Building sales teams and delighting customers at early stage hyper growth startups.

Mike Gallardo

We're hiring AEs at Deel. 🥳

Here's why you should apply:

1. All remote. Forever and always. Work from anywhere in the USA or Canada.

2. The earning potential is real. I have reps hitting 200%+ consistently. More than 50% of the team hitting quota. The comp plan is built to reward top performers.

3. We promote fast. Promotion cycles every 3 months. I have already promoted 10+ people this year. And we're not slowing down.

4. You'll learn from the best. We listen to calls, coach every week, and genuinely care about your career growth.

5. We're still growing super fast. New products. New markets. New opportunities. The opportunities are endless.

If you're a hungry AE who wants to build something and get paid well doing it, this one's for you.

👉 Interested? Apply here: https://lnkd.in/gkhGnZdA

If you have any questions drop them in the comments!

Best of luck!
- Mike G

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Certified Public Accountant

Sales Director at Deel

The Best Sales Course

An AE on my team closed a deal that was dead for 45 days.

No responses. Ghosted. Done.

Here's what he did:

He didn't send a breakup email. 
He didn't drop the price. 
He didn't chase.

He sent one short message:

"Hey [Name] — I know the timing may not be right. No worries at all. In the meantime, here's one thing that changed since we last spoke: [specific update]. Is [priority] still something that's top of mind?"

That was it.

The prospect responded within 2 hours. 
Deal closed that Friday.

Most reps lose deals in the follow-up.
Not the pitch.

Because they either disappear or become annoying.

The best ones stay present without being desperate.
And they have a system for valuable follow ups.

That's the difference.

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

The best AE I've ever managed didn't have the best pitch.

Wasn't the most polished on calls.

Wasn't even the loudest in the room.

Here's what she had:

She treated every lost deal like a lesson and every won deal like a system.

When she lost: 

She reviewed the call, found the moment it went sideways, fixed it.

When she won: 

She documented exactly what happened and repeated it. 

Even looked for ways to make the process and experience better next time.

Most reps do the opposite.

They move on from losses fast and treat wins like they were meant to happen.

So the gap between average and elite isn't talent.

It's the work someone puts in after the deal is done (win or lose) that matters most imo.

That's where careers are built.

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

One of my best AEs has a 39% win rate 🤯

Her secret is one question she asks on every single discovery call:

"If you could change one thing about how your team handles [process] right now, what would it be?"

That's it.

Here's why it works:

It's specific enough to get a real answer. 

Not "what are your challenges?" which is pretty vague, and tends to get vague answers (unless you're lucky).

This questions forces the prospect to prioritize. 

Suddenly they're telling you exactly what matters most.

The answer tells you everything. 

And gives you exactly what you need to position your product as how to best solve what's most important to them.

Most discovery calls fail because reps ask broad questions and get broad answers.

They leave without knowing the #1 thing the buyer actually needs to fix.

Ask the one question. 
Listen hard. 
Build everything else around the answer.

That's how she closes 4 out of 10 deals.

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

I use AI every single day.

And in my opinion, Claude is the strongest AI tool for sales right now.

Here's one of the easiest ways to start using it:

Track your closed won deals every month. 
That's it.

Just log how many deals you close each month. 
One number per month.

Then drop that data into Claude and ask it to visualize it.

What comes out the other side? (See image below 👇)

A clean chart. 
Month over month trends. 
Automatic callouts on what's working and what's not.

This took me < 1min to make.

Now take that into your next 1-on-1 with your manager.

I promise, nobody else on your team is doing this.
And that's exactly the point.

AI isn't going away.

The reps who figure it out now are going to make more money, get promoted faster, and be a lot harder to replace.

The best part?

You don't need to be a tech person to start.
You just need to start.

And this is one of the simplest first steps you can take.

What are you waiting for?

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

Remote

Account Executive

Nooks

As a founding member of the Nooks Customer Advisory Board, I was handpicked from amongst Nooks’ users to join their first ever advisory board. I provide valuable insight on products, research, best practices and more.

Advisor

Deel

Q3 2024: 210% Attainment in August.
Q2 2024: 117% Attainment + $206,000 in Initial ARR.
Q1 2024: 200% Attainment (Highest in SMB / January) + $64,000 in Initial ARR.
Q4 2023: 128% Attainment + $44,500 in Initial ARR.

SDR Team Lead, SMB NAM

Looking to bring on the best global talent? Hire anyone, from anywhere in the world.

Deel lets you onboard a global team in 160+ countries, process payroll with a click, and never have to worry about the word “compliance” again.

Come check out how Deel provides the best experience for your remote global teams!

SDR - SMB NAM

Grant Advance Solutions Inc

360 Fundraising Software for Nonprofits (CRM, Lead Gen, Project Management)         

-Promoted from BDR to AE in 3 months for top performance.
-Selling to CEO, CFO, COO, and Executive Directors of 200K to $6M+ non-profits. 
-Managing an average deal size of $10,000 annual contract and sales cycle of 1-3 months.
-Taking 15+ new business meetings per week.
-BDR: 65+ calls per day, over 50 emails. Always exceeded activity targets

2022: 126% Attainment + $223,000 Closed in Initial ARR.
2021: 113% Attainment + $152,000 Closed in Initial ARR.

Account Executive, SaaS, Full-Cycle Sales

-In addition to the AE role, I co-lead a team of 3 Client Support and Success Reps. 
-Lead 50+ group onboarding sessions for over 300 users. 
-Held 1-on-1 strategy sessions for 70+ clients.
-Trained new Client Success Lead from ground 0.

Customer Success, Client Onboarding, Customer Support

Interim Client Success Lead

OSL Retail Services

Promoted from Sales Associate to Assistant Store Manager (2016) to Store Manager (2018). 

-Averaged 200% performance on a monthly quota of 50 units as an individual contributor. 
-Managed a $21,000 monthly sales target. Consistently 130% to budget leading a high performing team of 4.
-Provided Initial Training and daily Sales Coaching to 15+ new hires. 
-Grew brand awareness through strategic marketing and relationship development initiatives.

-Highest Productivity Per Hour and Volume in Manitoba Q1 and Q3 2020
-Q3 and Q4 2019 - #1 Performer Province-Wide for Sales Volume 
-2019 - 3rd Highest Sales Nation-Wide Black Friday, Out of 1,000+ Reps
-2019 #1 Performer Province-Wide - Highest Productivity Per Hour out of 35
-3 Highest Volume of Sales in Single Day Records in Manitoba History
-Most Volume of Sales in a Week & Period in Manitoba History - Black Friday week 2019
-20% YOY Sales Growth as a Store Manager in Q4 2018

Store Manager

Deel SDR Team Lead:
Q3 2024: 210% Attainment in August.
Q2 2024: 117% Attainment + $206,000 in Initial ARR.
Q1 2024: 200% Attainment in January + $64,000 in Initial ARR.
Q4 2023: 128% Attainment + $44,500 in Initial ARR.

Grant Advance AE:
2022: 126% Attainment + $223,000 Closed in Initial ARR.
2021: 113% Attainment + $152,000 Closed in Initial ARR.

taplio

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Mike Gallardo

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taplio

The Battle

Mike Gallardo

Ajay Sidhu

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Mike Gallardo's LinkedIn Performance

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