💔 Solution: Let AI role plays build up your confidence, improve your skills and get you on your way to closing more deals! Start now with our Sales Product Pitch simulation https://hubs.li/Q02zv5ld0

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