For over 15 years, I’ve built high-performing sales teams and coached individuals at every career stage, closing over $100M in software sales. Now, I help sellers accelerate their growth, leaders build resilient teams, and founders scale revenue engines through proven GTM processes.

My clients describe me as process-oriented, an excellent communicator, and someone who helps them unlock their potential.

If you’re a seller, leader or founder seeking guidance to accelerate your outcomes, let’s schedule a call via the featured section below!

Mats Uddenfeldt

I wish someone had told me this in my first year of sales:

(It would’ve saved me a lot of stress and a few bad habits. )

1. Don’t take it so seriously.

Sales isn’t life or death. The pressure can be intense, but remember to breathe and keep perspective. At the end of the day, it’s just a job.


2. Show up to help, not just sell.

Sometimes the best move is to qualify out or even recommend a competitor. The trust you build with honesty will pay off later. Often in ways you can’t predict.


A seller I coach asked me about this recently.
It reminded me that the lessons you learn early shape how you sell for life.

If you could go back to year one, what would you tell yourself?

Driving GTM Excellence for Sellers, Leaders & Founders.

Chasing big goals isn’t supposed to feel great all the time.

At yesterday’s EliteGTM exec session with Luca Lazzaron on Scaling Culture Without Losing Control, one insight stood out:

The rule of thirds for performance:
- A third of the time, you’ll feel great.
- A third, just okay.
- And a third, absolutely terrible.

That last part doesn’t mean you’re failing.
It means you’re in the middle of something hard.

Most people panic in that tough third.
They second-guess, look for shortcuts, or quit too soon.

But if you expect the ups and downs, you don’t overreact.
You keep going.

And when you’re leading teams, the same rule applies.
Your job is to normalize the tough third. Not fix it.

A coach helps you see where you are in that cycle, and how to move forward when it feels rough.

Who helps you push through your tough thirds?

Most deal reviews stay internal.
Next week, EliteGTM is breaking that rule.

They’re launching the first Global Deal Review Hour where sellers bring real deal challenges to a global community of 600+ tenured GTM leaders.

In one hour:
- Stalled deals move.
- Dead deals revive.
- Sellers level up.

No deep dives or customer names.
Just quick, actionable reviews.

And for this first session, it’s free.

Want to join? Comment or drop me a note.

The best sellers don’t sound like sellers.

They sound like:
- Experts
- Problem solvers
- Someone worth trusting

That comes from unselling.
Leaning back instead of pushing to close.

My instinct was always to listen first.
To diagnose. To give real advice.
Not pitch. Not push.

But some orgs still ran the old playbook:
- “Overcome objections.”
- “Control the call.”
- “Push the close.”

So I forced it. And it killed my edge.

The moment I stopped trying to sound like a seller, and went back to sounding like myself, my numbers took off again.

3 ways you can start unselling today:


1. Don’t rush the close. Test urgency.

→ “Why not wait until next quarter?”

Their answer tells you everything.


2. Challenge the status quo.

→ “What’s working well today? Why even change?”

Uncover a critical reason to act now.


3. Invite criticism.

→ “If any part of this doesn’t fit how you work, tell me.”

Honesty builds trust faster than pitching ever will.


Unselling isn’t passive. It’s powerful.

Because when you create space, buyers lean in.

Or you can qualify out.

3 ways you can start unselling today:

Most sellers answer too fast.

“Do you offer discounts?”
→ “Of course!”

“Can you integrate with X?”
→ “Yes, we can!”

“How are you different from X?”
→ “Our USP is…”

You think you’re being helpful.
But when you jump to answer, you miss an opportunity.

Before you respond, find out why they’re asking:

“Do you offer discounts?”
→ “Happy to explore. What’s driving that question?”

“Can you integrate with X?”
→ “It depends. How are you planning to use it?”

“How are you different from X?”
→ “Good question. What outcome are you looking for?”

That’s how you get closer to the truth.
And often, it changes your answer completely.

From top performer to novice manager to trusted leader:

Early in my career I had a sprinter’s mindset. I was motivated to get ahead by outworking others and having an impact autonomously.

This made me super successful as an IC.

But in my first leadership role, it was obvious that this approach didn’t work.

The problem? My sprinter’s mindset left little room for others to learn or grow.

Later I learned to make a major mindset shift.

Instead of operating as a sprinter, I thought of myself as a long distance coach.

I needed to be able to pace myself so I could have sustained impact over a long time, empowering my team to do the same.

Here are 3 ways you can start making that shift:

(I’m still working on 3)

1. Go slow to go far
Don’t just sell your vision, enroll your team and bring them along for the ride. 

Start with why.
Delegate with context.
Ensure everyone’s on board. 

You may need to move a bit slower, but it will help you go further.


2. Set a sustainable pace

Enable your team to do their work at a sustainable pace.

