Florin Tatulea

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.

Director of Sales

SDRs - Your cold call opener doesn’t really freaking matter. 

Sorry to break it to you. 

I've seen SDRs absolutely kill it using "Hey, how are you?".

I've also seen others kill it using a permission-based opener like: 

"Hey Tom, I know, I'm calling out of the blue. Mind if I take 30 seconds to explain why I'm calling? If it's not interesting from there, feel free to hang up".

Most of the ACTUAL battle is your tone, energy and confidence.

These are all things you can work on with enough practice.

You need to:

1. Deeply understand your persona - read books/blogs, look up what memes/jokes they like, how they talk, what they are measured on, where they hang out, how they think. Obsess over it.

2. Repetition - nobody likes to hear it but you just have to make thousands and thousands of calls. Period.

Get yourself a fantastic data platform like FullEnrich so you actually get shots at bat with real people.

(Their 30-provider enrichment waterfall is NUTS for mobile numbers… we use it).

3. A "just get it done" mentality.

4. Stop trying to be other people - The exact phrases that work for another person WONT work for you! 

Use words you are comfortable using, sense of humour (or lack thereof), natural tone etc. 

It sounds rehearsed and awkward (and probably makes you nervous) to try to force someone else into your calls. 

So…..

Stop analyzing everything all the time. Just make the damn calls and learn from your mistakes.

It's really not rocket science.

#FullEnrichPartner

GTM Leader | LinkedIn Top Voice | Advisor

PSA to all sales reps. 

Nobody is reading your ESSAY of a follow up email after a sales call. 

Why are we still doing this? 

Stop with the links, case studies and generic templates.

Here’s a template that’s short and sweet that I stole from Salman Mohiuddin  Mohiuddin a few years ago: 

——-

Hi , 
Appreciate your time today. 
A few highlights from our call yesterday:

* X
* Y
* X 
Confident {Your Company} can help solve all of these things and excited to continue the conversation. From here:

* XX
* YY
* ZZ

Anything I missed?

——-

That’s it. 

Oh, and maybe don’t just send the same email to everybody on the call. 

Tailor each one to the different people on a call. 

It’s really that simple. 

#sales

An important lesson here that dooms most GTM teams from the start.

Why is it so hard to grasp?

How you target and build your account lists is MORE than half the battle. 

First - let's start at the account layer.

Saying that your ICP is venture-backed "B2B SaaS" companies isn't helpful. 

There are so many differences in how a B2B SaaS company goes to market. 

Let's use their GTM motion as just ONE example:

An org can have a GTM motion based on Product-Led Growth, Sales-Led, Open Source-Led etc... all of these companies go to market COMPLETELY differently. 

The same message likely won't land for these different motions. 

Second - the persona layer. 

Based on the motion a company has, the problems a "Demand Generation Marketer" has are also completely different. 

Even with the best copy in the world, your message has now failed at the account level AND at the person level. 

Your reps were doomed before you even started.

A lesson I've learned the hard way in the past.

h/t to Yurii Veremchuk for the inspo

#sales #outbound

There's a fundamental flaw with how outbound teams approach messaging that I see over and over again.

We've gotten to a place where "signals/triggers" have become a commodity.

The signal should NOT be your message. 

The signal is actually just telling you that it COULD be the right time. 

Let's say I'm a rep at an observability platform that monitors outages for software teams... I happen to get a pricing page web visit from an ICP persona. 

Unfortunately most reps will default to Example 1 which is a massive problem for a few reasons: 

1. There is no additional value that a salesperson brings to this interaction that can't be automated by a simple marketing email.

2. Being on your pricing page MIGHT indicate interest, but you can't assume it. 

As a salesperson, your job is to take a signal and paint a contextual picture as to why this is the perfect time to evaluate/purchase your solution. 

CONTEXT is what is missing in a lot of outbound messaging and sales cycles. 

Tell an exec something they don't know or help them connect the dots on something they might be thinking about. 

Not enough teams are doing it. 

#outbound #sales

Here are the 10 platforms in our tech stack we ACTUALLY found valuable for our team in 2025: 

1. Common Room - the brain behind our GTM engine. The Jarvis to our Ironman. 

Having one platform where so much valuable GTM data and workflows are unified has helped us and our customers deeply. A lot of people still don’t fully understand how much the platform actually does. Most people at first glance think it’s a contact-level signal & intent platform. Much deeper actually.

