Lime Technologies

Title change from CEO to Director due to the M&A of Sportadmin and launching the Lime brand refresh.

Responsible for Lime Go and everything related to it. Growing the team from 3 to 18 people in ~2 years. Hiring, onboarding, and ramping up new colleagues in different roles while simultaneously supporting sales, engineering, expert services, customer success, support & marketing. 

Owning the product roadmap, packaging and our pricing strategy. Launching a strategic rollout to shift our positioning - resulting in a 3x increase on our average deal size on new accounts within 6m - while keeping the same sales cycle. 

Managing the Go-To-Market team, coaching the reps, and owning all Sales related KPI’s. 

Strategic ownership of our vision and mission, budgeting & reporting to the board.

Director

Lime Go is a smart prospecting tool, but also a CRM with sales & marketing focus. We help companies increase sales & enable an understanding of your ideal customer profile. 

Today we have 1700 customers and are growing at a steady pace. My role is webbing a net between sales, marketing, product, development, support and expert services. I have full ownership of the product roadmap, marketing of new features, selling to existing and new customers & budget responsibility. I work closely with our Development team discussing what new features to develop and how to implement & launch them. Together with the management team I’ve also set the business plan and vision for Lime Go until 2025. Furthermore I regularly report to stakeholders, talk to customers and prospects to iterate our product market fit. 

At Lime we welcome and onboard new trainees in our European Trainee Program two times per year. As the product manager of Lime Go I’m responsible for sessions regarding product education, sales training & market research insights.

Some of my accomplishments so far:
•	Finishing the redesign of the Lime Go (a 2 year project)
•	Achieving an all time high order intake during Q4 2021
•	Achieving an all time low churn during Q4 2021
•	Administer a price increase for Lime Go (which hadn’t been done since its launch in 2013)
•	All time high ARR, average deal size in regards to order intake, customer size average, addons sales & expert services revenue

Product Manager - Lime Go

Selling complex & flexible CRM-systems to small and medium sized companies all over Sweden, within different segments. Focusing on our two products Lime Go and Lime CRM. The sales process includes analysis of customer needs, industry knowledge, handling specified time frames, multiple decision makers, integrations, documentations, configurations and addons. 

Responsible for my own pipeline, budget, goals and the whole sales process. From prospecting, qualification, push, to closing the deal and handing over the sold project to a colleague for implementation. Furthermore taking care of my own accounts and developing their CRM-solutions over time.

Account Manager

DemoBuddy

A free coaching tool that analyzes your mouse activity during demos, helping you deliver kick-ass demo flows. Go from click to win and increase your win rate with DemoBuddy.

https://demobuddy.beehiiv.com/subscribe

Creator

Hot SaaS

I interview thought leaders about the hottest within SaaS.

Podcast Host

Antiklimax Nyman, Enskild Firma

Disk Jockey

Handling various banking errands with corporate and private customers in personal meetings. Giving service and advice with main focus on savings, pension, financing and credits. Developed skills such as service, customer adaptation and to analyze customer needs.

Service Manager

SAMBLA

Giving financial advice to private customers regarding their loans, credits and insurances. Personal recommendations given over telephone. Highest rate of sold insurances one month.

Insurance Broker & Financial Advisor

Chosen to be a part of a team of three people to pilot test and launch a new product, which helped private customers protect themselves from identity theft. Evaluated the market, competitors and the product. Sold the product by both cold and warm phone calls.

Insurance Broker

Advisa AB

Persuaded private customers to help them lower their interest rates. Booked meetings over telephone and got awarded with ‘Loan Administrator of the Month’. Mediated highest loan volume for five months.

SATS

Sales, administration and customer service.

Front Desk Receptionist

UNICEF Sverige

Contacted current customers per telephone and persuaded them to increase their monthly donations. Set a record of the highest monthly standing donation.

Telemarketer

As the Director of Lime Go I grow our Data Enriched CRM in the Nordics. We help over 1200 customers increase their sales and to achieve excellent customer care.

I host the interactive Hot SaaS podcast, where I interview thought leaders within SaaS and pick their brain on how to scale companies. I am passionate about sales, leadership, interdepartmental collaborations and culture. 

