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

Ronen R. Pessar

I Help New Leaders Thrive, Not Just Survive | When Emotions Unblock, Performance Will Unlock

We build and run your in-house outbound systems and team to outperform your competitor’s SDR teams at a fraction of the cost. Have each Rep in 40 conversations per day. Every day. 

💋I DON’T KISS AND TELL💋
[BUT MY CLIENTS DO]

💙 “I bet the house on Outbound Operators in ’25. By April, just four months in, we had already surpassed all of ’24’s SQLs. It’s like black magic.”
— Sol Broady, Head of Corp Dev @ MCI(Hired 4 SDRs instead of 34)


💙 “You smoked them. That’s over. They got the boot. You crushed them. You guys are the winners for SDR.”
— CRO, $300M+ independent digital marketing agency (600+ employees)
^ after a bake-off against another SDR firm. (Hired 1 SDR instead of 12)

Outbound Operators delivers a managed outbound system you fully own in-house. 

Built on Buckets™️, it’s the most CAC efficient pipeline engine on the planet.

🚀 WHAT YOU GET: 

ALL things SDR done for you: 
* Recruit + hire top SDRs
* RevOps (tech stack build)
* Onboarding + coaching 
* Strategic guidance

Ramping in 1–3 months, your new SDRs will consistently create more qualified pipeline at a lower CAC/TCO than hiring, training, doing tech setup/RevOps, and managing SDRs yourself.

Result: 
25–40 live decision-maker conversations per rep per day.

Our model is simple: You own it all in-house. We design it, run it, and hand you the keys. 

• One or two experienced SDRs placed in your org
• Powered by Buckets (our proven system)
• Producing pipeline = to 10-20 SDRs

Why clients choose us:

1) Faster ramp: 1-3 months to full output (vs. 9 to 12 months for typical SDRs)

2) Low CAC and TCO:Avoid $450k-$1.2M+ in wasted trial-and-error SDR teams with headcount bloat and bad strategy.

3) More output, 10x quicker, with fewer reps (PE friendly): 25 to 40 live decision-maker conversations per rep, per day.

4) We prove it before you commit. In a single 90-minute proof of concept we'll get 20+ live conversations with your buyers right before your eyes. 

The equivalent to 3-4 weeks of work for 1 SDR done in 90 minutes.

🔥 Stop lighting cash on fire with SDRs. 
🔥Plug in a system that works.
📥 DM me here on LinkedIn
🧑‍💻visit www.outboundoperators.com
📆 find time to chat: https://tinyurl.com/4h4vf35p

PS: Not ready to bring the whole kit and caboodle in-house quite yet? 

Ask about our network of fractional cold callers for hire!

Chief Executive Officer

1 - I build SDR teams to hit pipeline goals as a fractional leader (bespoke consulting)
2 - Cold Call Training (live and course)
3 - Message-market fit: 100% done-for-you email and cold call campaigns. 

**coming soon: Cold Calling Bootcamp**

Ronen 🧡 Pessar

I'm about to p*ss off my entire industry.

But someone has to say it.

Parallel dialers ruined cold calling.

Sales engagement platforms ruined cold email. 
And LI automation tools are getting shut down…

We've scaled spam, but not conversations.

The outbound "trends" we see?

→ 1 random convo every 30–65 dials
→ Numbers spam-flagged before lunch
→ Prospects annoyed before they even say “hello”
→ Multichannel “do more” (aka spam-the-TAM) as a strategy

It feels productive because the dial count is high.

But honestly, it's just expensive noise.

We ditched parallel dialing, mass emailing, and “social selling."

Our quality convos jumped from 0–2 → 25–40/day (per rep). With fewer reps. Same hours.

8–12 conversations per hour.

Cold calling isn’t dead.

But the way most teams are doing it is.

If you care about pipeline, stop scaling waste.

Build for signal, not noise.

PS: Can someone make this make sense? Plz.

JSESSIONID

linkedin.com/feed/

li_at

LinkedIn

Stop paying SDRs for meetings, meetings don’t matter | Cofounder @ Outbound Operators

Last night, fifteen people were murdered at a Hanukkah celebration on Bondi Beach in Australia.

