Demo to Close

I help AEs and B2B SaaS companies book more demos. run demos. convert demos by focusing on 3 Ps.

PROCESS:
✅ Improving sales hiring and onboarding process.
✅ Prospecting, Discovery, Demo, and Follow-Up Strategy
✅ Sales funnel, email, and CRM audits

PLAYBOOKS:
✅ Building a custom sales playbook
✅ Writing cold email sequences 
✅ Building talk tracks in call recording software

PEOPLE:
✅ 1:1 and group coaching & advisory
✅ Custom sales workshops
✅ Deal and follow-up reviews

Founder

FDTC University

From Demo To Close University (FDTCU) is a 12-month sales coaching program for SMB & MM AEs who want to 2X their quota without using high-pressure sales tactics by nailing their discovery, demos, and follow-ups.

Sales Coach

DoorLoop

DoorLoop hired my company, FDTC, to help them grow revenue and ramp up salespeople faster by:
✔️ 1:1 call coaching with AEs
✔️ Building a custom sales playbook
✔️ Advising founders on top-of-funnel strategies
✔️ Improving sales hiring and onboarding process.
✔️ Writing cold email sequences in Outreach.io
✔️ Building talk tracks in call recording software
✔️ Providing custom monthly sales workshops
✔️ Deal strategy and follow-up improvement
✔️ Improving comp model for AEs
✔️ Group call coaching with AEs

Sales Coach & Consultant

Techstars Atlanta

Entrepreneur in Residence

Twain

Product Advisor

GorillaDesk

Vajro

Helping the team at Vajro with:
→ GTM sales process/playbook
→ Outbound motions and messaging
→ LinkedIn social selling strategy
→ Marketing

Strategic Advisor

SixFigures

SixFigures is the premier organization for sales education. Based in Tel Aviv we help the start-up nation scale, and scale careers in the process.

Sales Instructor & Mentor

SaaS Talks: From Lead to Close

SaaS Talks: From Lead to Close is a short-form audio SaaS sale podcast sharing common challenges, and strategies to close more of your deals from the moment they reach your pipeline. 

You'll learn how to:
💸 Schedule more demos
💸 Build a bigger pipeline
💸 Close at least 50% of your demos. 

Every episode will be short and to the point so you don't have to waste time listening to sales fluff.

→ Each episode is less than 10 minutes and cuts out ALL of the fluff. I post an episode 5 days/week.
→ Also includes monthly specials with guests like Nick Cegelski, Collin Mitchell, Ethan Parker, and more!
→ GO HERE TO LISTEN: https://anchor.fm/saastalks

💯 Now you can listen to it during your bathroom breaks, in-between meetings, or anytime you want!

Creator 

Techstars

Mentoring startups in a remote-first environment, I support their strategy, offer firsthand experience, and guide their growth. Since 2006, Techstars has worked with startups across a range of verticals, from aerospace to finance, logistics, and retail, connecting them to a network of successful mentors and partners. Each year, Techstars chooses over 500 early-stage companies to join one of their 3-month, mentorship-driven accelerators, investing $120K and providing hands-on mentorship and access to the Techstars network for life.Mentoring startups in a remote-first environment, I support with their strategy, offer firsthand experience, and guide their growth. Since 2006, Techstars has worked with startups across a range of verticals, from aerospace to finance, logistics, and retail, connecting them to a network of successful mentors and partners. Each year, Techstars chooses over 500 early-stage companies to join one of their 3-month, mentorship-driven accelerators, investing $120K and providing hands-on mentorship and access to the Techstars network for life.

Startup Mentor

Founder @ FDTC → I help startups go from $100K-$15M by improving sales processes, playbooks, & people → Building the #1 SaaS sales coaching program for AEs → Featured in Techstars & Sales Hacker → #helpmedontsellme

It was Monday morning, 11 AM when I went to my boss and said, “I’m sorry, this job, sales...it’s not for me” and I left.

