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

A CRO of a Series B company DM’d me this a few days ago:

“Every single AE hit quota this month. 14 for 14. Not only has this never happened before at our company, I’ve never seen this happen at any company I’ve worked at.”

This wasn’t luck.

I’ve been coaching their AEs for the past couple of months.

→ 1:1 sessions.
→ Real call reviews.
→ Deal reviews and planning.
→ Mindset / Belief upgrades.
→ Building better processes and playbooks.
→ Working alongside their talented sales managers every week (who are absolute rock stars)

Here’s what we cleaned up:
1. Rebuilt how they run discovery calls for different segments / personas.
2. Rebuilt how they run demos so they’re selling the problem, not the product.
3. Coached them on how to hold the line when going over pricing.
4. Trained them on how they manage their time and pipeline.
5. Each AE had a personalized skill plan that we reviewed every week and tracked progress.

Every single rep leveled up, and it’s been working.

The sales team set the record for the most new ARR in their company’s history, and this is just the beginning.

You know what's more expensive than coaching?

Replacing reps every six months because they never had a real process to follow.

Missing your number three quarters in a row while you "figure it out."

Watching your best people leave because they're tired ofcarrying the team.

14 for 14 is cheaper.

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

I coach an SMB AE who's hit $15K months in commission alone 3 quarters in a row. Within 1 year, he got promoted to MM. Here's something he does that many reps aren't willing to do:

→ He isn’t scared to surface objections on calls.

Most AEs try to avoid objections, but he proactively looks for them.

His thinking: I rather be on the call handling concerns that would come up when we hang up

Some examples I taught him to ask:

→ After showing a feature: “Based on how we [solve problem] what do you feel might not work for you or your team?”

→ At the end of the call: “When you take this back to [stakeholder], what would some things they’d have reservations about that would pause all this?”

→ During call: “What other initiatives is [higher stakeholder] dealing with that would cause this to be pushed to next quarter?”


The top 1% of AEs are masters of asking great / thought provoking discovery questions.



P.S. Here are 24 more discovery questions 6.6K+ AEs are mastering: https://lnkd.in/eR69raD4

High-paid SMB AEs spend their time:

→ Planning their day the night before
→ Recharging so they don’t burn out
→ Disqualifying opps that are not a fit
→ Upgrading their mindset, beliefs and skills
→ Reviewing their metrics weekly like a CFO
→ Calling buyers as soon as they fill out the form
→ Disqualifying fast to protect their time and calendar
→ Consistently blocking out time to prospect and doing it


Low-paid SMB AEs spend their time:

→ Pitching during discovery
→ Letting their calendar run them
→ Waiting for marketing to send them leads
→ Following up with “just checking in” emails
→ Arguing with RevOps about Salesforce stages
→ Complaining about quota instead of raising their skills
→ Talking about features instead of problems on discos/demos
→ Hoping this quarter will be different without changing anything

Same seat.

Different mindset.

Different habits.

Different skills.

Vincent L Blume Pc

Business Development

The Luster Group

Deliverability Consultant

Mailshake

Goal: increase Mailshake's brand awareness

- Social Selling (top of the funnel)
- Video interviews with sales leaders
- Linkedin trainer for the sales team
- Webinar host

Sales Evangelist

• Remote Account Executive - helping sales teams book more meetings in less time using simple yet powerful software
• Internal LinkedIn Coach
• Train & onboard reps to the SDR Team
• Training includes: peer review feedback, role-playing, pipeline reviews, & coordinating 3rd party sales coaching
• Innovate & implement new processes for upselling current clients
• Revenue research and optimization 
• Sales engagement consultant to current clients, in order for them to have the best outreach

Account Executive

• Hired on as one of the first SDRs at Mailshake to perform product demos & reach out to leads who abandoned sign up
• Presented over 1,000 demos
• Maintained a 40% close rate
• Closed over $85,000 in revenue
• Conducted webinars to help current customers
• Advised team leads on recruiting & hiring tactics 
• Promoted to Account Executive

Sales Development Representative

Ascend WV

Recipient of the first Ascend WV class in the Greenbriar Valley, WV.

Ascender

RoadRunner Recycling

• Full-cycle recruiting focusing on Sales Staffing (SDR), and the Operations Staffing
• Leveraged experience as an SDR to hire the ideal profile for the team
• Helped restructure interview process for a more hands-on experience to improve SDR quality & reduce churn (mock voicemails, intuitive interview questions, & monthly check-ins)
• Hired 26 new SDRs on the sales team in 10 months
• Used omnichannel outreach methods when sourcing candidates (cold calling, emails, & LinkedIn outreach)
• Sourced quality candidates (career fairs, networking events, LinkedIn, ZipRecruiter, Indeed, & CareerBuilder)
• Built relationships with college career counselors & business facility to help flow of qualified applicants

Sales Recruiter (SDR Team)

• Averaged 100% of quota as an SDR & SDR II
• Helped lead other SDRs with outreach, so they could also be promoted
• Performed outreach on behalf of 2 AEs
• Saw a need to improve churn rate of SDRs & onboarding process
• Eventually promoted to a Recruiter for the SDR Team

Sales (SDR) II

• High performing outbound SDR
• Prospected over 100 accounts/month via Google Maps
• Cold called minimum of 350 prospects/week (outbound outreach)
• Qualified/booked meetings for AE’s while securing $160,000 in MRR
• Promoted within 4 months to SDR II

Sales (SDR)

International Studies Abroad (ISA)

• Campus Outreach: promoted ISA to students about various study abroad programs 
• Implemented campus-wide events – point of contact for students

Global Ambassador

EAB Solutions Inc.

• Contracted by multiple non-profit organizations, including Prevent Child Abuse America
• Trained Staff Accountants to perform similar duties independently
• Accurately prepared AR/AP, journal entries, and bank reconciliations
• Worked directly with clients to help them understand financial statements

Staff Accountant

If your emails are landing in spam then what’s the point of sending them?

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Personal Time:
🌎 I love working remote & traveling
💃🏼 Dancing is one of my favorite hobbies
🇨🇭I speak Swiss German & now learning Spanish 🇪🇸

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