Victor Vatus

The #1 prospecting mistake I used to make... Not multithreading... if a C-level person said no, I automatically 'assumed' the whole business is a no! COO "𝘸𝘦'𝘳𝘦 𝘰𝘬, 𝘯𝘰 𝘨𝘢𝘱𝘴, 𝘯𝘰𝘵 𝘪𝘯𝘵𝘦𝘳𝘦𝘴𝘵𝘦𝘥" Within the same calling session... CEO "𝘸𝘦'𝘷𝘦 𝘩𝘢𝘥 𝘢 𝘨𝘢𝘱 𝘪𝘯 𝘰𝘶𝘳 𝘉𝘋 𝘵𝘦𝘢𝘮 𝘧𝘰𝘳 2 𝘮𝘰𝘯𝘵𝘩𝘴... 𝘯𝘰𝘵 𝘴𝘪𝘵𝘵𝘪𝘯𝘨 𝘦𝘯𝘰𝘶𝘨𝘩 𝘮𝘦𝘦𝘵𝘪𝘯𝘨𝘴... 𝘏𝘰𝘸 𝘤𝘢𝘯 𝘰𝘧𝘧𝘴𝘩𝘰𝘳𝘦 𝘵𝘢𝘭𝘦𝘯𝘵 𝘩𝘦𝘭𝘱? 𝘞𝘩𝘢𝘵 𝘰𝘵𝘩𝘦𝘳 𝘢𝘳𝘦𝘢'𝘴 𝘩𝘢𝘷𝘦 𝘺𝘰𝘶 𝘩𝘦𝘭𝘱𝘦𝘥 𝘰𝘵𝘩𝘦𝘳 𝘳𝘦𝘤𝘳𝘶𝘪𝘵𝘮𝘦𝘯𝘵 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴𝘦𝘴?" Meeting booked. This happened 4x in April & May. For example... My girlfriend and I love ice cream • I like chocolate 🍫 • she likes cherry 🍒 I thought I hated cherry... Turn out, I love it! Moral of the story - you can't have bad ice-cream! And, everyones world is very different. You can't give up based on 1 individual saying no. It can quickly turn to a yes through the correct internal voice. #prospecting #sales #offshoretalent #lisbon  

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Running your own outreach campaign to make more sales is simple. All you need to do is: - purchase some domains and configure the spf records, dkim, and dmarc - research your target market and write the scripts that will resonate with them - configure your outreach software - create a targeted list, check all the information for accuracy and verify the email addresses - create a calendar link specifically for your campaign so you can measure the results of how many calls were booked - connect your CRM so that leads are captured - check results, iterate and test until you find your best performing scripts Easy right? If this all sounds overwhelming, get in touch with me - we can help ☺️ #outreach #salespipeline #leadgen

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Outsourcing SDRs? Don’t fall for: - A promise of X amount of meetings/month - X amount of dials and emails they promise to send out - Their email + call messaging skill Outsourcing has a bad stigma because there are so many companies looking to get quick money from clients with weak results. What to look for instead: - A team who understands they need to test messaging and help you make pivots to your ICP - Shares their sequence strategy - Shares their email and call messaging - Shares the tech they use - What they do to avoid ending up in a spam inbox and hurting your domain health - Builds your target/ICP lead list with you - Sends weekly reports on progress - Gives you access to their SDRs so they feel like they’re part of your internal team This is when outsourcing is worth it ⬆️ #outsourcing #sales

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US & #CANADA #commercial and #enterprise #accountexecutives 💸 Commercial AE $125k base 50/50 split - $1m quota 💸 Enterprise AE $150k base 50/50 split- $1.2m quota Average Deals- $20k - $500k deal sizes - 6 months sales cycle You keep account in your book of business for upsells while CSMs do renewal - goal is to get them onboarded, and expand immediately #seriesbstartup, working under one of our longer term #vpofsales who JUST started - you must have experience - at an earlier stage org - selling a complex solution - ideal experience selling into #gtm #salesleaders or deep desire to - #salesledgrowth expert - you will have #sdr support (ideally 1/1) but do not depend on this for now $ignals are one of the most important aspects of monitoring what is working, and the best way to target, support and optimize every account. they use: Outreach Apollo.io Hubspot Clay This solution combines Sales, Marketing, Community and Operations and uses AI to enrich, score and analyze intent :) get on my schedule #accountexecutive #enterpriseaccountexecutive #commercialaccountexecutive #gtmsales #gtmaccountexecutive