Australian officials are calling it an antisemitic terrorist attack targeting the Jewish community.

As a Jew, this hits a very old nerve.

Because that is the point of terrorism.

Terror.

Make you scared to show up.
Make you think twice before wearing a Magen David.
Make you debate whether it is “smart” to attend a public Jewish event.

I feel all of it right now.

Anger.
Heartbreak.
Fear.
That tight feeling in your chest when you refresh the news and see the faces, the kids, the rabbi, the families whose lives are now split into “before” and “after.”

But here is where I land:

If the shooting was designed to make Jews smaller, quieter, and more hidden
my only possible response is to become more visible, more present, and more defiantly alive as a Jew.

So tonight, I am going to our public candle lighting.

Kippah on.
Fully Jewish in public.
On purpose.

Not because I am fearless.
I am not.

But because hate does not get to decide where I stand, how I pray, or whether my kids see their father proud of who he is.

Hanukkah is literally about a tiny light that had no business lasting as long as it did.
A small flame that refused to go out.

That is the energy I am bringing into the world after Bondi.

More light.
More mitzvot.
More Jewish life in public, not less.

Hate has no home here.
Not in our cities, not in our workplaces, not in our feeds.

If you are Jewish and shaken: I see you. You are not alone.
If you are not Jewish and you are reading this: check in on your Jewish friends and colleagues. Show up. Say something. Stand next to us at the candle lighting.

Terror wants us in the dark.
Our job is to answer with more light.

Last year I burned $20,000 dollars making course that never saw the light of day.
 
Here is what happened.
 
I ran six cold calling bootcamps.  Reps, managers, founders kept asking the same thing:
 
“Can you turn this into a course my team can go through anytime?”
 
So I went all in.  Professional studio.  Editors.  Curriculum.
 
We shot 8 hours of content.  A technical error ruined it.
 
So we shot the entire thing again.
 
Months of planning, filming, tweaking.  Over 20,000 dollars out of pocket.
 
And when I finally sat down to watch the full thing... I hated it.
 
It was good.  But it was not transformative.
 
It felt like another thing people would buy, log into twice, and then forget about while they struggled to hit quota on the phones.
 
So I killed it.  No launch.  No “might as well ship it.”
 
I ate the cost, because if it is not going to truly help cold callers, I do not want my name on it.
 
That decision forced a bigger realization:
 
You do not become elite on the phone by watching videos alone.  You become elite by making real calls, inside a real environment, with real coaching and accountability.
 
Which is why I am fired up to share my next chapter.
 
I am joining CallBlitz as Head of Sales.
 
CallBlitz is a private community and virtual sales floor built specifically for cold callers:
 
• 2 hours per week of live coaching with Ryan 🏋️☎️ Reisert 
• Annual access to the CallBlitz platform and community
• Pre recorded lessons that support, not replace, the live reps-on-the-phone work
 
And we are running something special right now: Dial Hard.
 
If you are in the community and make cold calls every workday for 90 days in a row, your entire membership fee is reimbursed (405 dollars) and you are entered to win 5,000 dollars with a 1 in 10 chance. 
 
You get better on the phones.  You build mental toughness.  You get paid for your consistency.
 
If you manage a team of SDRs or you live on the phones yourself and want details
https://lnkd.in/gGRJa3fR

Paying SDRs for held meetings is corporate pipeline fraud.

Not illegal.
Just quietly destroying your sales team from the inside.

Here is the script almost every company runs:

• Tell SDRs: “Your job is meetings.”
• Pay them on meetings set or held.
• Act surprised when they throw anyone with a LinkedIn profile onto the calendar.

I had an SDR once who set the same buyer 6 times over two years!

Same person.
Same company.
Six meetings set. 

Zero revenue.

On paper, they looked like a killer.
In reality, they were doing exactly what the comp plan begged them to do:
Protect their commission, not the pipeline.

The problem is not the SDR.
The problem is the scoreboard.

Outbound was never about filling calendars.

