Luke Floyd

Sustained overachievement is built through intentional systems.

I created IGST (Intention, Goals, Strategy, Tactics) as my personal operating system to drive consistent, repeatable success in enterprise sales.

It’s how I’ve repeatedly outperformed quota, led high-stakes deals, and helped organizations scale with precision.

My sales philosophy is rooted in Change-Based Selling, the belief that every deal is a change story. I help companies identify critical inflection points, align executive stakeholders, and turn strategic initiatives into measurable outcomes.

Before sales, I served as a Combat Engineer in the U.S. Army, where I learned discipline, execution under pressure, and leadership in complex environments. Those lessons are the foundation of how I operate today.

When I’m not head down driving change with clients, you’ll find me in the mountains or in my workshop building banjos.

Contact:
	•	LinkedIn DM
	•	Twitter: @bizluke
	•	Cell: 208-716-5479

Senior Account Executive

I enable teams to expand globally, mitigate compliance risk across their global footprint, and secure the best talent around the world. 

Teams use Deel to expand globally in minutes. Hire contractors or employees in 175+ locations quickly and compliantly. Deel's redefining compliance and payments for global expansion.

Achieved 225% of quota for 2021.
Achieved 195% of quota for 2022.

Building sales teams and delighting customers at early stage hyper growth startups.

Mike Gallardo

My best AEs run a killer sales process.

(steal all their best moves)


𝟭. 𝗪𝗼𝗿𝗸 𝗕𝗮𝗰𝗸 𝗣𝗹𝗮𝗻𝘀
Get a firm timeline with an exact date. Then clearly communicate everything that needs to happen before that date. This ensures your buyer is truly committed. It helps them get the resources they need. And it prevents overcommitting and a poor experience.

𝟮. 𝗤𝘂𝗶𝗰𝗸 𝗥𝗲𝘀𝗽𝗼𝗻𝘀𝗲 𝗧𝗶𝗺𝗲𝘀
I can't emphasize this enough. Quick response times are one of the best ways to stand out as an Account Executive. Respond the same day at the very least. Shoot for within two to three hours. Responding fast builds trust. It provides a better experience. And you can easily win deals on this alone.

𝟯. 𝗦𝗲𝗹𝗹𝗶𝗻𝗴 𝗕𝗲𝘁𝘄𝗲𝗲𝗻 𝗠𝗲𝗲𝘁𝗶𝗻𝗴𝘀
Arm your buyer with the right tools, information and collateral, so they can make the strongest case possible internally. This is how you win complex deals. You create a shared space for all their resources and stakeholders. That way you never stop selling. Even when you’re not in the room.

𝟰. 𝗟𝗼𝗼𝗽𝗶𝗻𝗴 𝗶𝗻 𝗟𝗲𝗮𝗱𝗲𝗿𝘀
Do not wait to match power with power. Bring in your leadership early. It’s a great way to build confidence earlier than your competition. This also encourages your buyer to include other stakeholders from their side. Leaders can also add value and help get things done internally faster.

𝟱. 𝗛𝗲𝗹𝗽𝗶𝗻𝗴 𝗪𝗶𝘁𝗵 𝗜𝗺𝗽𝗹𝗲𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻
This is very underrated. Most salespeople just want a signature then throw the deal over the fence. The best AEs stay involved. They ensure implementation is a great experience. And they get a lot of referrals from their buyers. 

𝟲. 𝗦𝗲𝘁𝘁𝗶𝗻𝗴 𝗡𝗲𝘅𝘁 𝗦𝘁𝗲𝗽𝘀
Who would I be if I didn't mention next steps? The best reps watch the clock. They reserve enough time to discuss next steps without being rushed. And they make sure those steps are clear and invaluable. So the buyer is motivated to schedule the call as soon as possible.

𝟳. 𝗧𝗲𝘅𝘁𝗶𝗻𝗴 𝗪𝗶𝘁𝗵 𝗕𝘂𝘆𝗲𝗿𝘀
If you are not texting with your buyers you’re leaving money on the table. It's the best way to get information quickly, check in on how a call went or how things are going, and to be available for your buyers. Use this strategy to blow past your competition.


What would you add?

- Mike G

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Certified Public Accountant

Sales Director at Deel

The Best Sales Course

Kudzai  Ndoro

The best cold call openers.

(2 of my favorites)


1️⃣ "Hey Mike, I know you weren't expecting my call. Do you have a moment? I promise to make it quick."

2️⃣ "Hey Mike, Not going to lie this is a cold call. Wanna roll the dice and see why I called or hang up now?"


I'd use the first one, or some version of it.
As my default.

