By day, I help revenue teams actually use the software they buy (crazy concept, right?). By night, I attempt to sleep while my three kids plot against me. Somewhere in between, I try to answer emails before they become historical artifacts.

🎤 Things I Believe
✅  Buying software ≠ using software.
✅ Most training is corporate theater. The audience is asleep.
✅ Doing it alone is a fool’s errand. (Yes, even you, lone wolf)
✅ Grit > Genius. Execution > Ideas. Humor > PowerPoint decks.
✅ If your enablement plan needs a 50-page playbook, it’s already dead.
✅ Most meetings should be emails, and most emails should be left unsent.

🎯 What I Actually Do:
- Run a, bootstrapped business without corporate buzzwords or selling my soul.
- Build Supered⚡- app that helps revenue teams actually adopt their tools.
- Challenge the status quo on how companies train, onboard, and scale (translation: I call out nonsense).

🚀 Why Connect With Me?
If you like no-BS business talk, real stories from the trenches, and a good laugh at the absurdity of modern work, we’ll get along. 

If you’re here to sell me a lead-gen service that “guarantees 10X ROI,” I’d rather eat my keyboard.

🔥 Connect, argue, or lurk - I’ll be here either way.

Matt Bolian

SaaS is dead and I have never felt more alive.

Last month I cancelled every subscription. Built everything ourselves. CRM. Support queue. Documentation system. Project management. 
Slack replacement. All custom. All ours. 💪💪💪💪

Went from $4,200/month in tools to $11,400/month in API costs plus two engineers spending half their week maintaining the thing instead of building the thing.

My investors asked if that was..... more expensive.

I said you can't put a price on sovereignty.

They said they just did. It was $172,000 a year plus two senior salaries.
I told them they were thinking about it wrong.

My VP of Sales said the CRM stopped syncing three days ago. She found the support doc. It was outdated. She submitted a ticket to our 
internal support queue.

I am the internal support queue.

Response time is whenever I finish fixing the documentation system we built to replace the documentation tool we cancelled so I could fix the CRM we built to replace the CRM we cancelled.

She has a board presentation in two days.

She quit; she is clearly not an AI native employee.

My wife asked when I was coming to bed.

I said soon, and that I was debugging a prompt chain and that she should be proud of me.

That was four days ago.

Adapt or be left behind.

Agree?

Matt Bolian ⚡

Building the worlds easiest way to get sales reps to follow a process 🎯🎯| Turning sales into into Superheros 🦸‍♀️🦸‍♂️ | Helping HubSpot Solutions Partners Scale 🚀🚀

You asked for it HubSpot partners.

Loudly. Repeatedly. In support tickets, in Slack, in that very polite way people have of saying "this is blocking us" every single week....

Custom modules in the package builder. Transactional emails. Website pages. Marketing email templates.

Full lift-shift capability for custom modules. It's HERE.
(technically been live for 3 weeks and just now getting to this)....

We didn't build the best portal replication tool in HubSpot because we had a roadmap nobody questioned. We built it because partners told us exactly where it hurt and we refused to stop until it didn't.

That's still the deal.

SoooooooOOOOooooO- what's next on your list 😉 ??

Never forget toilet paper. Essential to any good Process

Supered⚡  offsite starting off strong!!!

What else is must have for an offsite??????

No alternative text description for this image

I spent 3 years watching the same pattern destroy pipeline.

Leader builds process. Puts it in a doc. Trains the team. Moves on.
6 weeks later: "Why aren't reps following the process?"

B/C the process lives in a doc nobody opens. 
B/C ownership is split across 4 people, which means nobody owns it. B/C "remember to do X" is not a system. It's a prayer.

So I stopped asking reps to remember and started designing systems that make forgetting impossible.

11 plays. 3 phases. The FULL Process Execution Playbook.

Phase 1: Design the system before you blame the rep. Define non-negotiables. Assign real ownership. Kill "remember to" culture entirely.

Phase 2: Operationalize execution inside the CRM. Make expectations visible at the point of work. Turn violations into coaching signals. Audit before you automate. Design for momentum, not data entry.

Phase 3: Build a culture where execution is normal. Daily inspection. Momentum metrics. Reduced cognitive load. Systems over willpower.

The bottom line sitting underneath all 11 plays:

If your managers are chasing reps, the system failed. Not the rep.

Full playbook below. No gate. No email capture. Just the thing I wish someone gave me when I was rebuilding my revenue team from scratch.

WHAT IF sales process adoption wasn't impossible, it was inevitable???!?!?!??!

WHAT IF reps knew 1) what to do RIGHT NOW 2) what to do NEXT without leaving their flow of work

WHAT IF told you could run a wicked tight sales process WITHOUT CREATING or MAINTAINING documentation

A customer recently said:
"whoever said there are no shortcuts to success hasd obviously not used this product [Supered]"

we on a mission to make it really dang easy for reps to spend time selling. 