Additionally, I have a BSc in Economics from Uppsala University, where I studied International Business and Marketing.

I love house music & things that scale - ping me if you want to have a chat😎🎶

Max Nyman

AE @ Pleo || Interested in meaningful outreach 🤝 || Sales Leader of the Year 2023

Ex-hockey player turned SaaS enthusiast with a passion for developing people, constant learning, and drive to win as a team.

9.5 of 10 times I am optimistic, and love to face challenges with a big smile on my face.

I love running, rowing, reading history books, podcasts, and watching field hockey.

Jan Benedikt Mundorf

It took me 14 years to figure this out

(and you can learn it from my journey)

Age 16: Rising field hockey talent.

Age 18: Hip injury ends my dream overnight.

Age 19: Moved to Stockholm, armed with 3 words of Swedish.

Age 21: Started studying, failed my first exam. Met friends for life.

Age 24: Graduated with 4 honour degrees. Still earned only 500 Euros a month.

Age 25: Became SDR Manager, leading 7. Started posting on LinkedIn.

Age 26: Questioned if I’d ever be a good AE. Nearly fired in month 5.

Age 28: Qualified for President’s Club. Broke 100K for the first time.

Age 29: Crossed 45K followers. Became a top AE at a unicorn.

Wherever you’re standing today, your story is far from finished.

The path forward is simpler than it feels:
1. Every setback is an invitation to rise
2. Surround yourself with people who genuinely believe in you
3. Outwork everyone - especially the past version of you

𝗣𝗦. 𝗪𝗵𝗮𝘁 𝗮𝗿𝗲 𝘁𝗵𝗲 𝗺𝗼𝗺𝗲𝗻𝘁𝘀 𝘁𝗵𝗮𝘁 𝘀𝗵𝗮𝗽𝗲𝗱 𝘆𝗼𝘂𝗿 𝗷𝗼𝘂𝗿𝗻𝗲𝘆 𝘀𝗼 𝗳𝗮𝗿?

Helping sales teams win without the bro-energy || 1x President’s Club Winner || Senior AE @ Pleo

No alternative text description for this image

I closed 10 outbound deals in 10 months.

(All sourced by my SDR) 

Here’s the exact system that made it work - no fluff.

Most AEs say “I need better leads.” 
But the best outbound pipeline I’ve ever built didn’t come from better leads. 
It came from a tighter partnership.

Here’s the exact collaboration playbook we ran - month after month:

𝟭. 𝗪𝗲𝗲𝗸𝗹𝘆 𝗮𝗹𝗶𝗴𝗻𝗺𝗲𝗻𝘁 = 𝗻𝗼𝗻-𝗻𝗲𝗴𝗼𝘁𝗶𝗮𝗯𝗹𝗲 
→ 30 mins every Monday. 
→ What’s hot, what’s stuck, who’s ghosting, and what messaging is working. 
→ We treated this like a pipeline review—because it was.

Set it on a recurring calendar invite and 𝘴𝘩𝘰𝘸 𝘶𝘱 𝘱𝘳𝘦𝘱𝘢𝘳𝘦𝘥.

𝟮. 𝗜 𝗴𝗮𝘃𝗲 𝗺𝘆 𝗦𝗗𝗥 𝗱𝗶𝗿𝗲𝗰𝘁𝗶𝗼𝗻 - 𝗻𝗼𝘁 𝗮 𝘄𝗶𝘀𝗵 𝗹𝗶𝘀𝘁 
→ Sent them 10 dream accounts per week with:
• Why they matter
• Who to go after
• What triggers to look for

Use your CRM to pull a list of Closed-Won accounts 
→ to find 10 lookalikes.

𝟯. 𝗪𝗲 𝗿𝗲𝘃𝗶𝗲𝘄𝗲𝗱 𝗲𝘃𝗲𝗿𝘆 𝗺𝗲𝗲𝘁𝗶𝗻𝗴 𝗯𝗼𝗼𝗸𝗲𝗱 𝘁𝗼𝗴𝗲𝘁𝗵𝗲𝗿 
→ I shared feedback after each call:
• What worked
• What could be sharper
• What moved the deal forward

Create a shared doc to track booked meetings + key learnings.