They will take cues from you: when you send emails, how you balance your work/life, and how you delegate during PTO.

If you want a peak performing team, make room for rest and recovery.


3. Ask questions instead of giving answers

This is a big shift if you used to thrive as an IC by quickly solving problems autonomously.

As a leader, your role isn’t to give answers.
It’s to help your team figure it out.

Partner to discover solutions instead of giving directives.
Prompt them to think critically and your team will build confidence and have even more impact.


What mindset shift has had the biggest impact on your career?

I've never met a top 1% sales rep who doesn't prospect religiously.

I mean the very best. The ones at the top every quarter.

You're never too senior to build your own pipeline.

Here's why:

1) Ownership and control

Taking charge of prospecting gives you full pipeline control. You can quickly adapt, seize opportunities, and build stronger client relationships.


2) Unpredictable changes

BDRs/SDRs might get promoted or leave, creating pipeline gaps if you rely solely on them.


3) Consistent pipeline

Consistent prospecting ensures a steady flow of deals, reducing the risk of pipeline gaps from market changes or slow inbound leads.


4) Skill development

Regular prospecting hones your skills, keeps you sharp, and aligns you with market dynamics and customer needs.


5) Inbound flow

Inbound leads might go to someone else. Also, outbound deals are typically 4x larger, as you shape requirements rather than just fulfill requirements.


Top performers know prospecting is a mindset.

Stay proactive. Stay at the top.


How do you invest in your pipeline?

Why you're never too senior to build your own pipeline:

Delayed rewards are often the most meaningful ones.

Because the best work pays off on its own timeline, not yours.

A month after running my half marathon, the medal and shirt finally arrived.

A good reminder: important stuff rarely pays off instantly.

Not in sales.
Not in your habits.
Not in anything that matters.

You put in the work now.
You collect the payoff later.

And some fights demand that mindset even more.

Ukraine’s fight isn’t about quick wins.
It’s about staying committed long after the world stops paying attention.

Because the best results rarely come fast.

In business. In life.
And in the fight for freedom.

#SlavaUkraini

Salesforce

I am a named account executive, working with Telco & Media and Energy & Utility industries in Sweden. I have been selected to Sales Excellence Academy 2023. Only 10% of top Enterprise AEs are selected to this program based on following criteria;

1- Exceptional results - 100% attainment in previous fiscal year
2- High performer - AEs identified as "plan for long term" track
3- Identified as future sales leaders - AEs show potential to become a future leader

Lessons learned: Digital transformation, Complex multi million $ enterprise SW sales, C-level stakeholder management, Enterprise architecture, Key account management (2M USD+ ARR accounts)

Enterprise Sales Executive

Datadog

I joined as the second man on the Nordic region and successfully established Datadog. Team grown to 5 reps when I left by June 2020.

I have landed 12 net new Enterprise logos within 18 months. The best hunter enterprise sales rep at Northern Europe.

-2019: Most net new logos in Nordic region. 70% of target achieved (2019 ramp quota)
-2020: 55% of the target achieved by June 2020 (ahead of target)

Lessons learned: MEDDIC, Command of the Message, Enterprise Cloud, Enterprise buy-in processes, Observability, Performance Monitoring.

Sales Director Northern Europe

Tele2 IoT

Full P&L responsibility of global sales. People management, strategy and execution of the sales. Part of the commercial leadership team and reporting directly to company CCO.

Lessons learned; Leadership, Sales Management, Hiring, Sales Process Optimization

Head Of Global Sales

Promoted to Senior Enterprise Sales rep EMEA. I broughy 25% of the 5 years accumulated revenue of the company myself (18 sales reps across EMEA total)

- Best Enterprise Sales person 2018 (870% (yes it is not typo))
- Best Enterprise Sales person 2017 (target achievement 185%)

Lessons learned; people management, SaaS, PaaS, hunting sales, business growth, profit growth, IoT, M2M, Telematics

Senior Enterprise Sales Executive

Sales in selected global & strategic accounts, while increasing Tele2’s strategic value for specific products and solutions within M2M/IoT.

- Best Enterprise Sales person 2016 (over achieved my target by 245%)
- Best Enterprise Sales person 2015 (over achieved my target by 310%)
- Best Enterprise Sales person 2014 (over achieved my target by 120%)

Lessons Learned: M2M, IoT, Telematics, solution selling, account management, B2B, sales & marketing.

Tele2

I was the Group Head of Cloud services. Set the group Cloud strategy, purchased a Cloud aggregation platform and implemented it. Signed more than 15 partner contracts for the local countries.