The process shouldn't FIGHT against reps. It should make the WICKED lethal. 

stay Supered⚡
-matt

Here is your future: "I just lost a deal last year to a rep who sent fewer emails, made fewer calls, and had a worse product."

That's what you'll be saying if you're leaning on AI to do the selling for you.

Because know what that rep had? Every SINGLE touchpoint felt like it came from a human who gave a damn.

That realization rewired how I think about AI in sales.

Now here's my rule: AI prepares me. It never replaces me.
I use AI for: 
- Call prep: full context on every conversation before I walk in
- Internal meetings deal intel on the fly, no tab-hunting 
- Follow-up drafts,  trained on my writing style, but I edit and send every one

I will never use AI for: 
- Mass emails that "feel personal" 
- Avatar videos pretending to be me 
- Voicemail drops from a robot with my voice 
- A digital version of me on a sales call

Your buyers know the difference. EVERY. SINGLE. TIME.

At Supered⚡, this is the philosophy we're building around. Make your team sharper. Don't make your customers feel like they're talking to a bot. 

The more unscalable your execution, the more it stands out.

Everyone's racing to remove themselves from selling

I'm racing to be more present in it. BET

Watchu think - good or bad bet?

Reminder to all da humans. 

Just becuase you can - doesn’t mean you should.

I'm coming out of the closet.

It is exactly what you think it is: It’s time to be honest with myself and my 1st-degree connections: 

I'm pro AI. BUUUUUUT

"Whenever you find yourself on the side of the majority, it is time to reform (or pause and reflect)." 

Right now, the majority is busy smearing "AI Jelly" on the same piece of stale toast. We have 100s of note-takers and "agents" that all look like they were separated at birth.

Translating my analogy: AI is being commoditized. And won't be the reason you win. BET

We’re racing towards a future where being human is the only competitive advantage left

We will end up in the same place. people will want MORE human interactions. Being HUMAN will be the competitive advantage. 

SoOoOoOOOOO while everyone else builds robots to talk to robots, we built the best human-in-the-loop platform known to MANKIND.

If you are tired of the AI hysteria, horse manure, and want to get good with what will REALLY matter in the future (human at the point of pain).

I'll give you a personal tour of the REAL future. I call it Supered⚡

Whoooooooo - that's a GIANT weight off my shoulders. No more hiding: I’m pro-AI, I’m pro-Human, and I’m 100% against the boring AI Agent "Industry Jelly"

If you’re tired of the closet and ready to embrace the beautiful, profitable, and inevitable reality of human-in-the-loop, come see what we’ve built.

Supered⚡ is out. I’m out. Let’s go get it.

Cheers,
MB

Revops fam - we are getting it wrong. 

We don't need better data. If we optimize for better data, we are going to do horrendous things like:

"automating field updates."
"Auto updating all buyer requirements."

Are those good things.. SOMETIMES....

But they aren't the best thing. 

What actually matters IS NOT the internal processes of your company. What matters it THE experiences you give buyers. That what we should optimize for - how do I have the MOST human buyer experience?

That is the new frontier fam (think of you Sprocketeers).

And buyers are going to increasingly want more human, NOT MORE AI AUTOMATED garbage. 

- Did we respond to the email
- Did we do value touches
- Did we send videos with recaps
- Send value touches ever 7 days
- Send a voicemail in Linkedin

There is REAL value in "removing" admin work. There is a net negative value is removing HUMAN FIRST work. 

How do you put "human in the loop" at the point of pain? Humans will continue to be the competitive advantage (not how much AI you adopt). AI will be and is becoming commoditized. The value chain will end with "how human can you make this feel." 

That's what we are building at Supered (starting at HubSpot). That's the heart. The best human-in-the-loop software. 

What's your plan for putting humans at the point of pain? If you don't have one, I predict you will lose. And lose hard.

stay Supered⚡
-matt

P.S. No AI was used or harmed to make this post (unlike every one post you just read)

P.P.S. Excited to work with FirstTouch to drive the advantage home (operationally social selling). We call it surroundbound Or THE ACT OF NOT BEING A BOT.

About to start the UX/UI hackathon for the offsite 

What is the things you want us to do??? We be listening!!

CEO at Surfe 🏄‍♂️ | Connect your CRM with LinkedIn in 60s

Out here challenging the status quo in sales with real-world sales strategies and data-driven insights 🤙🏼

I’ve spent the past years building a strong sales team motion, and a tool that empowers sales, not replace or overwhelms them. I believe in blending people-first approaches with cutting-edge tools. 

My journey from founder-led sales to building scalable, repeatable team motions has given me a deep understanding of what works – and what doesn’t – in the world of B2B sales.