Internally in 2025 we used Common Room’s AI agents to “GTM Engineer” and do the following:

TAM/SAM Analysis, List Building, Account Research (i.e. Crawling websites for custom signals, 10K reports etc.), Contact Enrichment (Phone, Email, LinkedIn), Duplicate Detection in CRM, Signal/Intent detection (i.e. CRM data, Gong Transcripts, Web Visits, Negative + Positive Reviews, Product Usage Data, Social + Community Engagement, Job Changes, Tech Stack, Job Listings), Dynamic Lead Scoring, Competitor Analysis...

This info was then summarized by our AI agents, pushed to reps in real time and provided suggested messaging/actions to take. 

2. FullEnrich - contact database and waterfall enrichment across 20 providers. For us, it was especially fantastic for phone numbers across all regions and hard to find contact data for prospects outside of North America. It was so good we built a deep integration directly into Common Room for customers as well.

3. Wiza - As a stand alone contact database and provider, they have some of the best contact info out there right now. 4x connect rates compared to Apollo. Solid workflows from Sales Nav.

4. Nooks - AI-Dialer and Virtual Sales Floor. Doing power hours together, being able to listen in and coach on live calls, all while making it way easier to have more conversations on the phone. We 10x’d the number of conversations we had with prospects per month.

5. Outreach - our Sequencer. Lots of people hate on Outreach, but the backend, workflows and deep integrations into other GTM platforms (especially Salesforce) are still relatively unmatched.

6. Kondo: Superhuman for LinkedIn DMs - LinkedIn inbox management. Made us SO much more efficient at LinkedIn outreach. Can't believe there wasn't something like this sooner. 

7. Gong - Call recording, analysis, deal management & forecasting. Best platform in the market for this IMO.

8. Chili Piper - scheduling and lead routing. Super easy to use and helps us run all inbound.

9. Perplexity - our day-to-day LLM. Deep research, ideation, data analysis, completing tasks that are mundane with ease.

10. LinkedIn Sales Navigator - Still the most up to date database of professionals on the planet. Very helpful for building the best lists. 


Hope this was helpful! Stay tuned for my list of tools I'm bullish for going into 2026 👀 

#sales #gtm #outbound

LinkedIn DMs are a MESS.

What that means is, if you’ve been prospecting consistently over the past 6-12 months...

You probably have at least SIX FIGURES in STALE PIPELINE to re-engage.

The problem is that LinkedIn’s DM search and UI make it nearly impossible to navigate and find buried gold. 

Luckily, I stumbled upon the solution a few months ago and I have a prediction: 

Kondo: Superhuman for LinkedIn DMs will be one of the most widely adopted productivity tools in 2026 with massive growth. 

It makes executing on LinkedIn so much easier for reps. 

One of my reps booked 3 meetings right away after installing Kondo.

I almost can’t believe that it took this long to come out with a solution. 

With it you can: 

1. Actually search keywords properly and find profiles 

2. Organize, Label & Tag conversations: I use “Prospect”, “Vendor”, “Customer”, “Side Hustle” tags

3. Set automatic reminders to follow up..

4. See exactly who has accepted my connection request. 

5. Sync convos back to CRM.. much better visibility for coaching reps on how to use LinkedIn

All in a clean UI. 

I’m never going back.

If you want to keep wasting time and navigating an Inbox that hasn't been updated in 20 years, you should ignore this. 

Otherwise, jump on this January promo ending in 2 days...

2 months at no cost 👉 https://lnkd.in/dsYeYi8v

#kondopartner #sales

Turns out... I still got it.

Cold Email Showdown on 30 Minutes to President's Club.

Had a TON of fun going up against one of the best cold email reps in the game, Evan Greek.

3 Rounds... very different context for each email. 10 minutes to write on the spot and judged by the man himself, Jason Bay. 

