Florin Tatulea

Common Room

Building outbound & pipeline generation systems with the very platform we are selling. 

Year 1: 500%+ pipeline growth

Head of Sales Development

Sales Flo

Building meaningful pipeline for GTM brands by engaging their audience through content creation across 80,000+ followers on LinkedIn, Substack & X. 

salesflo.substack.com
x.com/FlorinTatulea

I also do Sales Workshops and GTM Advising for some of the best B2B companies in the world: Shopify, LivePerson, Zendesk, Docebo, and Vendr.

Founder

pclub.io

Best Selling Course - Copywriting, Cold Email and Sequencing: https://go.pclub.io/florin

Course Author

Barley

Acquired by Workleap

Helping People/HR teams make smarter compensation decisions to stay competitive:

-Global Salary Benchmarking Data 
-Comp Planning Workflows & Reporting 
-Pay Equity Analysis 
-Total Rewards Communication

Director of Sales

Plato 

Acquired by Coda

Built the BDR/SDR function from scratch. 

Plato helps Engineering & Product teams build their skillset by providing access to the top mentors in the world from orgs like Google, Meta, Netflix, Spotify etc.

Director, Sales Development

Loopio

Acquired by PE

First sales hire at Loopio and part of an elite sales team as an SDR, AE & SDR Leader that grew revenues by 65x in 6 years leading to a high 9-Figure valuation.

As an SDR Leader, I helped scale the Inbound & Outbound function to a team of ~25 across Commercial, Mid-Market & Enterprise segments.

Senior Manager, Sales Development

Manager, Sales Development

Closed 100+ deals across Commercial, Mid-Market & Enterprise segments.

Notable deals include: Square, Ceridian, Mcdonalds (Dynamic Yield), Databricks, TripActions, Carbon Black, Bentley, Gainsight, Grammarly + many more.

Senior Account Executive

Team Lead, Sales Development

Founding SDR

PenPal Technologies

Business Development Manager

Banking Associate

STS Capital Partners

STS Capital Partners is an international investment banking firm specializing in mergers, acquisitions, divestitures, strategic consulting and advisory services for mid-market businesses. 

Worked on five $10MM - $100MM transactions within the real estate, airport logistics, IT & security and healthcare industries.

Analyst Intern, M&A

Sales Leader | LinkedIn Top Voice 2023 | GTM Advisor | Focusing on Seed → Series B

I'm a passionate leader that lives and breathes all things sales.

I was lucky enough to be the first sales hire at Loopio and have had the opportunity to be a part of and contribute to the exponential growth that had led us to a sales team of ~50 strong. In my 6.5 years at Loopio we grew revenue by 65x. 

I am now doing it all over again at Common Room

Whether it's been as an SDR, AE, Manager or Director, I'm constantly looking for ways to reinvent myself and my team.

I'm a people-first leader that understands that leading a team is not about me. It's about lifting others up and seeing them succeed. My success is simply a bi-product of my team's success. 

As a sales leader, I'm curious about scaling sales teams, generating pipeline, increasing win rates and lowering ramp times in a remote world.

As an individual, I'm passionate about copywriting, sequence/cadence building, leveraging social selling and the future of sales technology.

There are two metrics that not enough SDR teams are tracking.

It’s crazy to think about, but the reality is that most SDR teams are still largely ONLY tracked on volume, meetings and pipeline.

Don’t get me wrong ALL of those are still important. 

But you MUST be tracking SDR efficiency to really unlock and ultimately improve an outbound program.

Two metrics that are still extremely overlooked and tell you A LOT about your reps and business:

→ Contacts touched per qualified opp (S2)

Most teams (including ours) are not going wide enough into accounts...depending on who your ICP is. 

As an example: we sell to 4 Personas…. Sales, SDR, Marketing & Rev Ops.

Yet in our growth segment, our average contacts touched per account is 3. That needs to be fixed.