That was 13+ years ago.

At 22 years old I landed my first real job fresh out of college ready to be a “career person.”

I crushed the interview.

But when I came into work for my first day at 10am, I quickly realized that I was scared sh**less of sales, and quit within the first hour.

For the next 3 years, I had PTSD and avoided sales like the plague.

I played it safe and stayed in my comfort zone.

No sales-related stuff whatsoever.

I lost my confidence and ambition. 

I missed career opportunities and wasted away my early 20s.

Fast forward to present day:

I'm a former 2X VP of Sales who took 1 startup from $0 ARR to ≈ $10M ARR in 4 years, and another from $1.5M to ≈ $4.6M ARR in 18 months.

I now teaching SMB AEs and teams how to be top sellers, make higher 6-figures, and get promoted through repeatable systems and playbooks.


Want to learn more? Book a clarity call: https://calendly.com/fdtc/30min 


P.S.⚠️ Grab my top (FREE) 24 discovery questions 6,000+ salespeople are using: https://bit.ly/4d3B2sl


Otherwise, you can find me here:
► YouTube: https://www.youtube.com/@demotoclose
► iTunes: https://apple.co/3Fome9g | Spotify: https://spoti.fi/408V0LS
► Twitter: https://twitter.com/@mistamor

Mor Assouline

An AE in Australia reached out after finding me through organic search.

He's been at his company 11 months.

$1M quota. Sitting at $200K. Final quarter just started.

"I'm having maybe one discovery call every two weeks. Nothing is sticking. It's demotivating."

I asked him: "What channels are you using?"

Him: "LinkedIn and email mostly. Not a lot of cold calling to be completely 
transparent."

Me: "Why not cold calling?"

Him: "It's a grind. I just haven't made the effort."

Here's what I showed him:

He's stuck in a never-ending loop.

The loop looks like this:

No pipeline in dashboard
↓ 
Thinking, "This is too hard" 
↓ 
Frustration and hopelessness
↓ 
Avoiding cold calls and disengaging
↓ 
No pipeline

Then his brain says: "See? I told you it was hard."

The loop repeats.

Every time he doesn't see results, it reinforces the belief that it's hard.

That belief triggers frustration, doubt, and questioning if he should be in sales.

That frustration leads to disengagement.

That disengagement creates no pipeline.

Which proves he was "right" that it's hard.

It’s a mental hamster wheel.

The problem:

Most sellers think they just need to change their behavior.

"I'll just cold call more."
"I'll block my calendar better."

But they're still carrying the same beliefs about the work.

When you believe "this is hard" and feel "hopeless," even if you force yourself 
to take action, the results won't be consistent.

You're doing it from a place of scarcity.

After showing him this, he said:

"Damn. This is exactly what's happening to me."

The reality:

You can't break the loop by just working harder.

You need to interrupt it at the source.

Most AEs never figure this out.

They stay stuck wondering why nothing changes.

Founder @ Demo to Close / The #1 Sales trainer & coach for SMB AEs and SaaS companies that want to sell better & close larger deals / 2X VP of Sales / Unseller

Mais de 15 anos de carreira em empresas de alto crescimento, com foco em garantir crescimento sustentável através de melhor desempenho na definição de novas linhas de negócio a explorar, eficiência operacional e otimização da geração de fluxo de caixa livre.

Ao longo da minha carreira trabalhei para oferecer oportunidades de desenvolvimento para os times em que trabalhei, buscando sempre ser um apoio para o crescimento da equipe.

Fundei 5 empresas ao longo da minha carreira, onde atuei em diferentes frentes, fazendo pesquisa de mercado, liderança de produto, gestão financeira, gestão operacional e comercial.

Liderei times com mais de 100 pessoas, atuando tanto de forma presencial quanto remota. Tenho experiência com times em múltiplos fuso horários e atuei com várias camadas hierárquicas.