𝟰. 𝗪𝗲 𝗺𝘂𝗹𝘁𝗶𝘁𝗵𝗿𝗲𝗮𝗱𝗲𝗱 - 𝘁𝗼𝗴𝗲𝘁𝗵𝗲𝗿 
→ I hit senior buyers while SDR warmed up end users. 
→ Sometimes we both prospected into the same account from different angles.

Split by persona: SDR focuses on pain builders, AE focuses on deal blockers.

𝟱. 𝗜 𝗺𝗮𝗱𝗲 𝘀𝘂𝗿𝗲 𝘁𝗵𝗲𝘆 𝗴𝗼𝘁 𝘁𝗵𝗲 𝗰𝗿𝗲𝗱𝗶𝘁 
→ Every win = public praise. 
→ Slack, team calls, leadership updates - name in lights. 
→ Because recognition = retention.

Write 1 Slack per week, celebrating your SDR’s impact. It pays back fast.

𝗧𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁?
• 10 deals in 10 months
• Consistent outbound pipe
• An SDR who was locked in, motivated, and sharp
 
𝗠𝘆 𝘁𝗮𝗸𝗲: 
The best closers don’t just work leads. 
They build partnerships.

Be the AE your SDR wants to win with - and you will.

What’s one thing that makes your AE/SDR partnership click? 
Let’s swap ideas.

𝗣𝗦. 𝗜 𝘀𝗵𝗮𝗿𝗲 𝗼𝘂𝗿 𝗴𝗼𝗮𝗹𝘀𝗲𝘁𝘁𝗶𝗻𝗴 𝗳𝗿𝗮𝗺𝗲𝘄𝗼𝗿𝗸 𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁 𝗯𝗲𝗹𝗼𝘄.
𝗣𝗣𝗦. 𝗬𝗲𝘀 𝗶𝘁𝘀 𝗮𝗽𝗽𝗿𝗼𝘃𝗲𝗱 𝗯𝘆 𝗚𝗲𝗼𝗿𝗴𝗲, 𝗠𝗮𝘁𝘁, 𝗕𝗿𝗮𝘁𝘁 𝗮𝗻𝗱 𝗕𝗮𝗿𝗮𝗰𝗸 😅

After 6 years of cold calling

(here is everything I learnt from day 1)

I have been cold calling for 6 years now.

From janitors (yes my first role was wild haha), to CMOs to German Mitteldstand CFOs - one thing is clear.

Cold calling works.
You just need the right system. 

Here’s the exact steps I’d use if I had to start from scratch tomorrow - zero fluff, all execution.

1. Build a laser-targeted list (before you dial)
→ ICP fit + trigger + clear reason to reach out
→ Use LinkedIn filters or CRM tags to pull 15 to 20 high-fit contacts
→ Write 1 line per lead on why you’re calling them
Example: “Hired 3 new Ops Managers last month - may signal scaling pains”

2. Prep 2 custom openers
→ Default: “Saw you just expanded the [X] team - can I ask a quick question about that?”
→ Backup: “I work with [similar role/company], wanted to share a quick insight - 30 seconds?”

Write both down. No guessing once you’re live.

3. Set a timer for 30 minutes. 
No tabs. No Slack. No excuses.
→ Close everything else.
→ Phone. CRM. Call script. Done.
→ Goal: 12+ dials, 3+ conversations

4. Handle the “not interested” brush-off like this:
→ “Totally fair - just so I don’t waste your time, is that because you’re already set, or just caught off guard by the cold call?”
→ If they open up, pivot into:
“What made [current setup] the right call back then?”

5. Track 3 metrics daily
→ Dials
→ Connects
→ Outcomes (Booked / Call Back / Not Qualified)

This tells you if the problem is your list, your talk track, or your tone.

6. De-risk rejection by gamifying it
→ Goal: Get 5 hard rejections before lunch
→ Why? You’ll fear it less once it becomes a target, not a threat.

7. Do a 60-second review after every block
Ask yourself:
→ Which opener worked best?
→ What objection caught me off guard?
→ What would I try differently tomorrow?