The second one is based on my mood.
Usually fridays or after hours is best.


What's your best cold call opener?


- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

90% of my team hit quota in Q4 🤯

Here’s how we use AI:


As you can see:

We’re all about working smarter, not harder :)


How we use AI:

1. First Touches
AI analyzes role, company, funding, job posts, and web activity to generate tailored openers. This drives way higher reply rates without burning hours on research.

2. Discovery Prep

AI surfaces likely pain points, key priorities and key details from previous convos. This allows AEs to come in as experts and focus on revenue driving activities.

3. Call Debriefs

AI summarizes real pain, decision criteria, power structure, and risks.
Follow ups get sharper and deals move faster.

4. Objection Handling

AI predicts legal, security, finance, and procurement pushback.
AEs easily get ahead of likely objections in conversations, decks and emails.

5. Battle Cards

AI generates specific positioning vs competitors in real time.
That way AEs are never caught off guard or have to circle back with answers.

6. Selling 24/7

AI can answer questions the customer (or new stakeholders) have at any time.
AEs keep deal momentum and keep selling even when they’re not there.

7. Deal Strategy

AI alerts AEs when new stakeholders engage, what content buyers are consuming, and where risk is building inside the deal. Reps instantly know what to focus on, how to adjust their strategy, and where to lean in to win through superior insight.


By the way…

We use Aligned for 6 and 7. 

I highly recommend checking them out (for free!) here: https://lnkd.in/gqNS6GRW


What's your opinion on AI?
- Mike G

A simple outbound sequence structure.

Only needs 6 things.

𝗪𝗵𝗮𝘁 𝘆𝗼𝘂 𝗻𝗲𝗲𝗱:

1. Value Props

You only need two.

Spend a lot of time researching and thinking through the core value propositions of your startup. You should know, in your own customer's words, exactly what their challenges are, what they're looking to accomplish and how you specifically help.

2. Triple Taps

Email, phone and social all on the same day to break the noise. No this is not annoying for most people. Oftentimes, they only see one of the three messages. You never know which channel is best for someone.

3. Cold Emails

Two emails per value proposition. The first email you send plus a reply email. That's it. Anything more and you start risking getting marked as SPAM imo. Plus, you really shouldn't need more emails than that (4 total).

5. Cold Calls

I have 6 in this sequence but you can add more if you'd like to. This is the second best channel right now. LinkedIn being the first. So don't sleep on it.

6. Break up email

This is OPTIONAL but I think it can be done well. A lot of people have strong beliefs here and whenever that's the case my advice is to test it out for yourself before making any assumptions.

What's your opinion on this structure?
What would you change?

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

He closed a $1,000,000 deal at Deel 🥳

This was in Mid Market.

Multiple products.
Multi year contract.
Multiple stakeholders.

I listened to every single call.

Here’s what he did:

1. He used a mutual success plan that was clear, structured, and outlined exactly what needed to happen. “I took the time to build a mutual success plan for us. I’d love to align and partner on building this together.”

2. He started the discovery call with the buyer’s objective, which immediately created alignment and made the buyer feel heard. “If you could accomplish one objective on today’s call, what would it be?”

3. His calls were highly structured. He prepared, respected the clock, and opened every meeting with a simple agenda. “Here’s what I was thinking for today’s call. Quick recap, dig into X and Y, and leave 10 minutes at the end for your questions and next steps. How does that sound?”

4. He brought in the right people at the right time instead of trying to cover everything himself. “Rather than me trying to speak to everything, I’ve invited [expert] to walk you through [topic]. If you decide to move forward, they’ll be working closely with you throughout implementation too.”

5. He shared relevant customer stories from similar industries with similar objectives. “Before Deel, they were dealing with [insert challenges]. After Deel, they now [insert value].”

6. He obsessed over decision criteria and made sure he understood exactly how the buying team would evaluate the decision. “Can we dig into how you’ll be evaluating this? Have you purchased software before, and can you walk me through how that decision was made?”

7. He proactively surfaced common roadblocks before they became objections. “Something that’s come up with similar companies is [insert challenge]. Is that something you’re thinking about as well?”

And that my friends…
Is what executing a million dollar deal looks like in 2026.

Here’s the thing though…
Executing on this consistently is hard work.

That’s why I’m excited about what Aligned just launched with their new AI Deal Workspace.

It makes all of this significantly easier.
For both reps and sales leaders.

All you have to do is send one link after a call.
And you get:

1. AI that understands what’s happening across calls, CRM, email, and buyer activity.
2. Clear signals on risk, momentum, and recommended next steps (including drafting your comms)
3. AI support inside the workspace for buyers, so they can keep the deal moving when you're not in the room.