→ Penetration Rate: How many accounts to S2?

It quite literally tells you how many accounts you need to touch or assign to your reps in order to hit your number.

Let’s say you have an S2 quota of 24 per quarter. If each rep has 300 accounts and your avg. penetration rate is 6%, all else the same… your avg. rep will be hitting 18. 

You either need to increase the accounts they own/touch or need to figure out how to increase efficiency.

Otherwise you don't even stand a chance.

This is a great way to counter a top-down approach to quotas that are often unrealistic.

GTM Leader | LinkedIn Top Voice | Advisor

It's been pretty hilarious to see what some of the younger SDRs on our team that are more "AI-Native" use ChatGPT for. 

I had an SDR the other day making an argument for an opportunity that he believed should be marked as "qualified". 

He ran the full Gong transcript through GPT, input our qualification criteria and sent me a 3-page report explaining how it was in fact qualified. 

Fair enough Mr. SDR. Fair enough 🤣 🤣 🤣 

(It was still a no). 

Jking. 

I thought it was funny. Not something I would have thought of myself.

Shoutout to all the cold callers out there 😭 😭 😭 

We ran FullEnrich across our own contact database recently…  the results speak for themselves:

30% coverage in USA -> 80% coverage!!!

10% coverage in EMEA - 70% coverage

How?

They run a waterfall against 30 providers.

For the last decade, mobile numbers have been a constant battle for me. 

People are SLEEPING on FullEnrich.  

I met Benjamin Douablin earlier this year… after seeing the quality of what they built, we knew we had to integrate FullEnrich data into Common Room. 

Our customers now have access to premium phone number data as well.

One of my main goals for this year is partnering with a smaller number of brands that I actually use and find value in every day. 

FullEnrich is one of them. 

Fantastic product.

Brand partnership • GTM Leader | LinkedIn Top Voice | Advisor

There are two types of sales reps going into Thanksgiving week:

1. You convince yourself that it's the holidays and you let your foot off the gas

2. You bust your ass for the next 3 days, before a well deserved 4-day weekend and set yourself up for success come December. 

Which one are you? 

...If you are going to work. Why not be the second? 

Otherwise, just take the week off.

SDRs & AEs - here are 5 things that will help you finish strong in Q4 going into the Thanksgiving/Holiday Season (it's coming fast..)

1. Stop telling yourself that everybody is off and that you won’t book meetings.

There is always going to be an excuse any time of year. Talk to your prospects or somebody else will.
 
2. Understand that budgets for 2026 are being made right now. Executives are actively thinking about spend + what solutions they need to hit their 2026 goals as we speak.

3. Closed Lost/Not Now reports in your CRM are going to be your best friend right now. Make a list of everyone who told you that “next year” was a better time to talk. HIT THEM UP NOW!

We've actually completely automated this play in Common Room. We built a workflow that automatically finds and enriches every contact that's been on a Gong call with us in the last year and use our RoomieAI agent to go through the calls and write emails based on the context of the transcript. 

We've found 3600 contacts we can hit up. 

4. Your biggest objection right now is going to be "Not Now / Let’s talk in the new year"

ADDRESS THE OBJECTION UP FRONT BEFORE YOUR PROSPECT DOES:

Here is a template:

“I can appreciate that the holidays are coming up and things are going to be crazy.

Would you be opposed to taking a peek at how we can help with X, before everything gets crazy with the holidays / Q1?

From there, if it’s not something that makes sense, I won't waste either of our time in the new year."

5. Plan - There are 4 full non-holiday weeks left until end of year. Figure out your daily game plan. What do you need to do every day to hit your goals? 

Focus there.

LinkedIn’s inbox is still stuck in 2015. 

What’s up with that?

I literally don’t think it’s changed since I started posting on LinkedIn that year.

It’s the wild west and makes it incredibly difficult to prospect properly as a salesperson. 