Outbound is about talking to the market, learning where they are in their buying readiness, and following up.

So flip it:

Stop asking
“How many meetings did you set?”

Start asking
“How many real conversations did you complete, and what did you actually learn?”

A completed conversation means:
• You reached the person you intended to reach
• You know where they sit in the org and in the buying cycle
• You captured that context and made a real decision: progress or park

Timing, budget, politics.
SDRs do not control any of that.

They control coverage and clarity.

When you pay on conversations and follow up instead of bodies on the calendar, three things happen fast:

• Fake meetings evaporate
• AEs stop treating SDR invites like spam
• Pipeline starts to look like reality, not fan fiction

Meetings are a vanity metric.
Conversations are a truth serum.

If I read your SDR comp plan right now, would it tell me you want truth
or vanity?

not making cold-calls, but teaching ppl how to cold call?

hell no

not posting on LinkedIn, but teaching people how to go viral?

also hell no

not sending emails, but sharing best email practices... 

very hell no 

"Well Ronen... coaches don't play ya know"

Listen, it's not personal. The game changes. 

and you have to be in the trenches to stay relevant...

am I wrong?

Scare a salesperson in 2 words ⬇️

I'll go first:

Q 4

In outbound, meetings don’t matter | Cofounder @ Outbound Operators

I know that many will disagree with me here...

But STOP LEAVING VOICEMAILS FOR YOUR PROSPECTS

I'm firmly in the "no voicemails" camp, and here's why:

1) They immediately label you a "salesperson"
Once they label you "salesperson I don't need," it's harder to win attention later.

2) You have no reason to call
98% of outreach is firmographic. A weak "why you, why now" in a voicemail just accelerates the No.

3) Manual voicemail drops = shortcuts.
Without a dialer, reps rush and get generic. Personalization disappears, and low-quality voicemails hurt more than they help.

I'm sure there are edge cases where I'm in the wrong. 

For Tier 1A or already warm contacts, a thoughtful voicemail can help. 

Use them in these scenarios. 

But for the other 99%?

Just don't. 

It's only going to hurt your chances of connecting with a prospect in the future. 

Just my 2 cents after 12 yrs of doing this 🤷‍♂️

Am I the only one who thinks most sales training is a joke?

All the role plays, the feedback from lame managers, discovery frameworks, getting to yes, etc...

I've been doing this a long time.

And the ONLY way I've seen reps improve over time is by putting in an uncomfortable amount of volume.

"Dialing your face off" as Ryan 🏋️☎️ Reisert  so eloquently puts it. 

You can do a few things:

1/ Pay $10k for a sales coach
2/ Read 50 books on persuasion 
3/ Watch 100hrs of "How To" YouTube videos

or you can:

1) Make more dials
2) Learn from top reps on your team
3) Then make more dials again...

Idk about you, but option 2 seems a lot less expensive and a lot simpler. 

No amount of sales training will replace the effort you put in by just simply getting more at-bats. 

well... 

then there's this 👉 https://lnkd.in/gGRJa3fR

I love everything about what Matt Firestone is doing on LinkedIn. 

Please don’t stop.

"Ronen, there's NO WAY that your reps are getting 20-35% connect rates when cold-calling"

I get one of these dm's once a week. 

So I decided to drop a value bomb on ya'll

The biggest issue with cold-calling in 2025? 

Nobody's picking up the damn phone. 

Well, at least the people you're calling aren't. 

Reps at Outbound Operators are having 40 conversations per day, with 20-35% connect rates on any given day. 

It isn't rocket science. 

But most people don't know how we're doing it. 

So I'm going to show you EXACTLY how our reps are:

• Getting a 20-35% connect rate when dialing
• Having 40 conversations per day with their ICP
• Booking more sales qualified opps than anyone else in the space

I lay it all out in a new video (step-by-step)

All you need to do:

Comment "Calls" 
(and make sure we're connected)

And I'll shoot it over 🤙

LinkedIn Login, Sign in | LinkedIn

If SDRs disappeared tomorrow?

90% of companies would be gone in 12 months.

No meetings.
No pipeline.
No new revenue.