Here's the email that gave me the edge early:

(Situation: Selling vegan burger meat to McDonalds)

------

𝐒𝐮𝐛𝐣𝐞𝐜𝐭: 𝐑𝐨𝐧𝐚𝐥𝐝'𝐬 𝐛𝐞𝐞𝐟 𝐢𝐬𝐧'𝐭 𝐰𝐢𝐭𝐡 𝐮𝐬

Saw The New York Times report on Ronald threatening to quit after the market share loss, Jason.

Was looking at both of your menus and noticed a potential opportunity for you all. Have you considered a vegan burger option? 22% of the world is vegetarian, and there is a big opportunity to increase market share that you aren't paying attention to.

Can I send over a couple of patty samples? I promise not to disappoint.

Let's win you back the crown.

------

30 minutes of us walking through our thinking process. 

Give this a watch if you have some time :) 

Full video in the comments

#sales #outbound

Is Juliano Massarelli dominating anybody else’s social media feeds or is it just me? 

🤣🤣🤣

Most sales tools aren’t actually designed for the nuances and workflows of how sales reps operate. 

I know because I’ve tested hundreds of platforms over the last decade.

It’s usually the small decisions… sometimes even just simple UI/UX designs that determine whether a tool fits in your workflow or fights against it.

One platform with truly thoughtful design is Prospeo.io. 

They just shipped a V2 of the platform and I’ve genuinely enjoyed using it.

3 things stick out for me:

-Triple verified emails and mobiles 
-Weekly data base refreshes (most providers are every month or quarterly)
-Lowest price per mobile number ($0.010 VS. $1 for others)

They actually have the best match rate for verified emails in Clay’s waterfall. 

Sharing a quick video with what changed + why these product designs matter a real SDR workflows.

What’s been your favorite sales tool recently? 

#prospeopartner #sales #outbound

Join 30k+ sellers learning LinkedIn’s best sales strategies.

SalesDaily started with one goal:

Make it easier to access good sales advice.

Every day, I collect the best ideas I find: from top reps, managers, and operators, and turn them into resources you can actually use.

Right now, 28,000+ people read it:

• Sales managers who want to coach better without starting from scratch
• Sales reps looking to improve how they prospect, run calls, and close

What you can expect:

• Tactical sales advice from top performers
• Sales infographics and cheat sheets
• Frameworks for messaging, meetings, objections, and more

If you’re in sales and want stronger inputs for your day-to-day work, check it out:
👉 salesdaily.co/subscribe

You don’t need more theory.

You need better material. That’s what I focus on.

Haris Halkic

Handle objections like a six-figure salesperson

It’s not about talent. It’s about preparation. 

Here’s how to tackle objections effectively:

→ Anticipate common objections, plan your responses.
→ Reframe objections into opportunities to add value.
→ Practice these strategies until they become second nature.

👉 Get more cheat sheets like this- sign up for SalesDaily: https://lnkd.in/d44uGBWC 

12 common sales objections and how to respond to them:

1.) We’re already working with another vendor.

⇢ Acknowledge their loyalty and ask what they value most.
⇢ Differentiate by emphasizing areas where you outperform competitors.
⇢ Ask: “What’s one thing you wish they did better?”

2.) This isn’t a priority.

⇢ Show understanding and suggest exploring how you can prevent a specific problem later.
⇢ Ask: “Would a quick chat now help for when it does become a priority?”

3.) We don’t have the budget.

⇢ Use humor or empathy to acknowledge their constraints.
⇢ Offer a preview so they can assess if it should be on their radar for next year.
⇢ Ask: “Would that work for you?”

4.) I need to think about it.

⇢ Respect their hesitation and offer to schedule a follow-up.
⇢ Ask: “What specific questions are still on your mind?”

5.) Send me an email.

⇢ Agree but provide context to ensure relevance.
⇢ Ask: “Would these outcomes align with what you’re focused on now?”

6.) I’m not interested.

⇢ Subtly acknowledge their position while offering value.
⇢ Ask: “Would exploring this together make sense before deciding further?”

7.) Where did you have my number from?

⇢ Clarify politely and explain where you found their contact information.
⇢ Reassure them by tying your outreach to their goals.

8.) Your price is too high.

⇢ Acknowledge their concern and reframe the conversation to focus on value.
⇢ Ask: “Do you feel confident our solution would help you achieve your goals?”

9.) We’re happy with what we have.

