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

Harry Sims

Just an SDR | Outbound Works

I’m one of those weird people who’s obsessed with outbound. I love the part of sales that most hate—real deep love. Chasing strangers for meetings is a fun game for me.

I’ve been doing it for well over a decade and built 4 teams from $0 to $MMs while prospecting daily and failing over and over again to figure it out. 

I'm good at two things:

1)Running experiments to find high-conversion (10-30%) outbound plays. 

2)Coaching others to do the same and love outbound like I do.

Personally, I'm a girl, dad, and husband. We live in Nashville via San Diego, LA, and London. When I'm not on dad duty, I watch Arsenal, dream of being a DJ, work out, and collect mostly vintage Air Max, AF1s, and J1s.

Member

I LOVED my time at Common Room. Amazing people, product, and customers. Fun year! 

It was my first time being just an SDR after a decade in leadership. A lot of you thought I was crazy to leave the comfy consulting life - but it was exactly what I needed to level up and build even more empathy for SDR life. 

Some opportunities you just can't turn down.

Next week, I'm joining Glean's RevOps org, focusing on Field Operations and GTM Engineering for the SDR and Corporate Sales teams.

Thank you to Yezi Peng, Kelley Fernandez, Nick Saltarelli, 🤿 Steven Broudy, and Joey Lopez (we did it mate. It just took 8 years!) for believing in me and all the support so far. 

Can’t wait to get started.

GTM Engineering @ Glean | Fish in puddles, not the ocean.

I just built an MVP agent with Glean in my sauna in about 30 mins. 

Haven't even started day 3 yet.

Hard to put into words how liberating it feels to be able to build without barriers.

Tingles!

If you've been following along, I say "fish in puddles, not the ocean" A LOT.
Here's the story of my first puddle. 2012.

I was at a tiny software testing company disrupting HP, IBM, and all the big boys. At least that's how it felt to us.

Our Sales Director had done the hard yards. Still did everything - sourced deals, closed his deals, closed ours, hired, HR, ops. He set the tone.

He and the CEO were crazy enough to believe kids could cold-call the biggest makers and users of software in the world. And close deals at the same time. 

He'd struck gold selling our tiny, no-brand, no-demand product into US Defense. From London. Beat HP and the big, scary competitors to chunky deals with Boeing, Lockheed, Raytheon.

It wasn't random. He knew the environments where our competitors couldn't touch us.

Fishing in puddles, not the ocean.

I wish I could say I applied his learnings. Bish bash bosh, I became a star.

Nope. Still running around like a headless chicken until I got Jeff Enderwick on the phone.

Jeff was then Co-founder & CTO of Nukona. He's a legend in mobile app management. They'd just been acquired by Symantec.

As I delivered my terrible, in-the-weeds pitch, probably a trillion miles an hour, Jeff stopped me:

"Did you say you can automate tests on iOS without jailbreaking the device? If you can do what you say, it’s interesting for us and lots of MDM vendors will want it."

He was right.

Our tech was uniquely placed for MDM. Competitors couldn't do it. We replaced the massive costs of manual testing and gave vendors a competitive edge - faster releases and faster device support.

Over the next year, we met 70-80% of the Gartner Top 20 MDM vendors.

A couple of emails, a few calls to CTOs and QA Directors. They wanted to meet.

30-40% became customers. Symantec. IBM. MobileIron. Airwatch.

I'd found my puddle. Saved my job.

Addicted since.

A lever is how you move things.
Leverage is how you move people.
What does this teach us about sales?

We’ve all seen leaders pull the “increase activity” lever.

Sometimes it works. Short-term. Then conversion dips. The team rebels. Diminishing returns.

Early in my career, I was that leader. Hit a rough patch, panicked, and reached for the easy lever. More dials. More emails. More activity.

It worked - for about three weeks.

Then I became the activity dictator. Banging the drum louder while the team tuned me out. The numbers got worse, not better.

The problem? A top-down activity target is a lever without leverage.

The shift is small but everything: make it THEIR number, not yours. Tied to THEIR goals, not yours.

Psychologists call it Self-Determination Theory - we’re wired to resist external control and embrace what we choose. Similar to the IKEA Effect - we value what we help build.

A goal someone sets themselves and expresses publicly isn’t just a target. It’s identity. Missing it isn’t a missed KPI. It’s personal. Cialdini writes about it.

Now they’re banging the drum. Not you.

Who’s seen this play out? Who’s done this well? I’d love to hear what worked.

taplio

The Battle

Florin Tatulea

Harry Sims

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The Battle

Florin Tatulea

Harry Sims

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