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

Sr. Sales Development Manager at Apollo Labs | Apollo.io | Where Thinkers Think 🧠

I don’t just close deals. I build the systems that find and win them.

I am a Mid-Market GTM Operator specializing in the Zero-to-One and Scaling phases. I transform founder-led intuition into repeatable, data-backed revenue engines. My focus is on moving beyond point solutions to sell high-value Business Outcomes to multi-stakeholder committees.

𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐄𝐝𝐠𝐞: 𝐑𝐞𝐯𝐞𝐧𝐮𝐞 𝐒𝐲𝐬𝐭𝐞𝐦𝐬 𝐀𝐫𝐜𝐡𝐢𝐭𝐞𝐜𝐭𝐮𝐫𝐞 ⚙️
Most AEs rely on "hustle." I rely on Systems. While others wait for inbound, I architect surgical outbound motions driven by deep data signaling and account intelligence.  By systemizing the research and personalization phase, I focus 100% of my energy on high-value discovery, executive alignment, and complex deal navigation.

𝑻𝒓𝒂𝒄𝒌 𝑹𝒆𝒄𝒐𝒓𝒅:
𝐀𝐩𝐨𝐥𝐥𝐨 𝐋𝐚𝐛𝐬 𝐛𝐲 𝐀𝐩𝐨𝐥𝐥𝐨.𝐢𝐨 (𝐅𝐨𝐮𝐧𝐝𝐢𝐧𝐠 𝐆𝐓𝐌 - 𝐋𝟔)
• The System: Architected the founding Mid-Market sales motion for a new services division
• The Data: Scaled from $0 to $1M ARR in <10 months
• The Impact: Fueled Series A raises for Rillet ($25M) and Goodpath ($18M)

𝐒𝐰𝐢𝐟.𝐚𝐢 (𝐘𝐂 𝐒𝟐𝟎 | 𝐓𝐮𝐫𝐧𝐚𝐫𝐨𝐮𝐧𝐝 𝐋𝐞𝐚𝐝)
• The Pivot: Led the transition from SMB to Mid-Market, increasing ACV from $5K ➜ $25K
• The Scale: Scaled new business ARR by 200% and secured Pegasus Accelerator entry

𝐂𝐈𝐄𝐍𝐂𝐄 (𝐑𝐞𝐯𝐞𝐧𝐮𝐞 𝐋𝐞𝐚𝐝)
• The Optimization: Managed a $1M Book of Business, growing it by 35% through data-driven expansion
• The Scope: Executed 1,000+ piloted campaigns across 20+ verticals, converting millions in Mid-Market pipeline
• Social Proof: Supported Overstory’s $14M Series A (B Capital)

𝐌𝐞𝐭𝐡𝐨𝐝𝐨𝐥𝐨𝐠𝐲 & 𝐃𝐢𝐬𝐜𝐢𝐩𝐥𝐢𝐧𝐞:
I run a rigorous, data-backed sales process using MEDDPICC, GAP, and Challenger methodologies. I am obsessed with identifying the Economic Buyer, neutralizing blockers, and quantifying the cost of inaction to ensure every deal is statistically sound.

𝐂𝐔𝐑𝐑𝐄𝐍𝐓𝐋𝐘: Surpassing quota at Comcast. Maintaining the motor while seeking my next high-growth MM/Founding AE home.

--

𝐀𝐥𝐥 𝐆𝐥𝐨𝐫𝐲 𝐭𝐨 𝐆𝐨𝐝.
"For I know the plans I have for you..."
— Jeremiah 29:11

MEDDPICC | GAP | Challenger | Full-Cycle Sales | Mid-Market AE | Account-Based Selling (ABS) | Revenue Operations | Strategic Prospecting | Executive Alignment | Deal Management | Complex Sales Cycles

Jax Lieu 🦢

New Year, New TV.

Won this at work (2/4 prizes) for being ranked #3 across 250+ reps in the region for most IoTs sold ending at 156.7% to plan on XFM (mobiles). 

Same grit, same hustle.

Ready to smash the next leaderboard as an AE.