Just CEOs crying into their Series A funding.

But sure, keep setting SDRs up to fail with:

• a 2% connect rate
• a 98% failure rate
• a broken list from 2017

…and then blame them when you miss quota.

The disrespect is wild.

SDRs aren’t lucky to have a job.

You’re lucky they haven't walked out yet.


Today, I'm especially thankful for Sales Development. 

You should be too. 

Happy thanksgiving y'all! 
🦃

Board meeting math is hilarious.

CEO: “We need more pipeline.”

CRO: “Let’s hire 12 SDRs.”

Board: “Approved.”

Three months later…

12 SDRs + 9 tools + $1.2M in burn

= 3 meetings that never showed.

Everyone: “So $4,735 per meeting is… fine, right?”

PS: What’s your favorite way to set $1.2M on fire?

Try this out on your next call ⬇️  

Most SDR's will attack a cold-call like this:

"hey prospect, {{insert pitch slap}}, would you like to take a meeting?"

What do you think is gonna happen here?

99% of the time, you're gonna get hung up on. 

Why?

Because you sound like every other sales rep on planet earth. 

Because of that... you will get hung up on, rejected, and burned, just live every other rep. 

Instead, hit em with a pattern interrupt. 

This can be as simple as matching the tone of your prospect, and not sounding so cheery and bubbly...

Or saying something like: 

"reason for my call is to see if it would make sense to set up an introductory call at another time in the future, when I'm not calling you out of the blue... how's your schedule work for next week?"

Why this works: everyone is expecting you to pitch them... this throws them off because it's different from what they're used to. 

Interrupt the pattern to have the person engaging with you in a convo. 

Once you have the convo, then you can figure out where they are in the buying cycle. 

Try this out on your next call 👀

We scaled Outbound Operators to $1M+ ARR in <18 months

If I was going to do it all over, here's what I'd do different:

1 - offer financing with buy now, pay later options for early-stage companies who are a bit more spend conscious. everyone wins. (we do this now)

2 - double down on documenting process + working with VAs... delegation is a game changer (buy back your time by Dan Martel changed my view on this)

3 - focus on balance, not ruthless, brute-force never ending hustle... my mind and body burn out VS staying energized

4 - say no to about 80% of the things I said yes to: bad clients, terms not aligned with what we do best, random marketing stuff, and so much more

Biggest thing on this list is the last one. Distraction comes in many shapes and sizes, and they get thrown at you every day. 

The more focused you can stay, the faster you'll scale. 

To infinity and beyond 🚀

In the last 2 weeks, I recorded:

→ 30 short videos
→ 10 podcast episodes w/ Ryan
→ And I’m just getting started.

Why?
Because the truth about cold calling needs a louder voice.

Its the number 1 channel for predictable, scalable revenue going into 2026.

Too many outsource to agencies that don’t know their market.

So I went on a sprint.
To build the clearest, most actionable library on outbound sales anywhere on YouTube.
Real tactics. Real calls. Real talk.

If you want to:
• Build a real outbound machine
• Have reps that can actually sell
• Or just stop burning cash on SDRs

Check out the channel.
You’ll get better with every episode.

https://lnkd.in/gSZY9Z4A

📍 YouTube: Ronen Pessar

My anti to-do list 

(Specifically in sales)

1) Don't waste my time with pikers (aka tire kickers)

2) Gimmicky call openers 

I say this because I use to do it. I thought I sounded cool, but I feel like it's a 10/10 way to make yourself look like a fool.  And yes, gimmicky call openers do make me want to throw my phone out he window. 

3) Lengthy follow up emails that prospects won't read. 

Follow up emails need to be short, to the point, and easy to read. If they're long, people won't read them and you just wasted 30 mins of precious dialing time. 

4) Avoid energy vampires like the plague. 

Your energy is precious, so safeguard it. People can either suck the life out of you or give you energy. Choose to be around people that give you energy. 

5) Listen to everyone, but be careful who you take advice from

Sahil Bloom said "don't use someone else's map to navigate your reality."
Most advice is just what worked for that person. Think for yourself because more often than not, you already know the answer, you just need to do it.