This is exactly how modern, high stakes deals should be run.

We use Aligned at Deel, and I’m partnering with them because this mirrors exactly how we run deals and coach sellers today. Plus, I always love sharing new AI tools that add real value!

👉 If you haven’t already I highly recommend using it for free here: https://lnkd.in/gqNS6GRW

Happy humpday my friends,
Mike G

#alignedpartner

Brand partnership • Sales Director at Deel

How to book meetings on Linkedin. 

(3 easy steps) 💙 
 
 
𝗦𝘁𝗲𝗽 𝟭. 𝗕𝗹𝗮𝗻𝗸 𝗖𝗼𝗻𝗻𝗲𝗰𝘁𝗶𝗼𝗻 𝗥𝗲𝗾𝘂𝗲𝘀𝘁 
 
My default is a blank connection request. 
 
But if that's not how you roll... 
 
Here's a template you can use: 
 
Hey Jill. Sending over a note shortly regarding SKO planning. Wanted to introduce myself and put a face to the name.
 
 
𝗦𝘁𝗲𝗽 𝟮. 𝗡𝗼𝘁𝗵𝗶𝗻𝗴 𝗕𝘂𝘁 𝗩𝗮𝗹𝘂𝗲 
 
Use external and internal resources: 
 
 
Hey Jill.

With Q4 underway, many sales leaders are starting to plan SKO.

Here is a calculator teams are using to compare costs across different cities. 

(link)

Thought you might find this helpful.

Cheers,
Mike G
 
 
𝗦𝘁𝗲𝗽 𝟯. 𝗩𝗼𝗶𝗰𝗲 𝗡𝗼𝘁𝗲𝘀 
 
Out of the 1000s of DMs I get... 

1% of them (or less) are voice notes.
 
Great way to pattern interrupt and get attention. 
 

Here's a template for ya: 

 
Hey Jill.

Hope the resources were helpful.

If you would ever like to connect on SKO planning and which locations tend to offer the best experience while keeping costs efficient, happy to share what we are seeing.

I also sent a note with the subject line “SKO Planning” if it is easier to reply there.
 
𝗕𝗼𝗻𝘂𝘀: Send a quick (45 second) video showing how your software would help with their most likely priority and/or challenge.


What'd I miss? 
 
- Mike G 

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

$56,000.

That’s what I made at my first startup.

Before that.

$96K as a tax supervisor.

I took a 𝟱𝟴 𝗽𝗲𝗿𝗰𝗲𝗻𝘁 𝗽𝗮𝘆 𝗰𝘂𝘁 to get into startup sales.

No safety net.
No guarantees.
Everyone thought I was out of my mind.

But I knew one thing.

If I wanted a chance of controlling over my financial future, I couldn’t play it safe forever. 

9 years.
3 unicorns later.

I crossed well over $200K in annual earnings.

The lesson:

Life's too short to play it small.

Dream big, make moves and take risks.

Best way to look back on life without regrets imo.

– Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

How to start discovery calls strong.

(using a simple script)


It may seem like a small thing, but...

People don't like repeating themselves.

So if your SDR shares notes...

Make sure to use them!


𝗛𝗲𝗿𝗲'𝘀 𝗛𝗼𝘄:

Hey Jill,

Excited to connect today. I spoke with my colleague Sara, and she shared some context around [SDR notes].

Did I capture that correctly, and what is most important for me to understand about your business and what you're looking to accomplish?


Why this works:

1. Prospect doesn't have to repeat themself
2. Show that you're prepared
3. Focus on their priorities


It's the simple things that matter most,
Mike G


👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

Here's my best agenda structure.

Simple, easy, and direct.


𝗧𝗵𝗲 𝗦𝗰𝗿𝗶𝗽𝘁:

Hey Jill. Appreciate you taking the time.

To start, I will give a quick two minute overview of what we do at Acme so you have context on how we typically help our customers.

From there, I would love to learn more about you, what prompted you to take this meeting, and the key initiatives your team is currently focused on.

If there is alignment, we can walk through the platform and talk through how we could support your top priorities and goals.

Is there anything specific you would like to make sure we cover today?


3 tips:
1. Start with what you do (for outbound leads)
2. You can remove that (for inbound leads)
3. Give the people what they want (demo on first call)


𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻: On a scale of 1 to 10 what would you rate this agenda?


Double espresso kind of day,
Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

Check this cold email out.

It's only 44 words.

