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

Dee Acosta

Metadata

Giving marketers superpowers with automation and AI.

Ad AI, Sales, and GTM

Stack Moxie

The only solution built for marketers to test their martech stack before campaigns go live - and continuously. No more missed SLAs, lost leads, and bad tags. 

Check out our free PLG version on our website.

Sales and GTM Advisor

Aligned

Aligned is the best way to support your champions and accelerate deal cycles - period. Allowing individual reps to provide a repeatable, enterprise-grade experience to all opportunities.

Proud to support this team as they change the way sales are done.

Customer Advisory Board Member 

Modigie, Inc.

Notable achievements:
 - Largest deal company-wide Q4 2023
 - 300% of ramped quota
 - Implemented a modern sales motion
 - Ask me about the podcast I started

Company made organizational changes in the summer of 2024.

Senior Director of Sales and Strategic Growth

HockeyStack

Founding sales rep. In just half a year, I managed to more than double both our Annual Recurring Revenue (ARR) and customer count. I took our Average Contract Value (ACV) to new heights, way beyond just doubling it. 

I never lost a deal to a competitor nor have a single client opt-out. 

- Over $470,000 in new business in under seven months
- Doubled customer count 
- Raised ACV by 240%

Head of Revenue

metadata.io

#1 sales rep for new business bookings and rank in new hire class. 

Top performing rep company wide H2 2021 and H1 2022. 

Self-sourced half of new deals while working with a world-class marketing and GTM team. 

Sold several enterprise-grade deals in the six-figures, requiring consensus and strict procurement review. Along with deals with hot European companies.

Senior Sales Executive

Spiceworks Ziff Davis

Top-performing sales rep H1 2021. 

Top performing new business rep 2015, 2016, 2018, 2019 (you know what happened in 2020) against a million dollar quota. 

Largest deal company-wide 2018. 

Spearheaded the sourcing of 95% of new deals, consistently driving growth and exceeding a million-dollar quota.

All while co-managing the SDR team and onboarding new hires. 

My client portfolio includes prestigious Fortune 1000 tech giants such as HPE, Fortinet, Snowflake, Digitas, Tableau Software, Salesforce, and Adobe, among other top-tier companies.

Spiceworks Ziff David acquired Aberdeen in 2020.

Sales Director

Top performing new business rep:
- 2015
- 2016
- 2018
- 2019
- Largest deal company-wide 2018

Consistently delivered on a million-dollar-plus quota while sourcing my own deals.

Senior Sales Executive and Corporate Evangelist

Reeher LLC

Notable results while at Reeher: fastest first sale from hire.

Regional Director of Sales - East

Spiceworks Ziff-Davis acquired Aberdeen in 2020. 

In my role as an Account Executive and a Team Lead I am constantly challenged with developing creative ways to support clients’ goals. I also continuously aid in building the strategy and agenda of several of Aberdeen's practices. 

Net new clients that I have brought on during my tenure include many of the top tier organizations in their respective space.

Achievements:
Top Performing Aberdeen Account Executive Company Wide October 2009
Top Performing Tech Team Account Executive December 2010 
Top Performing Tech Team Account Executive Q1 and Q2 2011
Top Performing Tech Team Account Executive December 2011
#1 Account Executive in Bookings Company Wide H1 2012
#1 Non-Global Account Executive in Bookings Total Year 2012
#3 Account Executive in Bookings Company Wide Total Year 2012
Consistently delivered on a million dollar quota

Senior Account Executive and Team Lead

Account Executive and Team Lead

Forrester Research

Create qualified sales leads for the Forrester Marketing and Strategy New Business team.  This entails finding companies that are a fit for Forrester's services, conveying the value of research,  and creating business.  Constantly in touch with executives from innovative $500 million plus companies.

Member of Forrester's top performing team in Q1 2009.

Sales Development Specialist

Pipeline Coach / Proven Growth Driver / Trusted B2B Advisor

Dee:  A track record of positive energy and helping marketers at startups and enterprises build new business.  

Incredibly proud girl dad. 👨

Dedicated follower of the Challenger Sale Methodology and pClub. 

Proponents of diversity across all criteria.

Cancer survivor circa 2022.

Admiral General

B2B marketing attribution you don’t have to make up. 

Dee Acosta 📱

Here’s a super simple way to find out if your marketing is actually doing anything.

Take your target account list. Doesn’t matter if it’s 50, 100, or 500 accounts.
 
For now, let’s say 100. Split them into two groups of 50.

Group A:
 Run paid ads to them. Nothing fancy - just consistent air cover.
 One week later, have sales start outbounding those same accounts.

Group B:
 No ads. No air cover.
 Sales just does their normal outbound thing.

Now wait until the end of the month and compare:
 - Outbound → Meeting rate
 - Meeting → SAO rate
 - Pipeline created

And if you want to be really honest with yourself, check the full sales cycle, too.

Every time I’ve seen this test run, the same thing happens:

The accounts that saw marketing convert higher.
 Outbound lands better.
 Meetings happen faster.
 Sales doesn’t have to drag people across the finish line.

No attribution model. No dashboards. No politics.
 
 Just reality.

If marketing is actually warming up your market, you’ll see it instantly.

And if it’s not… well, that’s useful to know too.

H/T Joe Meier or inspiring this idea. 🦈

Dee Acosta 🤖

GTM AI / Growth Driver / Trusted B2B Advisor / Vibe Promoter

Hard to trust a company when they've lied to you for over a decade. 😡 

Intent is a core attribute of a 6QA. 

I've been saying this forever, and it feels like no one believed me. 


To quote a former president, “There's an old saying in Tennessee - I know it's in Texas, probably in Tennessee, that says, fool me once, shame on, shame on you. Fool me, you can't get fooled again.” #6Sense #intent #B2Bmarketing

H/T Jack Porter

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