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

My ad journey started in radio. AM radio. Talk about a hard sell. But I would not trade it because it taught me how to sell. No big fancy logo behind my name. No new tech to dangle in front of prospects. AM radio.S elling airtime to car washes, furniture outlets, insurance agents, and churches. Writing every spot myself. Learning how to sell with words. That is where I fell in love with advertising, specifically copywriting, and where I realized stories move people more than discounts.That is also where I found the legends: Ogilvy, Bernbach, and Roy Williams, who became my unofficial mentors and the reason I still care about craftsmanship and clarity.Agency life came next. Rebrands, websites, OOH, TV commercials. A crash course in full stack advertising that taught me how the whole machine works, not just one gear.Then came startups, tech events in San Francisco, and the moment I met the founder of Wrapify. Everyone was taking Ubers and Lyfts. Delivery apps were taking over. Every company was burning cash. The writing on the wall was obvious. They would need an ad network to survive.So I spent the next eight years building the rideshare ad category and helping turn OOH into something modern, measurable, and worth talking about.OOH is old. Ancient by advertising standards. Yet it still grows every year because humans cannot skip a skyline.But it is full of friction. Too hard to plan, buy, and measure.Enter AdQuick. The operating system for OOH. Easier planning, faster buying, real measurement, and actual transparency. No black box. No guesswork.Now I am here to help push this industry into its next chapter.My goal is simple. Help marketers win. Grow the OOH pie. And increase GDP in my spare time.What I do:• Full cycle sales. I know how to get the biggest brands and agencies attention. I know how to lead them along to close.• GTM strategy and execution across sales, pricing, messaging, and ICPs• Scale revenue teams with systems instead of heroics• Build from zero, then from one to tenWhat I believe:• Leading is serving• Selling is helping• A strong and short cold email can change your year• Simple beats clever• Bullet points beat paragraphsOutside of this, I am raising 5 boys, two dogs, and whatever new chaos the day brings. I also post a lot on LinkedIn. Some is funny. A little is insightful. Most is probably cringe on purpose. Oh, I also buy way too many domains with OOH in them. DMs are open to people building things and or if you need help with O O H.

Jason Hanson

My oldest doesn’t have a phone. He has a watch that my wife and I can use to call and text him while he’s out and about. I love sending him messages, especially when I’m traveling for work. Being able to shoot him a message is great.

Also, one day we’ll be working with Gen Alpha, so get ready to communicate only in emojis 🤣💩🚀

Director @AdQuick (making OOH easy and measurable). I’m also a dad of five boys, and I post here too much.

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The Battle

Mike Gallardo

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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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