Sometimes super simple is best:
- People are always busy
- They don't have time to read novels
- So get to the point and try to build interest


𝗖𝗼𝗹𝗱 𝗘𝗺𝗮𝗶𝗹 𝗧𝗲𝗺𝗽𝗹𝗮𝘁𝗲:

Jill, looks like you're hiring AEs.

How are you making sure your commission process scales with the team?

We helped Shopify automate their process. Reps saved 4 hours a month. Submitted less disputes. And spent more time selling instead.

Curious to take a look?


𝗕𝗼𝗻𝘂𝘀: The reply email can be a simple video showing how your platform solves their #1 problem. Just one sentence like: "Here's a quick 45 second video showing how we remove all the headaches from the commission process.


What do you think?

Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

I get 1000s of DMs.

Not many have voice notes.


If you want to stand out.
Try adding them to your LI outreach.


𝗛𝗲𝗿𝗲'𝘀 𝗮 𝘀𝗰𝗿𝗶𝗽𝘁:

Hey Jill,

Thanks for connecting.

I’ve been talking with a lot of sales leaders lately who are planning their SKO in cities outside of Vegas. The goal is keeping costs under control while still creating a really strong experience for their teams.

I’ll send over a few helpful resources shortly. The planning process can get surprisingly time consuming, especially when you are coordinating travel, venues, and budgets for a large remote team.

Glad to be connected. If any questions come up, feel free to shoot them my way anytime.


PS. Gotta send them valuable resources too ;)

Question: Do you send a note with your connection request?


Stand out, book meetings, make money,
Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

Max out your 401(k).

Starting today.

If that's not possible, no worries.

Just make it your #1 priority and focus. 

And be willing to make sacrifices (short term) to make it happen.

- No new car
- No buying a home
- No expensive vacations
- Grocery shop and cook most meals

It's legit the most important thing you can do for your future self.

It sounds easy.

But trust me it's hard.

Especially when in your 20s.

At least, that's how it was for me. 

Investing was the absolute last thing on my mind.

So I didn't invest much until much later in life (early/mid 30s).

If I could go back in time... 
This would literally be the one change I'd make.

So don't make the same mistake I did.
And start maxing out your 401(k) today.

I promise the sacrifice will be worth it,
- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

The Menu of Pain.

One of the greatest discovery tricks.


𝗛𝗲𝗿𝗲'𝘀 𝘁𝗵𝗲 𝘀𝗰𝗿𝗶𝗽𝘁:

Hey Jill,

I work with a lot of founders in similar situations, and they are usually focused on a couple of core priorities:

(1) Priority 1. Short description
(2) Priority 2. Short description

Is that what you are experiencing as well, or did I miss the mark?


𝗥𝗲𝗺𝗲𝗺𝗯𝗲𝗿: This strategy can be used in a lot of different scenarios! Basically, when you ask a question give a couple of options. Great way to demonstrate subject matter expertise and make answering easier for your prospect.


Shoutout to 👩🏻‍🏫 Krysten Conner for this awesome strategy! 


Menu of pain = a lot to gain,
- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

What would you change about these cold call openers? 
 
Let's get right into it... 
 
𝗛𝗲𝗿𝗲 𝘁𝗵𝗲𝘆 𝗮𝗿𝗲: 
 
1. Hey Jill, it’s Mike with [company]. I know I caught you in the middle of your day. Mind if I share why I thought this call might be relevant for you?
 
2. Hey Jill, Mike here with [company]. Quick question: are you the right person to speak with about [topic], or should I point this elsewhere?
 
3. Jill, it’s Mike from [company]. I just saw [trigger event or signal] and thought it might make sense to connect. Does now work for a quick chat?
 
4. Hi Jill, it's Mike from [company]. I know calls like this are unexpected. Could I take half a minute to explain why I reached out to you specifically and then you can tell me if it’s worth continuing?
 
5. Hey Jill, this is Mike with [company]. I know I'm catching you out of the blue here. Do you have a quick minute to chat about [signal, insight, benefit]? 
 
6. Hey Jill it’s Mike with [company]. I didn’t know if you were the right person to talk to but I was curious if you could help me out real quick? 
 
7. Hey Jill, this is Mike from [company]. I know you're busy, so I'll get straight to the point: I'm calling about [specific benefit/value proposition]. Is this a convenient time for a very quick chat?

8. Hey Jill, Mike from [company] here. I'm calling specifically because I noticed [specific trigger event or signal you observed]. Do you have a moment?


Would love to hear your opinion!
Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

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The Battle

Luke Floyd

Mike Gallardo

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The Battle

Luke Floyd

Mike Gallardo

Followers

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);}Mike Gallardo's LinkedIn Performance

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