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Hiring SDRs? Before you do: - Hire an SDR Manager - Hire SDRs in pairs (2 minimum) - Pick the right tech stack (Outreach, etc.) - Have a 2-3 week intensive onboarding plan and long term training plan - Set a ramp quota target 🎯 Don’t assume 1 SDR = X amount of meetings There’s a testing phase☝🏼 - Hire an entrepreneurial spirit for your first few SDRs - Establish realistic KPIs and metrics. Expect KPIs to change especially based on how you’ve set up your tech stack What are some of the mistakes you’ve seen companies make when hiring SDRs? 🔎 Need help? DMs are open ✅ #SDR

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You don't need to lie to your prospects to book a meeting or close a deal You don't need to know everything Our tendency as sellers is to be "Yes" people Prospect: "Do you do have X feature?" SDR: Uhh, yes we can do that! Let me get you over to my colleague who can answer that better ❌ You're shooting yourself in the foot ☝ Your AE will get on the call and be blindsided because you lied about something your team can do It'll only hurt the business and your brand as an SDR Your prospects will trust you more when you're honest. Out are the old days of sleazy salespeople 🤢 Prospect: "Do you have X feature?" SDR: I don't want to do you a disservice by giving you the wrong answer. Mind if I call you back with my colleague next week with an answer to that? ✅ People buy from people they trust! #coldcalling #SDR #sales

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SMBs and the 3-Minute Demo: Is That Even Possible? Attention spans are short in the world of SMB clients—really short. The dreaded 3-minute demo has become the holy grail in SaaS sales. The secret? Get to the point. Focus on one pain point and solve it within the first 180 seconds. If they ask for more, you're on a roll. SMBs want immediate value, not fluff. Aim for brevity and focus, and you'll nail more demos than you miss. #SMB #Sales #Demo #SaaS

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Just to clarify, you have an 8 step - 2 month process for interviewing SDR’s? Yes, this is how we have always made hires. Have you ever hired an SDR? No, we tried at one point but it didn’t work out. Would you consider a 3-4 step process that takes 2 weeks or less? No, we have processes in place for a reason. Don’t let this be you! REALLY, don’t let this be you. Since I have hired and placed over 1000 SDR’s, I can help you with the process. I am an expert with this and I know what works and what doesn’t. You need to be fast and effective. It’s a pretty simple process: Initial screen, written assignment (15 minutes), roleplay, culture interview, offer. Boom - done! Or this will be your response again and again and again: Have you ever hired an SDR? No, we tried at one point but it didn’t work out. #hiring #recruiterlife #recruiting #saassales #gsd #agsd #sales #startup #founder #ceo

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For B2B, Cold Outbound Sales doesn't work ? Tell that to our SDR who has been booking meetings for the past few weeks consistently. The secret ? Nothing special. Focus on being relevant, concise and don't ask for a sale in the 1st outreach. Instead of ending with "Here is my calendar for you to book a time", end with "Is this worth a further conversation ?" and then shut up. #sales #coldcall #coldemail #outbound

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SDRs & BDRs, this one is for you. Laura Shillibier recently placed an Enterprise SDR who booked 23 meetings in just 2.5 weeks. We’re looking for 2 more. Don't miss out. The role: Enterprise SDR x2 -Pure hunters with a strong track record -NYC-based (Office 2-3 days a week) Highlights: -Combining Cyber and Fintech with unbeatable product-market fit -5x ARR through numerous Fortune 500 partnerships -Backed by 3 tier 1 VCs This is the next big thing. We're also hiring 3 Sales Directors (NYC-based) for this vendor with founding stock. Every seller is currently over-target, I'm only just scratching the surface here. If you're ready to be part of this journey, you know what to do. #Cybersecurity #Fintech #Hiring #TechtonicTakeover