Mentorei mais de 20 startups e acompanhei rodadas de captação que acumularam juntas mais de R$ 100 milhões.

Lúcio Cordeiro

Empreender é olhar para vários assuntos ao mesmo tempo, de quando captar até para suas linhas de custo.

E por falta de tempo, alguns custos podem se descontrolar e atrapalhar o timing da rodada, tendo que antecipar uma conversa que não necessariamente deveria vir naquele momento.

Um exemplo? Custo de cloud. Hoje el representa uma das 3 principais linhas de custo das startups, disputando com pessoas e marketing.

Mas enquanto marketing e pessoas torna o processo de avaliação do custo muito transparente, cloud ainda é uma caixa preta. 

Quinta que vem, dia 13/11, eu e o Semi Kim vamos falar sobre custo de cloud.

As vezes você nem precisa de uma outra rodada, você precisa de uma estrutura de custo mais ajustada.

Link para inscrição nos comentários!

Como a Samax tem conseguido entregar mais de 20% de redução de custos para os nossos clientes?

Apesar de sermos uma operação muito recente, temos tido um bom resultado e uma ótima experiência com os nossos clientes por aqui, entregando de forma consistente dentro da nossa proposta de valor.

Mas como temos garantido essa entrega estruturada mesmo enquanto desenvolvemos nosso MVP? Uma única resposta: processo e constância.

Temos estruturado processos e desenvolvido tecnologia que foca em garantir entrega de valor desde o primeiro ponto de contato entre nosso time e os clientes.

Subimos o primeiro degrau. Mas a escadaria ainda é grande.

Sua empresa está custando 30% a mais do que deveria e isso não é opinião, é fato.

Desde o começo do ano nós na Samax perguntamos frequentemente para CTOs, CIOs e Heads de Tecnologia através do Radar da Nuvem como está a relação entre orçado e realizado nas despesas com cloud e as respostas são sempre as mesmas:
- O orçamento vai estourar, mesmo com a queda do dólar.
- Apesar de acompanharmos de perto, o custo nunca é fácil de controlar.
- Eu sei que tem melhorias para economizar, mas a equipe está focada em outros pontos.

Esses são alguns dos exemplos das respostas de mais de uma centena de executivos de tecnologia sobre como custo de nuvem pode virar uma bola de neve e atrapalhar o resultado da empresa no longo prazo.

Qual dessas frases você já ouviu ou falou no dia a dia? O quanto o custo de nuvem tem sido um indicativo de problema para você e seu time?

Se essa for uma dor MUITO frequente, não sofra sozinho. Me chama no inbox  e eu te ajudo com um diagnóstico TOTALMENTE GRATUITO sobre o estado da sua nuvem e como começar a economizar. Só mandar uma DM.

O ano tem só mais 24 dias úteis e esta pode ser sua última oportunidade de entrar em 2026 com uma conta de cloud 26% menor, como vai acontecer com os clientes da Samax.

Com a SELIC a 15%, todo real economizado vale o dobro e sua infraestrutura de cloud é o melhor lugar para isso.

Um dos principais pontos onde você vai conseguir liberar recursos é na sua infraestrutura e este é o momento ideal para fazer a "limpeza" de fim de ano.

Aqui na Samax a gente sabe que o foco dos nossos clientes nesse momento é dar aquele último sprint para entregar as features planejadas, entregar uma boa Black Friday e um Natal sensacional.

Por isso estamos abrindo a oportunidade para diagnóstico gratuito com nosso time, para receber gratuitamente seu relatório com 3 formas de economizar na sua cloud.

Até o dia 28/11 vamos oferecer diagnóstico gratuito + relatório personalizado de como conseguir reduzir o custo de cloud ainda em 2025.

Quer economizar? Fala comigo ou com o Rafael Calixto Schalch!

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Lúcio Cordeiro

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taplio

The Battle

Mor Assouline

Lúcio Cordeiro

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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);}Mor Assouline's LinkedIn Performance

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