The result?
→ You get more at-bats
→ Your opener rate improves fast
→ Cold calling becomes a skill, not a stress trigger

Your move:
Try this tomorrow. 
Run the system for 5 days. 
Then optimize.

PS. What’s one cold call tactic that works every time for you?

99% of deals that I lost had one thing in common

(I bet 30% of your pipeline looks the same)

I didn’t set a clear next step.

No matter how good the call felt.
If I didn’t lock in the next move before hanging up.
It died in follow-up limbo.
Deal was dead. 

Here’s exactly how I set next steps now (and how you can too):

1. Always set the next step before the call ends
→ “Let’s grab 15 minutes while we’re both here - does Tuesday or Wednesday work better?”
Why it works: Avoids email tag and ghosting. Locks in commitment live.

2. Make the next step outcome-driven
→ Don’t say: “Follow-up call.”
→ Do say: “Pricing review with the CFO” or “Legal alignment”
Why it works: Creates clarity and urgency - everyone knows what’s coming.

3. Confirm who needs to be in the room
→ “Anyone else we should loop in for the next step?”
→ “Who signs off on this kind of decision internally?”
Why it works: Multithreading early avoids delays later.

4. Recap the call with 3 key bullets
→ What we discussed
→ Why it matters
→ What’s happening next (date, time, people)
Why it works: Removes ambiguity. Builds trust.

5. Use “time framing,” not “next week”
→ Say: “Does Wednesday at 10 or Thursday at 2 work better?”
Why it works: Frictionless scheduling beats soft follow-up every time.


The result:
- Tighter sales cycles
- Fewer ghosted deals
- More control through every stage

My take:
The close doesn’t start with the proposal.
It starts the moment you lock in the next step.

PS. What’s your go-to line to land the follow-up on the call?

After 230 closed deals
Here is how I use MEDDICC to create momentum immediately.

(This is the version I wish I had when I started)

Not theory. Not tick-boxing. Just part of the workflow.

When I started as an AE, I just brushed through the sides in the book and moved on.

Turns out that made me chase deals that weren't even real deals. 

My message: If you want to be a true seller. 
Learn MEDDICC. Period. 

Here’s how to actually use MEDDICC as an AE - not just talk about it in pipeline reviews.
1. 𝗠𝗲𝘁𝗿𝗶𝗰𝘀: 𝗧𝗶𝗲 𝘁𝗼 𝗻𝘂𝗺𝗯𝗲𝗿𝘀 𝗲𝗮𝗿𝗹𝘆
→ Ask: “If we solve this, how would we measure success?”
 → Example: “10 hours/month saved = 120 hours/year = $X cost recovery”
How I use it: Always mention measurable impact by call 2. If they can’t quantify it, it won’t get prioritized.

2. 𝗘𝗰𝗼𝗻𝗼𝗺𝗶𝗰 𝗕𝘂𝘆𝗲𝗿: 𝗡𝗮𝗺𝗲 + 𝗳𝗿𝗮𝗺𝗲
→ Ask: “Who owns the budget for something like this?”
 → Or: “Who would feel this ROI the most?”
How I use it: I try to identify + involve them before the demo. If I can’t, I always ask to loop them in during proposal.

3. 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗖𝗿𝗶𝘁𝗲𝗿𝗶𝗮: 𝗪𝗿𝗶𝘁𝗲 𝘁𝗵𝗲𝗺 𝗱𝗼𝘄𝗻
→ Ask: “What’s most important when comparing vendors?”
→ Bonus: Confirm priorities back in writing.
How I use it: Build my proposal in their words. Not mine.

4. 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗣𝗿𝗼𝗰𝗲𝘀𝘀: 𝗞𝗻𝗼𝘄 𝗲𝘃𝗲𝗿𝘆 𝘀𝘁𝗲𝗽
→ Ask: “What are the formal steps before we can get this signed off?”
 → “What’s happened in previous similar purchases?”
How I use it: I build a mini deal plan inside every recap email. Align dates + next steps to keep everyone honest.