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I'm hiring more SDRs for Plena for the start of the year. Role: Remote U.S. and Canada only. Compensation: $60K to $70K base with OTE of $105K. You'll be selling primarily to other sales people. We use our own product here at Plena and you'll be making calls with Orum 🥇. Job responsibilities: Come on...you're an SDR. This should be old hat by now! Primarily cold calling. Some one-off email follow ups. No recruiters, no agencies. And certainly no reaching out to anyone that works with me or for me to get intel on who I am and how I hire. Seriously, had that issue last time and I'm just going to blanket statement that if my team reports that someone has reached out to them, I'm not even going to bother with an interview The hiring process so there's no surprises: Step 1. Cold call me (you can find me in pretty much any data provider.) Step 2. Coffee chat with a member of the SDR team (I'll make the introductions week of December 2nd.) Step 3. Interview with me Step 4. Interview with CEO Ground rules for cold calling me: 8 a.m. to 9 p.m. EST per the TCPA guidelines. To be considered must call me no later than 9 p.m. EST on Friday December 6th, 2024.

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Linkedin pricing is sure a challenge. I'm being offered $65 USD for a "Sales Navigator Core" offering with 1 month Free (paid for with one annual payment), but I want to pay for all my team to have access, and it jumps up to $108 for team accounts which gives a little bit more features but not much. Last year we paid tens of thousands for LinkedIn Recruiter and bells and whistles that are worthless, in my opinion. What are you paying for Linkedin? Remember, job seekers, you can get 1 month free, and I don't recommend putting all your eggs in the LinkedIn basket; if you don't have the money, don't spend it on Linked! Use a Facebook/Instagram/Tiktok/Linkedin strategy as a job seeker.

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Tips for SDRs looking to make that transition into an AE position 👇🏾 I’ll admit, it’s tough out there for SDRs. Especially for those who have around 1.5/2 years exp. They believe they are ready to become an AE but there are no promotion opportunities at the current business. So they decide to apply for AE roles elsewhere or reach out to a recruiter about AE positions. Then they get the same answer they always get… “Sorry you need closing experience” 🙄 Bruno’s advice is spot on. It’s hard to secure an AE role in any business when you only have SDR experience but it’s more likely to happen within a larger company with the resources to develop SDRs into AEs. I’d also suggest taking a side step into another SDR position within an organisation that sells to SMBs. It’s less risky for leaders to promote an SDR to an AE when deal sizes average between £2-10k, compared to organisations with an average deal size of £100k. Those roles require extensive upskilling and training, so leaders will likely look to hire someone externally with that experience. Keep pushing SDRs! #WinTheDay 🏆 - - 🎥 Growing Pains is the FIRST and ONLY video series where software sales leaders are interviewed in a fitness setting. 👍🏾 Please like, comment and subscribe 👀 EPISODE 5 COMING SOON! 

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But how do you build a strong partnership with your SDRs as an AE? 1. After calls, quickly relay key takeaways to SDRs to help them refine their outreach. 2. Participate in joint training sessions to build understanding and support between your roles. 3. Work together on messaging and pitches. This ensures consistency and aligns efforts when engaging with prospects. What else would you add? -- 𝑳𝒐𝒐𝒌𝒊𝒏𝒈 𝒇𝒐𝒓 𝒂 𝒄𝒂𝒓𝒆𝒆𝒓 𝒎𝒐𝒗𝒆 𝒊𝒏 𝑺𝒂𝒍𝒆𝒔? - Check out Timberseed’s latest opportunities 🎯 - Send your CV to [email protected] 📨 - Get in contact with our consultants 💬 -- #sales #AE #salestips

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Do you want to break into an SDR/BDR role? Think about why. 99.9% of candidates we speak with struggle with this. Think about: -What keeps you going when times get tough? -What impact can a career in sales have on you? -What do you want to be doing in the next 3-5 years? -Do you have transferable skills (give me real-life examples)? It’s not: -I like talking to people -My family and friends said I have the gift of the gab -I want to help organisations improve their performance Spend 30-60 minutes answering this question. To figure out why YOU want to. It will help you stand out compared to thousands of other job hunters. #sales #salescareers #hiring #sdr #bdr P.S. If you can turn your answer into a story - even better!

