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

7shifts

Manager, Revenue Enablement

Revenue Enablement Manager

Customer Success Enablement Manager

Customer Success Manager

Royal LePage Burloak Real Estate Services

• Collect and prepare weekly data for distribution to brokerage leadership team and sales representatives
• Monitor competitor market activity and report on findings
• Prepare monthly real estate board and monthly market analysis to the brokerage
• Identify and recommend new tools and efficiencies to improve market analysis and communication activities

Market Analyst

CIBC

•	Participated in discussions related to the overarching goals of recognition at CIBC
•	Documented current recognition strategies and how to integrate them into the new program
•	Developed strategies for program sustainment and development, as well as a Champions approach
•	Decided on technical specifications for the function of the new strategy
•	Coordinated across departments and teams to ensure all collateral and required components of the program align with CIBC’s purpose and values, as well as the technical requirements of the program

Recognition Consultant

O.C. Tanner

•	Managed a portfolio of 5 key clients in English and French valued up to $3MM CAD
•	Grew account revenue by 27.32% on average while onboarding $3.6MM USD in new revenue
•	Co-ordinated with manufacturing and purchasing for on-time delivery of large-scale orders
•	Facilitated custom product design and recognition initiatives for accounts worth $1-3MM
•	Pitched data-supported recommendations in annual client reviews to grow accounts
•	Educated new clients on program operation and new features to create self-sufficiency
•	Trained and managed a contractor to support client-specific initiatives

Bilingual Client Success Specialist

Atrium Media Group

In this role, I was responsible for managing a team of 5 including a Marketing Director, Marketing Analyst, Graphic Designer, Social Media Manager, and Special Events Coordinator. I oversaw and helped guide the overall direction of social media campaigns, booths, printed advertisements and planed a magazine launch parties.

Vice President of Marketing

Wilfrid Laurier University

•	Increased social media engagement by 4.77% by implementing a new content posting strategy 
•	Managed 20 volunteers across 7 reunion classes to plan specific homecoming class events
•	Analyzed and presented statistics from primary social media channels to ensure strategy success
•	Updated website posts, created social media graphics, and wrote email campaigns as necessary
•	Managed communications including online articles and emails distributed to over 80,000 alumni

Alumni Event & Project Specialist

Dodgeball referees are in charge of officiating matches for the intramural leagues.

Dodgeball Referee

E-Business Laurier

EBL is a marketing-centric club, and the VP of Marketing is responsible for developing the general marketing strategy and leading the entire marketing division of E-Business Laurier. Efforts will be divided between Event Promotion (50%), and Club Promotion (50%).

As the Director of Graphic Design, I helped E-Business with their re-branding process.  This included creating a new logo, helping to make the new website, and developing the new general marketing strategy. Throughout the rest of my time in the position, I have been creating posters and rave cards for the various events the club has run, but also made a video discussing e-business with one of the professors from our school.

Director of Graphic Design

The position of Creative Media Manager involves coordinating photographers and videographers, collecting the videos and photos they take, and ensuring the quality of the image. In addition, the Creative Media Manager also helps set up live-streaming of events and edits the photos and videos as requested by a client.  Throughout my time in the position, I coordinated a team of six photographers and two videographers to attend club events, take their executive team headshots, live stream events (such as a question and answer period with Samsung Canada for a professor's class, as well as an information session for the international business option at the school), and videotape presentations for the full-time MBA program.

Creative Media Manager

CHCH Television, a div. of TV Channel Zero

As a member of the Street Team at CHCH, I am responsible for driving the Community Cruiser to various community events, setting up the tent provided, and handing out branded items like beach balls and tattoos.  As they are celebrating their 60th anniversary, I am also raising awareness of the return of the show Tiny Talent Time, and trying to get people to sign up for CH-CHing - a new, free rewards program that gives points for watching videos, reading articles, and sharing content from the CHCH website on social media.  The Street Team goes to events such as the Burlington Sound of Music Festival and Doors Open Hamilton.

Street Team Member

Lafarge

Responsible for after sales support and quote-to-cash (collecting, filing, and reconciliation of signed ticket copies, and assisting in locating missing signed ticket copies from haulers), developing a case discussing whether or not to incorporate ticket scanning into Lafarge's business process, hauler administration (filing of outstanding AGW documentation, scanning and filing hauler contracts, pulling and scanning CVOR insurance documents, downloading WSIB documents, updating Hauler Compliance Database with spot haul contracts as they come in, and calling haulers and updating database with current information, time permitting). Also assists with freight administration (assists Transportation Coordinator with deletion of expired rates and AD-HOC administrative support (assists Customer Service and Logistics Manager with various administrative tasks).

Supply Chain Intern

I tackle complex organizational challenges, including building and scaling customer-facing teams, upskilling their knowledge, and creating healthy cultures where everyone - regardless of department - thrives. Through this work, I help companies overcome the process and people problems they deal with on a day-to-day basis, both my supporting frontline reps and their leadership teams.

If you're looking to build and scale onboarding, continuous learning programs, or integrate culture-building activities into your team, I'm your girl!

Please feel free to contact me via LinkedIn or by email at ericajeanhollingsworth@gmail.com.

Erica Hollingsworth, MBA

Had an amazing time MCing our Women in GTM event last night here at Relay! 💚💫

With International Women's Day coming up on Sunday, I can't think of any better way to have spent a Thursday night - connecting, sharing insight, and just having a great time.

BIG thank you to our speakers for this session on Managing Up: Leading Through Influence, Julisa Salas and Jessica Knapp.

Want to join the fun? The next session in our Executive Presence Speaker series is coming up soon 👀 

📆 Thursday, May 7
📍 Relay Office
💭 Executive Presence at the Top

Keep an eye out for the registration link when it drops!

Thanks to Nicole Plant and Nichole Porter for bringing this event to life and for letting me be a part of it! 🫶 Also couldn't have had the success we did without the planning committee at the reins (Cindy Duong, Sara Chong, Jane Mathias, Arin Alkumru, Simrah Ali, Hasini Hemanth, and Hannah McInall) and our volunteers! ✨

Super excited to be part of our planning team for the Women in GTM series here at Relay! 💚✨

Naturally, I'm a quieter person (cue the shock from everyone I know). 

Speaking up in a room where I'm newer/more junior does NOT come easily. I've been incredibly fortunate to have leaders encourage and make space for me, but there's also been a lot of learning to elbow my way in!

Our next speaker series is all about building that executive presence regardless of where you are in your career. In this series, Managing Up: Leading through Influence, we'll talk about leading without formal authority. Why wait for the title change when you can start making an impact today?

Super excited to hear from our speakers who have been there and learned a lot along the way:  

Julisa Salas (VP Strategy & Ops here at Relay)
Jessica Knapp (VP, Chief of Staff at Docebo)

If you're in the GTA, come on down! We’re serving dinner, refreshments, and practical advice. Don’t miss it!

🗓️ Thursday, March 5 
🕕 5:30-8:30 PM 
📍Relay HQ

🎟️ RSVP: https://luma.com/ryjrd9it

100% of ticket proceeds are donated to the Newcomer Women’s Center

Open article: Managing Up: Leading through Influence · Luma by luma.com

Managing Up: Leading through Influence · Luma

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