A few frustrations of mine: 

1. There is no way to label or tag conversations
2. I don’t have a way to set automatic reminders for follow up
3. There is no clear way for me to know who actually accepted my connection requests when I drop people into a sequence
4. Also… why can’t I send a voice note from my laptop?
5. Answering a basic question about my network like “how many VP, Sales am I connected with” is more difficult than it should be. 

Mitchell and team just built my fav tool of the year. 

Kondo: Superhuman for LinkedIn DMs

It does every SINGLE one of those 5 things, in one of the most clean UIs I’ve had the pleasure of working in. 

I’m never going back.

If you use LinkedIn to prospect. Do yourself a favor and try it out. TRUST ME. 

They have an awesome “Black Friday” promo ending in 2 days...

2 months for free 👉 https://lnkd.in/dsYeYi8v

Report back and let me know what you think. 

#kondopartner

Here’s an insane hack to rank your brand #1 in ChatGPT that’s worth millions of $$$ in pipeline.

Steal this exact play if you sell to the Forbes ☁️ Cloud 100.

It requires some orchestration between the Growth and SDR team and was a play that Josh Lind and Matteo Tittarelli ⚡️(legends!) help us build:

Background: 

 ✅ The Forbes Cloud 100 are key target accounts for us… and also for our top prospects and customers.

 ✅ One of the value props of our RoomieAI agents is that it can generate full contextual account plans in seconds based on your internal data (i.e. CRM, Call Transcripts, Signals) and external data. 

—--

The idea: 

-Generate account plans for the Forbes Cloud 100 list and turn that output into SEO and GEO (generative engine optimized) pages for LLMs to rank. 

-Reps are using LLMs and searching for things like “[strategic account] + business model” as they conduct account research. 

-This allowed us to highlight the value prop of our product in a unique way and also drove LLM-based search traffic to our website. 

-----

The Execution of the Play: 

1. Generate 100 account plans for each company using our RoomieAI agent

2. Created 100 landing pages for each account plan and used an AirOps workflow to expand and format the account plans into LLM optimized pages that brought in traffic. 

AirOps is particularly good to rank in ChatGPT/Perplexity etc, where most search traffic is going.

3. Use our website de-anonymization functionality to identify key stakeholders on these pages and have our SDR team hit them up with tailored messaging.

4. Repurpose the account plan pages and send them as value adds to accounts that likely have the Cloud 100 as key accounts.

AirOps made a free tool that shows you exactly how often ChatGPT, Claude, and Perplexity mention your brand vs competitors.

Comment "RANK" and I'll send you the link to run your AI Search Audit.

(Takes 30 seconds and it’s FREE)

Engineer (GTM/AI) @ Common Room

B2B positioning, websites, launches & content | Duolingo streak keeper 🇯🇵

AirOps

Vibe coding is HOT.

It quietly wipes out 80+ hours of manual RevOps work every month. But most people are thinking about it the wrong way…

There’s a massive opportunity for GTM & Ops leaders to change how they operate.

The general narrative around vibe coding platforms is that they’re meant for coders and entrepreneurs to kick off new businesses…

At least that’s how I interpreted it.

BUT after digging deeper, I came across a ton of use cases to vibe code your own internal solutions, the ones that remove the painful, repetitive, 80-hour problems your team keeps dealing with every month.

Here are 3 examples:

--> Territory planning & account router

Apply your own custom rules (industry, ARR band, geo, partner involvement)
to generate territory splits and account assignments automatically.

--> Lead routing & SLA monitoring

Build a small app that connects to your CRM via API and: 

-Applies your routing logic (segment, intent, previous owner)
-Flags SLA risks in real time and alerts in Slack
-Produces a live dashboard with time-to-first-touch, SLA breach counts, and chronic slow responders

--> Pipeline hygiene & forecast assistant

-Pulls open opportunities
-Flags issues (no next step, stale stages, pushed close dates, missing contacts)
-Uses your rules + LLM scoring to highlight risk

Do I believe you can “vibe code” a new BI tool, CRM, or forecasting platform?