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𝐓𝐫𝐚𝐧𝐬𝐢𝐭𝐢𝐨𝐧𝐢𝐧𝐠 𝐭𝐨 𝐚 𝐂𝐨𝐦𝐦𝐢𝐬𝐬𝐢𝐨𝐧-𝐁𝐚𝐬𝐞𝐝 𝐒𝐚𝐥𝐞𝐬 𝐂𝐚𝐫𝐞𝐞𝐫 𝐒𝐮𝐜𝐜𝐞𝐬𝐬𝐟𝐮𝐥𝐥𝐲 🚀 Thinking about making the leap into a commission-based sales career? It’s a move that can be incredibly rewarding, offering flexibility and the potential for high earnings. Here's how to ensure a smooth and successful transition: 1. Understand Your Compensation: Transitioning to commission-based work means your earnings are directly tied to your performance. Top performers in commission sales often out-earn their salaried counterparts by 30% or more. 2. Develop a Strong Sales Mindset: Success in commission sales is largely about mindset. Embrace resilience, persistence, and a positive outlook—traits that are common among the most successful sales professionals. 3. Build Your Product Knowledge: In-depth knowledge of the products or services you're selling boosts confidence and credibility. Sales reps with strong product knowledge can increase their sales by up to 20%. 4. Master the Art of Prospecting: Learn to identify and target potential clients effectively. Prospecting skills are essential, as they can increase your conversion rates significantly. 5. Leverage Training and Tools: Utilize available training resources and tools. Companies with robust training programs see 15% greater productivity in their sales teams. 6. Cultivate a Robust Network: Building a network can provide a steady flow of referrals and insider knowledge, crucial for sustained success in commission-based roles. Are you considering a transition to commission-based sales, or have you recently made the switch? Share your experiences, challenges, or questions in the comments below. ------------------------------------ I offer expert consulting and recruitment services designed to place you in your ideal sales position. Contact me directly. #SalesCareer #CommissionSales #CareerTransition #SalesTips #ProfessionalGrowth

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Junior AEs: Take your time. SMB reps want to move to Enterprise ASAP. The benefits are obvious: Higher base Fewer deals to hit quota More support from SE & SDR Handful of customers rather than 100+ Close deals that your CEO will know about It's a no-brainer right? Sort of, but moving too soon can damage your career. Here's how it plays out: Top-performing SMB AE has never missed quota On $100k base but earns over $300k every year Gets offered an Enterprise gig. Doubles salary Put into a stone-cold patch with no support Works their arse off for 12-18 months Earns half what they earned before Decides to leave Rinse & repeat Your CV with solid tenure now has 3 short jumps on it. Now you are labelled a “job hopper”. Before you think I'm anti-Enterprise - it can be amazing. But a few more years in SMB is not holding back your career. The grass isn’t always greener. Take your time. #saasrecruitment #techsales #gotomarket

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💡 Want more revenue? Focus on product, product marketing, and sales enablement. In today's cautious market, simply adding or swapping out sellers won’t guarantee more revenue. However, when your product is a “Must Have,” your value proposition is crystal clear, and your sales team is armed with the right tools and support, you can thrive—even in tough times. This is where you truly stand out. I see too many companies fixated on their sales teams alone. But more sellers, regardless of their hustle and training, won’t make a material difference if your product, materials, and tools aren’t rock solid. Investing in product, product marketing and sales enablement not only improves your near-term odds but also ensures long-term success. Agree? #RevenueGrowth #ProductMarketing #SalesEnablement #MarketStrategy

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