#BLESSED

2x Founding GTM | 3x Series A Traction Partner ($57M+) | 0 ➜ $1M Specialist + GTM Engineering & AI Outbound | #TrackRec Verified ✅

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always be learning, always be growing

Big congrats to Todd Caponi on his new release Four Levers Negotiating

Just ended January FY26 at 115.18% to plan

Upward, onwards! 🚀 

#stillHere
#stillHustlin

work hard, train harder

3 ongoing trends for 2026

1.) AI-forward becomes table stakes

Not “AI for the sake of AI.”

Teams will be judged on how they operationalize it:

	→ Faster execution
	→ Fewer handoffs
	→ Clear business outcomes

If AI doesn’t move revenue, reduce time, or cut cost; it won’t survive.

2.) Tech consolidation accelerates

The era of bloated stacks is over.

Buyers don’t want more tools, they want fewer problems.

Platforms that:

	→ Own the problem
	→ Prove ROI
	→ Replace 3–5 point solutions

…will win

3.) Cost discipline > growth at all costs

Efficiency is the new flex.

Smaller teams. Tighter motions. Clear payback periods.

The best operators won’t just sell software, they’ll sell confidence in the decision.

Same rule in sales. Same rule in life.

train like it matters, because well; it does.

if it’s not broken, don’t fix it. 

There are way too many acronyms flying around the GTM space right now. 

People are overcomplicating account scoring, and it’s slowing teams down.

As a Founding AE, you don't need a 50-page playbook. 

𝐘𝐨𝐮 𝐧𝐞𝐞𝐝 𝐚 𝐒𝐧𝐢𝐩𝐞𝐫 𝐑𝐢𝐟𝐥𝐞.

Here is the 3-step framework I used at SWIF.ai to drive 𝟐𝟎𝟎% revenue growth:

𝟏. 𝐓𝐀𝐌 (𝐓𝐡𝐞 𝐔𝐧𝐢𝐯𝐞𝐫𝐬𝐞)
┈➤ This is the big picture. Every company that could theoretically use you. You find this with a simple Google search or a broad LinkedIn filter

𝟐. 𝐃𝐀𝐓𝐀 𝐓𝐀𝐌 (𝐓𝐡𝐞 𝐑𝐞𝐚𝐜𝐡𝐚𝐛𝐥𝐞)
┈➤ This is where the rubber meets the road. Can you actually get their email? Their mobile? Their LinkedIn? If you can’t contact them, they aren't in your sequence

𝟑. 𝐔𝐒𝐄 𝐂𝐀𝐒𝐄 (𝐓𝐡𝐞 𝐁𝐮𝐥𝐥𝐬𝐞𝐲𝐞) 🎯
┈➤ This is the "special sauce." It’s where your best customers live based on custom lines and attributes

At SWIF.ai, my "Universe" was everywhere. 

I had to stop the bleeding and find patterns. 

I ran deep research on our happiest customers and sniped the ICP:

𝐓𝐚𝐫𝐠𝐞𝐭𝐞𝐝 𝐈𝐂𝐏 𝐅𝐮𝐥𝐥𝐲 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐢𝐞𝐝 + 𝐒𝐍𝐈𝐏𝐄𝐃: 🎯
╰┈➤ Early-stage SaaS (49–99 FTEs), security-conscious, no SOC2, no internal IT/InfoSec, strong logos

Once I narrowed the focus to that specific 𝐔𝐒𝐄 𝐂𝐀𝐒𝐄, we didn't just grow. 

We exploded (40%+ MoM growth at its peak) 

but here's the kicker, you ready?

As your company begins to scale and grow, so too your GTM approach.

What 𝐮𝐬𝐞𝐝 to be a Tier A at $1M ARR may now just be 𝐓𝐢𝐞𝐫 𝐂 at $10M; yes?

→ because what got you from 0 to 1 won’t get you to 5
→ and what got you to 5 won’t get you to 10 (hello VP of Sales!)

Stop chasing the universe. 

Start sniping the use case.

#GTMReality

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Jax Lieu 🦢

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The Battle

Florin Tatulea

Jax Lieu 🦢

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Posts

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