5. 𝗜𝗱𝗲𝗻𝘁𝗶𝗳𝘆 𝗣𝗮𝗶𝗻: 𝗚𝗼 3 𝗹𝗮𝘆𝗲𝗿𝘀 𝗱𝗲𝗲𝗽
→ Ask: “What happens if this stays the same?”
 → And then: “What’s the impact on you personally?”
How I use it: If I can’t name a pain and a consequence, I disqualify or re-discover. No shallow pain = no deal.

6. 𝗖𝗵𝗮𝗺𝗽𝗶𝗼𝗻: 𝗕𝘂𝗶𝗹𝗱 𝗼𝗻𝗲 𝗼𝗿 𝗺𝗼𝘃𝗲 𝗼𝗻
→ Ask: “Who else agrees this needs to change?”
 → Test them: “If I sent this recap to your CFO, what would they say?”
How I use it: A real champion will coach you. If they won’t, they’re just an influencer.

7. 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝗼𝗻: 𝗡𝗮𝗺𝗲 𝗶𝘁. 𝗗𝗼𝗻’𝘁 𝗳𝗲𝗮𝗿 𝗶𝘁.
→ Ask: “What other options are you exploring?”
 → And: “What do you see as the key differences?”
How I use it: Position by comparison, not defensiveness. Your job isn’t to bash—it’s to guide.

How to bring it all together?
Create a simple MEDDICC tracker per deal
→ I used a Google Sheet, now Hubspot
→ 1 row per deal, 7 columns, updated after every call
→ Color code: Green (locked), Yellow (in progress), Red (unknown)

My bottom line:
MEDDICC isn’t a checklist.
It’s a deal-quality mirror.
 
Use it live, not just retro. 
Use it early, not just in QBRs.


𝗣𝗦. 𝗪𝗮𝗻𝘁 𝗮 𝗠𝗘𝗗𝗗𝗜𝗖𝗖 𝘁𝗲𝗺𝗽𝗹𝗮𝘁𝗲? 𝗗𝗿𝗼𝗽 𝗠𝗘𝗗𝗗𝗜𝗖𝗖  𝗶𝗻 𝘁𝗵𝗲 𝗰𝗼𝗺𝗺𝗲𝗻𝘁𝘀.

 How I Use MEDDICC to Win Real Deals

How I handle the “We don’t have budget” objection

(It saved 2 deals just last quarter)

Let’s be real - most reps hear this and either give up or jump into a discount.

But “no budget” rarely means no money.
It usually means:
- I don’t see the value.
- I can’t justify this internally.
- I don’t know how to sell this up.

𝟭/ 𝗙𝗶𝗿𝘀𝘁, 𝘀𝘁𝗮𝘆 𝗰𝗮𝗹𝗺:
Here’s how I respond instead:
“Totally fair - just so I don’t waste your time, are we talking ‘no budget at all,’ or ‘no budget right now for something like this’?”

Why it works:
→ It helps me understand if this is a “not now” or a “not ever.”
→ And it buys space to explore the why behind the answer.

𝟮/ 𝗡𝗲𝘅𝘁, 𝗜 𝗴𝗼 𝗱𝗲𝗲𝗽𝗲𝗿 𝘄𝗶𝘁𝗵:
“Out of curiosity - what would need to be true for a solution like this to get budget?”
Or:
“If this solved [pain they mentioned] - do you think budget would still be the blocker?”

This helps me to:
- understand if there’s pain but no urgency
- there’s urgency but I didn’t link it to business value
Or… I just didn’t speak their language yet

If they’re still hesitant?
I use this:
“Totally get it. Can I walk you through what this looks like when customers do create budget - and you tell me if it’s relevant?” 

𝟯/ 𝗧𝗵𝗲𝗻 𝗜 𝗽𝗮𝗶𝗻𝘁 𝗮 𝗰𝗹𝗲𝗮𝗿 𝗥𝗢𝗜 𝗼𝗿 𝗰𝗼𝘀𝘁-𝗼𝗳-𝗶𝗻𝗮𝗰𝘁𝗶𝗼𝗻 𝗰𝗮𝘀𝗲:
“If this costs €15K - but you’re losing 10 hours a week across 3 people at €80/hour… over 6 months, that’s €7.2K in just time. Not to mention [X impact].”
note: (best you have created an ROI with them??)