No.

But for targeted use cases, especially for orgs without unlimited budgets and insane complexity... it’s a fantastic way to eliminate massive manual effort.

Want the breakdown of how to do this?

👉 Comment “VIBING” and I’ll send it to you.

Happy Thanksgiving to all of our American friends down south! 

Grateful for you all. 

Enjoy the long weekend :)

Here’s a question that I think most of these outbound AI agencies with the “I’ve booked 1000 meetings in the last week with this AI workflow” would be hesitant to answer: 

1. How many of the meetings you booked for your clients showed?
2. How many were qualified? 
3. How many were closed won?

A booked meeting doesn't mean anything in itself. 

Don't always believe the hype.

The data speaks for itself. 

We found images in emails work 3x better. Here’s why…

We recently ran an A/B test and found that images in cold emails outperform plain emails (when done right).

“An image is worth a thousand words” 

Obviously it depends what the image is about. For us, relevant memes work extremely well at breaking through the noise (it’s not something AI has done well at scale yet).

The problem has been that traditionally this would hurt your email deliverability. 

That’s why we always saved the links and assets for the follow up email after you hit the inbox. 

The rules of the game have changed though. 

Maildoso recently launched Custom Domain Tracking that allows you to safely add links straight from your FIRST email without hurting deliverability. 

This means you can finally:

-Embed direct booking links
-Drop videos right away
-Add images to paint a better picture 

Check it out for yourself: maildoso.com

X is soon releasing “Hiring” and “Jobs”. 

As a matter of fact, it’s already here: 

Is LinkedIn cooked? 

Doubt it. 

It’s one thing to have job posts up. 

LinkedIn is still the best database for real-time information on where people work. 

That data is invaluable and there are network effects that make it difficult to switch. 

Many have tried to replace it. Only time will tell. 

What do you all think?

graphical user interface, text, application, chat or text message, Teams

Founder, Outbound OS | Proven systems for SaaS sellers to book 30-50% more meetings in 90 days

Joined Revolut as the the youngest AE in Jan 2024. Hit 141% and closed the most outbounds out of any new AE.

Before that, Founding SDR, 138% attainment, never missed quota, self-sourced $1.2m+ in pipleine. 

Before that, D2C sales in real estate, insurance, security & charity.

Super privileged to have got incredible sales training when I first started in sales. Realised when I was running a team of 10 people coaching is what I actually loved doing.

Now I get the chance to teach sales every day, write a about it on here, send emails about it, make YouTube videos about it, and do consulting to help reps and companies book more meetings

Company goal: Help every B2B SaaS seller hit their quota.

Book a call with our team to learn how here: https://calendly.com/maxhwilson/strategy-call-max

Aaron Reeves

NEVER use GPT for cold emails again…

The new Gemini 3 prompt can write you a sequence in minutes

Most reps struggle with booking meetings through email

→ Generic templates that feel spammy
→ Follow-ups nobody responds to
→ Dry pipeline

I just built a prompt for Gemini 3 based on real sequences from 1000s of emails in my community that get upwards of 8% reply rates on cold emails.

The capabilities are insane:
→ Writes full sequences instantly
→ Creates followups people actually respond to
→ Leads with value, not desperation for another deal

This isn't just theory - I've used this system across multiple industries with the reps I coach.

The best part?

It costs $0 and can d this in minutes isnetad of spending hours trying to write effective messaging.

I've included everything in the library:

→ The way for it to understand your offer
→ The inital email prompt t write effective initial emails
→ The structure to create full sequence that

Want the prompts?

- Connect with me (needs to be connected)
- Comment “GEMS” below
- Like this post

I'll send it straight to your DMs in 24h

P.S - We need to be connected so I can send it over

P.S.S - If you want priority access to this repost this and I’ll get it over

Outbound → Meetings | Outbound consulting that actually works | Founder @ Outbound OS™

LinkedIn outreach is DEAD. I mean it this time.

