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

Victor Vatus

Co-Founder

Founder @ Sell Me This Pen

Hello/Bonjour - if I DM'd you about a Sales role and you're now reading this, I come in peace 🏳️

If you're looking for Sales talent or a good Sales story, let's chat - I directly hired or helped hire +300 sales pros.

Sales-wise, I've done pretty much anything you can think of: receptionist, door knocking, cold calling, sold $50/month stuff, 19 x tradeshows, sold to C-Suite/Enterprise, closed $Xm deals, hired/trained/coached/retained entire Sales teams, built+managed $XXm P&L.

All these experiences led me to start my own firms, www.sellmethispen.net and www.TrackRec.co to bring data and predictive analytics to the Sales recruiting World 

Married, 2 x Daughters, 2 x Dogs, 326 x Playlists.

#recruiting #sales #headhunter

Founder

Sell Me This Pen: hire the top 2% Sales talent in North America.

I founded Sell Me This Pen because of my passion Sales & Recruiting. After recruiting more than 20 people in Boston, MA as a VP Sales, I was asked by a few companies to help them recruit top-shelf talents. So I quit and launched www.sellmethispen.net

So far, we placed close to 100 people within 35 companies.

We attract, screen, and vet top-tier Salespeople so you can hire the best and focus on cultural fit.

Roles we focus on: BDR/SDR, BDR Manager, AE, Enterprise AE, CSM/AM, Sales Engineer, VP Sales, CRO/CSO and Marketing/Lead Gen.

What makes us unique:
- 100% performance-based
- We do all the heavy lifting (attract, screen, vet)
- You focus on cultural fit
- Guaranteed

Clients: Sinequa, Reveal.co, TeamTailor, DataDome, Spinergie, Kili Technology, Seiza, Maker.co, Bus.com, Riot, Praxedo, Maki People, Gleamer, Ovrsea, BOxD, Datatonic...

Ask me about our 2023 US Sales Salary benchmark based on 2000 interviews and our Hiring Toolkit.

They called me the "Canadian Steve Harvey" for a reason

I love hosting and this time, it's in the company of great minds: 🏄🏼‍♂️ Scott Leese, Rafaella Fontes, Eli Portnoy & I will be sitting down on Feb 26th 11am PST / 2pm EST.
 
We'll talk about hiring, onboarding, and having reps execute properly

30-min well spent, see you there

Register here: https://lnkd.in/gFjX2U8e

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The Battle

Mike Gallardo

Victor Vatus

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The Battle

Mike Gallardo

Victor Vatus

Followers

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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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