Because budget isn’t the barrier.
Justification is.

And if they’re still a no?
I always leave with:
“Let’s stay in touch - if anything shifts, I’ll make sure you’ve got the info to move quickly.”

𝟰/ 𝗧𝗵𝗲𝗻 𝗜 𝘁𝗿𝗮𝗰𝗸 𝘁𝗵𝗲 𝗮𝗰𝗰𝗼𝘂𝗻𝘁:
Re-multi-thread. 
And circle back later.
Stay in touch.

My take:
“We don’t have budget” is rarely final.
It’s just a request to show them why they should make one.

𝗣𝗦. 𝗛𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝗵𝗮𝗻𝗱𝗹𝗲 𝘁𝗵𝗲 𝗯𝘂𝗱𝗴𝗲𝘁 𝗯𝗹𝗼𝗰𝗸 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗯𝗲𝗴𝗴𝗶𝗻𝗴 𝗳𝗼𝗿 𝘁𝗵𝗲 𝗱𝗲𝗮𝗹?

Even after 5 years in sales, I still get nervous.

Every. Single. Month.

The fear doesn’t really go away.
- Fear of missing quota.
- Fear of letting the team down.
- Fear of losing that big deal I’ve been chasing for weeks.

I used to think once you hit a certain level, the nerves disappear.
They don’t.

You just learn how to work with them, not against them.

Here’s what helps me when the pressure hits:

1. I stop pretending I’m not nervous
→ I’ve learned that fear is normal - it means I care.
→ Once I accept it, I can actually focus again.

2. I move instead of overthinking
→ I go back to the basics: calls, pipeline, follow-ups.
→ Action always quiets anxiety.

3. I track effort, not just outcomes
→ At the end of the week, I ask: “Did I show up fully?”
→ Sometimes the wins come later - but the habits matter now.

4. I talk about it
→ I’ve realized most top reps feel it too.
→ The difference is we just don’t let fear make our decisions for us.

5. I work out 
→ I realised that going for a lunch workout or a run does wonders. 
→ I try to eat good food and go to bed earlier than normally. 

My take:
The fear never disappears.
It just becomes fuel.

If you still get nervous before the month closes - that’s not a bad thing.
It means you still give a damn. 

PS. What do you think?

From bottom to President’s Club in 3 years

(5 honest differences that got me there)

When I joined my company, I didn’t come in swinging.

I started at the very bottom of the leaderboard.
Last place.

The rep people quietly hoped would “turn it around soon.”

Meanwhile, others were hitting President’s Club.

I was losing deals I should’ve won.
It stung.

But the truth?
They weren’t more gifted or more charismatic.
They just had habits I didn’t have yet.

Here are the 5 differences that took me from the bottom… to P Club:

1. I stopped winging demos. I started preparing.
→ Old me: open the deck and pray.
→ New me: map every feature to the pain.
Action: Before any demo, ask: “What 2 pains am I solving today?”
 If you can’t answer, you’re not ready.

2. I stopped hoping. I started qualifying.
→ Old me: “Sounds great - let’s book a demo.”
→ New me: “What happens if this isn’t fixed in 3-6 months?”
Action: No urgency = no deal.

3. I stopped chasing. I started adding value.
→ Old me: “Just checking in.”
→ New me: “Here’s how another company solved the exact challenge you mentioned.”
Action: Every follow-up must teach, not nag.

4. I stopped selling to one person. I started multithreading.
→ Old me: rely on one champion.
→ New me: loop in CFO/VP by the second call.
Action: Ask: “Who else is impacted by this today?”
 If they can’t name someone, it’s not a real deal.

5. I stopped working on emotion. I started working on a process.
→ Old me: dial when motivated, stall when stressed.
→ New me: same routine, even on the bad days.
Action: Track weekly:
- Outreach → conversations
- Conversations → meetings
- Meetings → opps

Patterns beat feelings. Every time.

The result?
- Small changes
- Consistent effort
- Slow momentum.
 And eventually - President’s Club.