I was responsible with developing and bringing new ICT services & products for our business customers across 11 countries of Tele2 Group (Western/Eastern Europe, Baltcis, Croatia, Russia and Kazakhstan) with a key strategic objective - doubling the Group B2B revenues

- commercialization of technology trends
- supporting local markets and top management with product, sales and business expertise
- budgeting capex/opex for group B2B segment initiatives, supervision of local countries' budgets and targets.
- vendor selection, implementation and go to market of 4 different IP Centrex/PBX platforms across the group.


My responsibilities were; B2B product portfolio, shift from voice to data, sales channels, Cloud computing, voice switching services (IP Centrex) and industry vertical solutions among others.

Lessons Learned: impact without authority, motivating and engaging people, finance, international business development, telco cloud, B2B, SME

Group Product Manager, Tele2 Business

Hewlett Packard Enterprise

Media spokesperson at HP Sweden, specialized on Cloud computing.

As Cloud Computing Sales Lead, my role in this journey is to make sure to deliver our message to our customers, partners and also increase the Cloud awareness and knowledge within the company. 

Follow local and global Cloud trends and find business opportunities for HP. I also help our Global Accounts, Top Commercials and Service Providers to realize the benefits of Cloud and HP’s expertise.

Lessons Learned: software sales, SaaS, PaaS, cloud computing, presentation skills

Cloud Computing Sales Engagement Manager

I was responsible to provide a complete set of network life cycle services that help manage networks efficiently and increase the business value of technology investments. 

* Advanced Enterprise Networking Certificate 2011
* HP Networking Data Center Sales Professional 2011
* HP Certified Network Sales Consultant 2011
* ProCurve Accredited Sales Professional 2011


Lessons Learned: product management, service delivery, PaaS, SaaS

Network Services Product Manager

Responsibilities:
- Business intelligence on ICT services sector in Sweden
- Market analysis
- Partner and channel management
- Sales engagement and pricing
- Increasing the HP's market share on services sector

Lessons Learned: business development, budgeting, partner channel management

Business Developer in Technology Services Area

Sun Microsystems

I worked at Marketing and Global Services Department at Sun Microsystems. I organized tech demos, workshops and events in order to market Sun's services and products at KTH, Stockholm.

For example, during 2008/2009 I organized 10 tech events mainly about Java development, mobile development, game development, OpenSolaris, Sun SPOT, Open Source among others.

Recognition certificate for overachieving my targets
One of the top SUN ambassador in Europe region

You can check my blog from here: www.sunkth.wordpress.com

Lessons Learned: marketing, people management, building communities

Sales Business Development

Vattenfall

I worked on SAP Systems Integration in one of the biggest energy companies at Europe. Contributed in a group level IT strategy. Close relationship with Gartner and systems integrators.

For my thesis report check here: http://celikalper.wordpress.com/2009/06/11/sap-systems-integration-master-thesis-final-report/

Enterprise SOA and SaaS are some of the topics that i am working on, among others.

Lessons Learned: Enterprise IT, SAP, Microsoft biztalk, systems integration, API management

SAP System Integration (SAP NetWeaver XI/PI Consultant)

esc software

I worked as a software engineer and pre-sales to build custom made e-commerce and CRM solutions.

- Java development
- .NET development
- Software pre-sales

Lessons Learned: software development, project management, pre-sales

Software Engineer

Häme University of Applied Sciences, HAMK

I worked for Nokia to complete my bachelor's graduation project in co-operation with HAMK University of Applied Science (http://portal.hamk.fi/portal/page/portal/HAMK). I developed a machine to machine application for gas station price indicators by using my programming, network and mobile technologies knowledge.

Lessons Learned: M2M, Java, software development

Bachelor's Thesis

Millennium Software

Inside sales rep for a software house working with Automotive and Logistics industry. 

- Cold calling, pipe generation and qualify incoming leads
- Building a team of inside sales reps

Lessons Learned: lead generation, cold calling, qualifying incoming leads

Sales Development Manager

People want real help to their problems – not a sales pitch. I strive very hard to deliver to my customers the best service and expertise in my field. I am a MEDDIC, Value based selling and Command of the Message trained enterprise software sales professional. I have worked at global blue-chip companies as well as pre-IPO startups. 

I am a challenger, motivator and energetic person. My passion is building new businesses, growing sales and establish strong teams. I can speak the language of business and technology in conjunction with the language of finance.

I've been selling enterprise SaaS & PaaS solutions within Software and Telecom industry in my 16 years career. I have both computer engineering and business/finance background. As a result, I have a unique ability to manage multi-national projects/organisations to navigate complex challenges.

- I have a lot of energy,
- I run toward fires,
- I have big ideas,
- I can speak Swedish, English and Turkish,
- I do not care who gets credits; I just want to win!

I love making new professional acquaintances. Reach out me from "alper.celik@outlook.com" if you want to talk cloud, software or just football. If I can't be of service, I may know others who can answer your demands.

taplio

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Mats Uddenfeldt

Alper Celik

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