(Unless you know what 0.1% of salespeople discover)

After sending thousands of LinkedIn DMs across 47+ industries...

ONE specific approach generates 95% of the results

It's not in any $10,000 course.

It's not what LinkedIn "gurus" teach.

It contradicts every "best practice" you've heard.

The top 0.1% of sales reps guard this secret religiously.

Today, I'm exposing everything.

Want the exact sequence + psychological breakdown + plug & play templates?

1. Like this post
2. Comment "DM" below
3. Send me a connection request

And I'll DM the complete system within 24 hours.

P.S. ♻️ Repost this for priority access! These posts can go viral fast so if you want it ASAP make sure to give it a repost.

This year I’ve been to 11 counties, 3 continents & I’m on track to have my first ever $100,000+ month.

Crazy thing is I grew up on free school meals in council housing.

People now see all the wins like:

- Being able to push for 700k+ revenue in my second year
- Being able to travel the world whilst building a business
- Being able to do what I want (to a degree)

But most people didn’t see my story and what made me want to work so ahrd:

- Not being able to go to events with my friends as we couldn’t afford it
- Not being able to get the new gadets like everyone else
- Not being able to get the clothes I wanted as a kid

But my childhood was literally the best it could’ve ever been.

I had amazing parents and people who supported me.

Truly I wouldn’t change anything for the world but I heard this phrase and it got me thinking.

"the adult is developed to protect the child” - Freud

You become the person who would’ve looked after the younger you.

- Maybe it’s to give the care you neevr got
- Maybe it’s to give the support you never got
- Maybe it’s to give the freedom you never got

IDK what I’m trying to get it but we’re all formed by some sort of trauma in life and sometimes you have to sit back and say.

“Wow little Aaron would think this Aaron is so fucking cool and want to be like him” and that is enough.

Just take a second to pause as you’re climbing the mountian to look and appreicate just how far you’ve come.

Anyways here is an unrelated pic of me in Dubai from this year lol

Take massive action and BE PROUD OF WHAT YOU’VE DONE!!!!

The Outbound OS team booked 58 meetings last month with just 2 reps. That's 29 meetings per rep. Most teams of 10 SDRs struggle to hit that. Here's our full backend system that enables us to overdeliver:

Dominic Tolan is rmaping and booked 7 meetings in 7 days last month, but Josh Etim & Harry Wilson were able to book 58 meetings between them which is INSANE. So here is our full backend stack.

1. Clay - Our Data Orchestration Hub

Clay is the brain of our operation. Every account we target, every enrichment we run and workflow we build happens here. We're not manually pulling lists or copying data between tools. Clay automates the entire research and list-building process so our reps spend zero time on admin and 100% of their time selling.

2. FullEnrich - Our Data Source

Clean data = better conversations. Fullenrich gives us accurate contact info, verified emails, and phone numbers without the guesswork. We're not bouncing emails or calling dead numbers. Our reps are reaching real people at the right companies because our data is bulletproof.

3. Instantly.ai - Our Email Sequencing Engine

We run all our email sequences through Instantly. Subdomains, A/B testing, deliverability optimization, it handles it all. Our reps don't manually send follow-ups or track opens. The sequences run automatically, and our reps just jump in when someone replies.

4. Claude + ChatGPT - Our AI Models

Claude writes our outbound messaging. ChatGPT handles our content. We're not sitting around crafting emails from scratch or spending hours on LinkedIn posts. AI does the heavy lifting on personalization and copy, and our reps just review and send. Speed without sacrificing quality.

5. Allo - Our Dialer

Cold calling still works, but only if you're efficient. Allo gives us a local US & local UK number that are both complaint and don’t get marked as spam. This along with the data quality we have allows us to maintain 28% connect rates which is insane.