⇢ Validate their satisfaction but share examples of clients who improved despite being content initially.
⇢ Ask: “Would you be open to exploring potential gains on your end?”

10.) Call me back in 4 months.

⇢ Agree and ask what’s expected to change in that timeframe.
⇢ Probe lightly to uncover urgency: “Would anything make it worth discussing sooner?”

11.) I’m not interested.

⇢ Acknowledge their decision and highlight how their role impacts outcomes.
⇢ Ask indirectly: “Would it make sense to explore other perspectives before deciding?”

12.) We tried something similar before, and it didn’t work.

⇢ Avoid sounding defensive and reframe the conversation by emphasizing how you’re different.
⇢ Transition back to the pitch confidently: “Let’s dive in, and I think you’ll be pleasantly surprised.”

Preparation is the key to handling objections confidently. 

P.S. Part 2 of this series will be published next Thursday

⤷ Get my results-driven sales cheat sheets – used by top reps & sales leaders 👇

Sales isn’t hard - distraction is

Most reps know what to do.

They just don’t have the space to do it.

-> all my free sales cheat sheets in one place: https://lnkd.in/dHX_C7He 

Your pipeline isn’t suffering from lack of effort…

It’s buried under notifications, tabs, and busywork.

Here’s what’s killing your focus every day:

🚫 Jumping between 7+ tools to find one answer
🚫 Starting the day without a clear plan
🚫 Getting stuck in research instead of outreach
🚫 Writing the same emails over and over
🚫 Letting CRM updates eat your selling time
🚫 Reacting to every ping like it’s urgent

Here’s how top sellers stay in control:

✅ Plan your day in 3 priorities - no more
✅ Use templates to cut writing time in half
✅ Block time for focus work and protect it
✅ Automate follow-ups so nothing slips
✅ Update CRM once a day, not all day
✅ Track progress to stay motivated

Productivity isn’t about doing more.

It’s about doing what matters, on repeat.

This cheat sheet makes it simple.

One page. Clear steps. Real momentum.

📌 Save it. Share it. Tape it to your wall.

 Your sales day deserves better structure.

➕ Follow for more sales systems, infographics, and templates. 

📬 Subscribe for proven sales frameworks, daily insights & free resources: https://lnkd.in/dHX_C7He 
(already 40,000 sellers are on board)

20 Sales Methodologies for B2B Selling 

There’s no universal sales playbook.

But there are proven systems that fit different buyers, teams, and cycles.

👉 To get the high-res PDF version for free, sign up at https://lnkd.in/dJzfiyp7 


Here are 20 B2B sales methodologies worth knowing:

1. SPIN Selling
Question-based discovery through logic and insight

2. SNAP Selling
Fast, frictionless decisions for distracted buyers

3. GAP Selling
Bridge the gap between current state and desired outcome

4. SPICED Framework
Urgency + qualification through buyer-focused lenses

5. MEDDIC
Complex sales qualification with high-stakes buying teams

6. MEDDPICC
Adds Paper Process + Competition for deeper enterprise rigor

7. CHAMP
Qualifies based on Challenge, Authority, and Priority

8. NEAT Selling
Discovery focused on Need, Economic impact, Access, and Timeline

9. Sandler Selling System
Reverses buyer-seller psychology to lead with control

10. Challenger Sale
Reframe thinking, teach with insight, disrupt status quo

11. Insight Selling 
Tailored insights to co-define buyer needs

12. Command of the Sale
Process-control to drive deal momentum

13. Strategic Selling
Map influence, politics, and power in multi-threaded deals

14. Target Account Selling
Orchestrates teams to win high-value accounts

15. Winning by Design
Repeatable, scalable sales systems across GTM teams

16. Buyer Facilitator Framework
Reduce internal friction for customer-centric deals

17. Sales Acceleration Formula
Metrics + scalable hiring for fast-growth teams

18. Buyer-Centric Selling
Focuses on value that feels real to the buyer

19. The Science of Selling
Behavioral science for how buyers decide

20. Value Selling Framework
Link solution capabilities to measurable outcomes

—

You don’t need all 20.

You just need the right one for your motion.

Pick based on:

• Deal complexity
• Buyer type
• Sales maturity
• Team structure

👇 Which one do you rely on, or want to dive deeper into? 