I come from a Sales Family, and I grew up watching my dad doing cold calls since I was 12 years old, and my mom teaching me her negotiating tactics. 

My dad said: “Please, never end up in sales”. But here I am. 

As first-time founders at Surfe, Romain and I bootstrapped the company with €20k to €1m ARR in under 2 years. We also secured companies like Google and AWS and signed our first $1M deal.
This year 2024, I was proud to make it to the “Top 25 Founders” by Capchase, amongst Henry Schuck from ZoomInfo and Alina from Chili Piper. 

Here you’ll find me sharing no-nonsense, practical advice that helps sales pros cut through complexity and achieve real, measurable results. Brutal honesty, and all the things you may not hear in a classic podcast - that’s what you can expect! 

I like to keep it real, and often unconventional. Not afraid of sharing unpopular opinions, getting into constructive conversations, and challenging the traditional methods of sales and business growth.

I share things about:
→ Transitioning from founder-led sales to scalable teams
→ Growing your business sustainably and building a SaaS product
→ Leveraging data to optimize outreach and engagement
→ Building efficient sales processes based on accurate data
→ CRM workflows for better team performance and revenue growth


If you’re ready to rethink how sales can work for your team, or if you just want to exchange ideas on how to scale effectively, let’s connect!

David Chevalier

Our #1 SDR at Surfe runs almost no automated sequences.

No LinkedIn automation. No 8-step cadences. Cold calls make up 90% of his outbound activity.

He makes more cold calls than anyone else on the team. Coincidence.

The gap between him and the rest of the team isn't talent or territory. It's volume on the phone.

I've watched this pattern repeat across every high-performing SDR we've hired. Multi-channel has a place, but it works when it's 10% of the activity, not the core of it. 

The ones who flip that ratio tend to look busy without generating much pipeline.

Mastering cold call is boring advice. It's also correct.

Our team at Surfe are using Orum. 
This tool is a great one to reach a high amount of conversations. 
Today, choosing the right tool is really important, especially in cold calls.

CEO at Surfe 🏄‍♂️ | Building the world’s most powerful prospecting engine

The best sales reps I know don't talk more.

They read better.

Every prospect sends signals during a call. Most reps miss them because they're too focused on their pitch.

But these signals tell you everything: where they are in their evaluation, how serious they are, what their real concerns are.

Average reps stick to their script regardless.

Good reps adapt in real-time. They know when to push, when to pull back, when to loop in support.

Sales isn't about controlling the conversation.

It's about reading it correctly and responding with precision.

Sales is everywhere.

Every senior hire I've made, every investor conversation, every partnership comes down to the same thing: can you get someone to say yes?

Mastering sales doesn't just make you a better rep.

It prepares you for everything that comes after.

How you pitch a raise.

How you convince a co-founder.

How you close a candidate who has three other offers.

The reps who figure this out early treat each deal as practice for the rest of their career.

A sales career is the best foundation I know for whatever comes next.

Every data provider has blind spots.

One will struggle with mobile numbers in certain regions.
One will have email accuracy drops in smaller markets.
Another one will have weak coverage in a specific region.

Etc..

No single provider is perfect everywhere.

That's why we built Surfe's Waterfall API differently.

Instead of forcing you to pick one provider and accept their gaps, we layer multiple sources. When one provider fails, another fills in. 

You get the best phone number, the best email, from whoever has it.

The result? One of the strongest datasets on the market.

Same price. Better data. No compromises.

Surfe 𝘪𝘯 𝘵𝘩𝘦 USA. 🇺🇸✌

We opened our New York office last month.

I was there last week with Romain to meet the team building Surfe on the ground.

The US is a different market. Faster cycles. Higher expectations. 
That’s the level we want to operate at.

Full video on Surfe’s YouTube.

SDRs, these are your prospects.

Don't take it personally.

Most rejection in cold calling isn't personal.
Prospects are real human beings with real lives.

But let's be honest. A lot of it is preventable.

You called the wrong company.
You reached someone who has zero buying power.
You had no context on what they're dealing with right now.

That's not bad luck. That's bad targeting.

Yes, even when you do everything right, some prospects will still say no.
They're late for a meeting. 

Their quarter is locked. They just got chewed out by their boss.

Life happens. You can't control that.

But you can shrink the gap between a random no and an informed conversation.

How:
→ Target companies that actually match your ICP
→ Reach the person who owns the problem
→ Know what's happening in their world before you dial

That's the difference between spraying calls and making smart ones.

It's exactly where we're taking Surfe. 

Giving SDRs real-time intent signals and enriched context so every call starts from a better place.

You'll still hear "no."
But way less often for reasons that had nothing to do with you.

110 people wanted to come. We could only fit 35.

Last week, we hosted the Clay Club at our office in Paris, with HeyReach.io and Jérémy Grandillon from TC9.