My take:
Top reps aren’t lucky.
They’re consistent.

Small habits. Repeated daily.

PS. That’s the real unfair advantage in SaaS sales.

 How I Went from Last Place to Presidents Club in 3 Years

My best-performing sequence hit a 38% reply rate

(No gimmicks. Just better emails.)

When I first started building sequences, I made every classic mistake:

- Long emails
- Generic intros
- Feature dumping

The “Hope this finds you well” energy

And my reply rates showed it.
Brutal.

It took months of testing, losing deals, and getting ignored to figure out what actually works.

Here’s exactly what changed - and how I consistently hit reply rates today:

1. I stopped writing for everyone. I started writing for one person.
→ “Finance leaders at growing companies” is too broad.
→ “CFO handling 200+ expense reports manually” is specific.

Action: One persona. One moment. One pain.

2. I cut my emails down to 4 - 6 lines.
Prospects don’t read long emails - they scan.

Format that works:
- Line 1: Relevant trigger
- Line 2–3: Insight
- Line 4: Why it matters now
- Line 5: One binary ask
If it doesn’t fit on a mobile screen, it goes.

3. I stopped spraying. I started targeting.
→ Old me: hope any account converts.
→ New me: laser focus on Tier 1 accounts, I warm up before outreach.
→ Salesforge 🔥 makes this easier in 2025 - unlimited email + LinkedIn senders to enroll contacts across channels and scale what’s working.

Action: Only sequence accounts you’ve warmed up in some way - comment, view, engage, or trigger.

4. I added a short insight in every touch.
Not paragraphs - one nugget.
Examples: 
→ “Teams with 200+ receipts/month often lose 10–12 hours weekly to manual approvals.”
→ “Most companies I talk to delay reporting by 5–7 days for the same reason you mentioned.”

Action: Teach something small. Relevance is the differentiator.

5. I switched to binary questions.
Not: “Let me know if you're open to a chat.”
But:
→ “Worth a 10-min look?”
→ “Should I send the workflow comparison?”
Binary > vague.
Always.

The result:
Real replies
Better triggers
Shorter emails
Cleaner sequence

My take:
1. Outbound isn’t dead. Bad outbound is.
2. Write like a human. Keep it short.
3. Speak to their world - not yours.

PS: I found an offer for you - Salesforge is giving 1 month of free access to the first 100 users for Black Friday. Just use the code BFCM100 and enjoy. 

PPS. Never thought I would turn into the "guy who has a discount code" but hey, here you have it 😅

Brand partnership • Helping sales teams win without the bro-energy || 1x President’s Club Winner || Senior AE @ Pleo

I closed a $100,000 deal this year 

(AI played a bigger role than I expected)

I’m not someone who believes AI will “replace sales.”

But I am someone who’s learned it can give you an edge when the deal really matters.

This one was a six-figure outbound deal - and here’s the bts:
I wouldn’t have closed it this fast without AI.

Here’s exactly how it helped:

1. AI caught details I missed
 Before a late-stage call, I asked my AI assistant to summarize every interaction so far:
→ Pain points
→ Priorities
→ Stakeholders
→ Objections

It surfaced a comment the VP made 6 weeks earlier about “manual approval bottlenecks.” 

I built my entire call around that line. It landed hard.

Action: After every big call, upload your notes/transcript and ask:
“What did I miss that would matter to the CFO?”

2. AI helped me prep for EACH stakeholder
When Finance entered the deal, use your AI like a Copilot (that is a bit smarter than you;))

I recommend using Apollo's AI Assistant to research:
→ What they care about
→ What they ignore
→ What objections they’re most likely to raise

It gave me a clean angle for each persona - ROI for Finance, workflow for Ops, simplicity for end users.

This saved hours I usually waste researching.

Action: Before every multi-threaded call, ask AI:
“Summarize the priorities and objections of this persona.”

3. AI handled the heavy lifting on ROI
I fed it:
→ Team size 
→ Benchmark data
→ Hours wasted today
→ Cost of manual processes

It turned those into a CFO-ready ROI story in under two minutes.
I only had to refine it - not rebuild it.
That ROI deck became the backbone of the business case.