📬 
Get my sales infographics as printable PDFs, proven frameworks & top seller tactics: https://lnkd.in/dJzfiyp7

Struggling to stand out in sales?

It’s probably not your product.
Or your pitch.
Or your comp plan.

-> Get all free sales cheat sheets: https://lnkd.in/d4jTSe4X 

It’s the small things you’re ignoring — the habits that require zero talent but separate real pros from everyone else.

📌 You don’t need to be the smartest person in the room.
📌 You don’t need years of experience.
📌 You don’t need to sound like a script.

You just need to show up like someone who gives a damn — consistently.

The best sellers?

→ They’re prepared before the call even starts
→ They follow up when others forget
→ They’re present, punctual, and obsessed with getting better

These aren’t “nice to haves” — they’re non-negotiables if you want to earn trust, win bigger deals, and get promoted faster.

Top reps don’t wait for talent to carry them.

They build habits that do the heavy lifting.

—

📌 Save this as your daily self-check.
♻️ Share it with someone who needs a reset.

📬 Join 40,000+ sellers who subscribe for proven sales frameworks, cold outreach templates & tactical insights:
https://lnkd.in/d4jTSe4X

How to Crush Your Quota in 2026


1.) You’re not selling a product.
⇢ You’re selling outcomes. Your biggest competitor is their comfort zone, not another product.

2.) Rejection isn’t personal.
⇢ It’s part of the game. Treat "no" as feedback, not failure.

3.) Never ignore your pipeline.
⇢ Consistent prospecting keeps your future deals alive. Don’t let busyness today cost you tomorrow.

4.) Discovery drives deals.
⇢ Great sales start with understanding your prospect’s real challenges, not just their surface needs.

5.) You’re not the hero. They are.
⇢ Your job is to empower them. Position yourself as the guide, not the savior.

6.) Buyer’s timeline > your quota.
⇢ Rushing them kills trust. Focus on their process, not your deadline.

7.) Features don’t sell. Stories do.
⇢ Share how someone like them succeeded using your solution.

8.) Follow-up is the real closer.
⇢ Deals often close after 10+ touches. If you stop at 5, you’re losing opportunities.

9.) Silence is a power move.
⇢ Ask a great question, then stop talking. Let them reveal what matters most.

10.) Prospects don’t care about you.
⇢ Show that you care about them first, and they’ll start to listen.

11.) You’ll never "arrive" in sales.
⇢ There’s always more to learn, more to improve. Embrace the journey.

12.) Ask your customers for introductions.
⇢ Referrals convert faster and better than cold leads. Don’t hesitate to ask.

Crush your 2026 quota by focusing on consistency, empathy, and strategic follow-ups. 

Which of these tips will you focus on first? 👇

If you found this helpful, feel free to share it! ♻️

P.S. Join thousands of sales pros reading my newsletter for actionable sales tips :)

This might be the most important event of Q1 if you care about how revenue teams actually scale with AI.

While most sales teams are experimenting with AI.

A small group is architecting around it.

That gap decides 2026.

On January 28, I'm tuning into AI Practice Sessions.

Join me here: https://lnkd.in/dXcrZMVx

95% of AI deployments fail. Not because of the tools.

Because of the architecture underneath them.

No "add AI to your stack" fluff. 

Structural decisions.

System-level thinking.

What they're covering:

→ Where agentic systems scale and where they collapse
→ How governance determines if AI compounds or fragments execution
→ What "AI-native workflows" means beyond the buzzword
→ Why some teams multiply output while others just multiply chaos

If you're leading a revenue team and still treating AI as a feature instead of an operating layer - this is where you catch up.

January 28. 9:00 AM PT. Virtual. Free.

Save your spot → https://lnkd.in/dXcrZMVx

Speakers include: 

• Brady Bluhm, Senior Product Manager, Staircase AI, Gainsight
• Natasha Evans, VP, Customer Growth, Hook
• Amos Bar-Joseph, CEO @ getswan.com
• Moiz Virani, Co-Founder, CTO, Momentum.io
• Jonathan M K., VP of GTM Strategy & Marketing, Momentum

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The Battle

Florin Tatulea

Haris Halkic

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The Battle

Florin Tatulea

Haris Halkic

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