Paying SDRs for meetings is insane.

There comes a time in every SDR's career when they have a blue pill / red pill moment.

They realize that getting paid to set meetings is not leading to more deals in closed won.
It is just leading to more meetings.

That is not a pipeline strategy.
That is a calendar filling strategy.

When you pay SDRs on meetings set or meetings held, you create one giant unintended consequence.

You reward them for putting anyone with a pulse on the calendar.

I once had an SDR who set the same meeting with the same prospect six times over two years.
Same account.
Same buyer.
Six meetings.

Zero revenue.

On paper, that SDR looked like a hero.
Crushed their meeting quota.
Got their commission.

In reality, they were flooding the funnel with noise because the comp plan told them to.

The problem is not the SDR.
The problem is what you are paying them to do.

Instead of making meetings the quota for SDRs, make this the standard:

Completed conversations with the right people, and intelligent follow up.

A completed conversation is simple:

* I reach my intended target
* I understand where they are in their world
* I document what I learned

That is the whole point of outbound.
Make a list.
Call the list.
Understand where the prospect is today.

Readiness, timing, internal politics, budget, urgency.
SDRs cannot control any of that.

Outbound is a long term strategy.

When you measure and reward conversations and follow up conversations, a different game emerges.

SDRs stop begging for 30 minutes on the calendar with people who are not ready.
They start building a map of the market.

Every month or two, they circle back.
The conversation continues.
When the timing finally lines up, the meeting is a natural next step, not a forced one.

That is the highest value an SDR can create.
Complete conversations.
Clear understanding of buyers.
Disciplined follow up.

Meetings do not matter.
Conversations and follow up do.

I break the whole thing down in this video.
If you lead an SDR team, watch it and then ask yourself a hard question:

Are you paying for meetings, or are you paying for real progress in your market?

Want to book 40% more meetings in Q4?

Try this method:

Step 1: Offer your prospect $150 to take a meeting with your AE. 

Step 2: Offer your AE another $100 to take the meeting and add it into their pipeline

Step 3: Get paid $500 for a qualified meeting by your company. 

Step 4 (this is where it gets interesting): Raise $100K from angel investors, go to your local YMCA. Offer everyone $150 to pretend to be a prospect of a B2B SaaS company, and take a meeting with your AE. 

Step 5: Repeat step 2. 

Step 6: Negotiate a 10% increase in pay with your company because of how many meetings you're bringing in. 

Now, you have over $200k in cash, and can rinse and repeat until you reach your first milly. 

Then keep reinvesting profits. 

...and they say making money is hard 🙄

I have a bone to pick with sales coaches...

But not for the reason you think. 

Yes, I will admit. There are some legit coaches out there that will make you a better seller. 

BUT, the vast majority of people professing to "get you to $1M commission years"....

Have either 1) never done it themselves. Or 2) done it themselves, but worked at a company who's valuation shot up from $500M to $100B in 8 years.

They might be legit, but they were swimming downstream, working for a company that would've crushed either way. 

I think sales coaches have their place in making you a better seller. Especially if you've been a seller for years, and want to sharpen your skills. 

I do NOT think however, that SDR's should hire a sales coach. 

The only way to get better as as SDR is to DO MORE REPS. 

Have more conversation, fail more, and learn from better sellers around you. 

Don't waste your hard earned commission dollars on a coach. 

Please and thank you 💕

Dear SDR's,

If you're in a sales slump, try doing this:

Change your environment. 

It can be shitty and monotonous going to the exact same desk...

...at the exact same time

 ...making the exact same dials

 ...with the exact same script. 

First, it gets boring as hell. 

Second, what happens when you do the exact same thing everyday is that your brain has the same thought patterns. 

You can change your environment in a few ways:

- taking a different route to work
- If remote, work from a different place for a day
- Co-calling session with another rep (shoutout CallBlitz)
- If you wanna get extreme, go work from a different country for a week

Tons of ways to do it - but if you wanna get out of a rut, change up your routine a little bit. 

Try it and let me know ⬇️

taplio

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