Action: Ask AI:
“Turn this into a 2-slide ROI summary for leadership.”

4. AI helped me write the strongest recap I’ve ever sent

After the final call, I uploaded the transcript and asked:
“Write a concise, confident recap with risks, commitments, and next steps.”

Apollo’s AI Assistant helps turn a messy 45-minute meeting into a crystal-clear alignment email.

The CFO replied within an hour:

“Approved. Let’s move forward.”

Action: AI recaps remove emotion and add clarity - use them after every high-stakes meeting.

The result?
- Shorter cycle
- Cleaner alignment
- My largest deal ever

My take:
AI didn’t close the deal.
But it made me sharper, faster, and cleaner than I could’ve been on my own.

It wasn’t about shortcuts. 
It was about clarity.

In big deals, clarity closes.

𝗣𝗦. 𝗧𝗿𝘆 𝗶𝘁 𝗳𝗼𝗿 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳 𝗵𝗲𝗿𝗲: https://bit.ly/46uv8iv

𝗣𝗣𝗦. 𝗪𝗵𝗮𝘁’𝘀 𝘆𝗼𝘂𝗿 𝗴𝗼-𝘁𝗼 𝗔𝗜 𝘂𝘀𝗲 𝗰𝗮𝘀𝗲 𝗿𝗶𝗴𝗵𝘁 𝗻𝗼𝘄?

 How AI Helped Me Close a 100k Deal 

When I was an SDR, 70% of my outbound deals closed

(Here’s exactly what my AE and I did differently)

My AE told me this early on:
“You don’t win deals by knowing your tool.
 You win deals by understanding their pain better than they do.”

At first, I didn’t get it.
I thought being sharp meant knowing features, pricing, use cases.
Spoiler: It doesn’t.

So we made a plan. The result?
A 70% win rate on outbound-sourced opportunities.
No magic.
Just process.

Here’s exactly what we did:

1. We aligned weekly - no exceptions
→ 30 minutes every Monday
→ What’s working
→ What’s stalling
→ Which objections are killing deals
→ Which messages are landing

If your AE/SDR sync isn’t on the calendar, it doesn’t exist.

2. We didn’t spray accounts - we agreed on them
→ My AE sent me 10 dream accounts per week
→ With context:
1. Why this account
2. Who matters
3. What trigger we’re playing

Never prospect without knowing why this account, why now.

3. We ran the same talk track
No mixed messaging. No freestyle.
→ Same positioning
→ Same pain language
→ Same success stories

Record the AE’s best discovery calls and steal their exact phrasing.

4. We reviewed EVERY booked meeting together
Not just “nice job.”
We broke down:
→ Why they said yes
→ What objection almost killed it
→ What made them lean in

Create a shared doc:
1. Account
2. Outcome
3. Lesson
This alone doubled my consistency.

5. We multithreaded from day one
→ I warmed up end users
→ My AE went straight for power
→ Same account, different angles

Split by persona:
SDR = pain builders
AE = deal blockers

6. We followed up as a team
If they no-showed:
→ I re-engaged
→ AE sent value
→ Two angles, same story

Never let one person chase alone.

The result?
- Fewer “happy ears”
- Faster qualification
- Less deal rot
= 70% win rate on outbound

My take:
Great outbound isn’t about talent.
It’s about alignment.

The best SDRs don’t just book meetings. 
They help build deals.

And the best AEs don’t just close.
They help build pipeline.

𝗣𝗦. 𝗪𝗵𝗮𝘁 𝗶𝘀 𝘁𝗵𝗲 𝗢𝗡𝗘 𝘁𝗵𝗶𝗻𝗴 𝘆𝗼𝘂 𝗔𝗘 𝘁𝗼𝗹𝗱 𝘆𝗼𝘂?

taplio

The Battle

Max Nyman

Jan Benedikt Mundorf

Followers

Posts

Engagements

Likes

Performance ScoreJan Benedikt Mundorf's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Max Nyman

Jan Benedikt Mundorf

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jan Benedikt Mundorf's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreJan Benedikt Mundorf's LinkedIn Performance