That's it. Simple. Efficient. Repeatable.

Most teams think they need more headcount.

We proved you just need better systems.

2 reps. 65 meetings. Every month.

That's what the right stack can do.

P.S This only works when you have the right messaging to scale, that is what we teach everyday in Outbound OS. So if you want to book more through cold outbound drop me a DM now.

Josh booked 13 meetings last week. Harry booked 10 meetings last week. Both had PBs & we’ve already closed $52,000 this month. It is INSANE rn so here are 5 things that is helping our team to become a top 0.01% sales function

So for starters, let me tell you I was not the best leader:

- I didn’t coach the team as much as I should’ve
- I didn’t give them feedback as much as I should’ve

But over the past 2 weeks we’ve had a HUGE shift internally and the results have been insane:

- 36 meetings booked 2 weeks in
- Both having record days, Harry with 4 & Josh with 6 in a day
- $52,000 in closed won revenue (pacing for $100,000 this month)
- It has honestly been wild, so this is what changed for us

1. Culture
“Just Win.” We refuse to let people blame external factors and completely focus on what's in our control. What can we do to set ourselves up better? This shift of accountability has massively increased the performance of the team.

2. Training
The team has been getting four hours of coaching a day for a couple of weeks and this has completely retrained them. I was so busy on coaching calls that I didn't have time to go over the specifics. I started working with one of my close friends. They came in gave incredible coaching and the results have paid off massively

3. Teamwork
NGL Josh & Harry were so competitive it was causing issues hahah. They were going AT it. But that is how greatness is created. Harry came in and raised the bar, so Josh had to match it. Now they are competiing in a healthy way and it’s mutually benefical to both of them.

4. Lead Lists
This one sounds painfully obvious but we just gave our reps the highest intent leads. We use Clay to surface all of the leads who've engaged with our content and followed us, showing some sort of intent. And then we reach out to those people first, as they're the closest in terms of potentially converting. This has massively increased our response rates and meetings booked

5. Daily Action
The team focuses on action every day. They work hard. In sales, it’s not the crazy tactics that make the difference. It’s just turning up every single day and doing the work regardless of how you feel.

To be hones,t I'm still learning so many things about being a better leader as it's been a really tough transition to move from doing A-player tasks to now managing A-players doing the A-player tasks.

But that's the beauty of business - there's always something new to learn and always something to improve on.

But spending time with your team to invest in them is something EVERY  leader should do to the point I’ll be spending time with all my team every day now.

We are growing FAST like REALLY fast, mainly down to the people we coach getting results.

So if you want to see how we work in Outbound OS you can drop me a DM and apply to work with us.

But if you’re a BDR or AE trying to self-source more pipeline, I thought this was useful and if you enjoyed it give it a repost or send it to 2 friends.

I used to pray no one would pick up my calls

My heart used to drop when it was ringing

The fear of rejection was real.

I HATED picking up the phone.

But after a few months, I was hitting 150% with the phone being key.

So here's the 5 steps I followed to get over my fear and start booking meetings.

1. Made a script
I built a script with my manager on what to say. I stopped going in blind to every call and stuck to my set structure.

2. Wrote down objections
I used to cave to every objection. So I wrote them down and had flashcards with what to say for the most common ones.

3. Practised with my team
Before a long call block, I would roleplay for 15m at least. This got me confident and in the zone before calling strangers.

4. Practised again & again.
I said my opener 20 times, then my first few lines 20 times, then my pitch 20 times etc. I became confident through repetition.

5. Ate the frog first thing
I made my calls the first thing in the morning. Trying to put it off only made it worse and built my anxiety even more.

Calling will never be fun, but it is one of the best ways to build qualified pipeline.

So just commit to the process and get the reps in.

It made all the difference for me

#sdr #outbound #sales #saas #coldcalling

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Florin Tatulea

Aaron Reeves

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The Battle

Florin Tatulea

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