GTM engineers and founders from HubSpot, Dust, Pigment, PayFit showed up.
Felt more like a house party than a SaaS event.

The topic: how modern GTM is shifting from stacking tools to designing workflows.

Ramp's recent post about their internal revenue stack came up. We’ve been seeing this in France for a while, with Pigment leading the way by building their own in-house revenue orchestration platform, and PayFit exploring a similar path.

Other teams in the room are stitching together the best tools they can find - and Clay Club was the perfect space to share these experiences and learn from each other.

Different approaches. But everyone agreed on one thing:
it all comes down to solving the workflow.

A year ago, building your own meant a serious engineering investment.
Today the barrier is dropping fast.

Still early. But the energy in that room said it all.

Surfe just ranked #31 on G2's Highest Customer Satisfaction Products 2026.

Out of 151,264 products.

4,753 eligible.

Top 100.

We're sitting next to names like Notion and Gong in that ranking.

Companies with hundreds of people dedicated to customer experience.

This one comes entirely from customer reviews.

No paid placement. No algorithm.

Just people taking time to share their honest experience.

For a company, that's the most meaningful signal we have.

→ Beyond proud of everyone who built what people actually want to use.

And grateful to every customer who left a review.

I was in Barcelona last week for our new office opening.

One of our Junior BDRs asked me: "Do you still do cold calling?"

I do.

And every time someone asks, I think back to my first job, on the trading floor at a bank.

I was given a research assignment: call real estate agents to find out if they were happy with a public listing platform.

The analysts needed data to decide: buy, hold, or sell the stock.

I started calling.

Rejections everywhere.

Then one agent picked up.

At the end of the call, I asked: "Can you recommend two other agents I should talk to?"

Real estate agents all know each other.

And they love to talk.

That became my icebreaker.

Next call: "Hey, I just spoke with Peter from XYZ. He said I should talk to you. What do you think about the platform and how you're listing right now?"

I wasn't cold calling anymore.

I was warm.

In two days, I spoke with 100 agents.

Private, high-quality research on a public company.

The kind that moves stock decisions.

Cold calling still works.

The hack is simple: get one person to talk, ask for two names, repeat.

That's it.

In January, Surfe's leadership team got together for a management retreat.

Revenue, product, and engineering. Aligning on what 2026 actually needs to look like.

No borrowed playbook. No consultant frameworks.
Just 65 people who need to pull in the same direction.

Three things hit hard:

Bad hires don't just slow you down. They break you.
At our size, every person changes the company. Hiring slow isn't careful. It's mandatory. And when someone's not working, you can't wait to find out.

Most failures happen between teams, not inside them.
Engineering doesn't know what sales promised. Support escalates without context. Deals die in Slack threads. Clear handoffs aren't process bloat. They're survival.

You can't give every customer the same attention.
Resources aren't infinite. Self-service isn't about saving money. It's about protecting your team's focus for the opportunities that actually move the business.

2026 is going to look different.

Surfe is now available inside monday.com CRM.

We did not build this integration ourselves.

Our partner Cloudstride did.

And that was the right call.

We had the API. They had the expertise to connect it to Monday CRM properly. 

Trying to build it in-house would have meant slower delivery and a worse product for our users.

So we joined forces.

Konstantin Frolov and the Cloudstride team built something our users had been asking for. Surfe enrichment, directly inside their Monday workflow. 

No switching tabs. No manual exports.

This is how we think about partnerships at Surfe. 

We do not need to own every piece of the stack. 
We need to know what we are good at, and find the right people for the rest.

Excited to co-host the next Clay Club Barcelona on March 18th.

This one is different.

7 operators. 15 minutes. One live GTM challenge.
Workflows built from scratch. On screen. In real time.

No slides. No pre-recorded demos. Just builders thinking live under pressure.

If you want to see how top GTM operators actually work, this is it.

Limited seats. Barcelona, March 18th at 6:30PM.

Request your spot: https://luma.com/p8rjc3ur

Most internal meetings are a waste of time.

I get invited to tons of meetings.

But here's the truth: if I'm not critical to the decision or the outcome, I skip it.

Why?

Because every meeting costs everyone's time. 

And most of the time, that information could've been a Slack message or a quick async update.

My rule: If I'm not actively solving something or making a decision, I don't need to be there.

It keeps my team moving faster.
And it keeps me focused on what actually matters.

Stop defaulting to meetings.
Start defaulting to execution.

LinkedIn knows who's ready to buy. 
You don't.

Likes and comments are buying signals. 
Without enrichment, you can't do anything with them.

This Wednesday, I'm sitting down with Max Mitcham, CEO of Trigify.io, to show how to fix that.

From spotting a relevant post to enriching the contact with verified email, phone, and company data in under a minute.

March 11th, 4PM CET.

Spots are limited.

Register here: 
https://lnkd.in/ecacspj9

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