Florin Tatulea

Sales Leader | LinkedIn Top Voice 2023 | GTM Advisor | Focusing on Seed → Series B

I'm a passionate leader that lives and breathes all things sales.

I was lucky enough to be the first sales hire at Loopio and have had the opportunity to be a part of and contribute to the exponential growth that had led us to a sales team of ~50 strong. In my 6.5 years at Loopio we grew revenue by 65x. 

I am now doing it all over again at Common Room

Whether it's been as an SDR, AE, Manager or Director, I'm constantly looking for ways to reinvent myself and my team.

I'm a people-first leader that understands that leading a team is not about me. It's about lifting others up and seeing them succeed. My success is simply a bi-product of my team's success. 

As a sales leader, I'm curious about scaling sales teams, generating pipeline, increasing win rates and lowering ramp times in a remote world.

As an individual, I'm passionate about copywriting, sequence/cadence building, leveraging social selling and the future of sales technology.

Director of Sales

SDRs - Your cold call opener doesn’t really freaking matter. 

Sorry to break it to you. 

I've seen SDRs absolutely kill it using "Hey, how are you?".

I've also seen others kill it using a permission-based opener like: 

"Hey Tom, I know, I'm calling out of the blue. Mind if I take 30 seconds to explain why I'm calling? If it's not interesting from there, feel free to hang up".

Most of the ACTUAL battle is your tone, energy and confidence.

These are all things you can work on with enough practice.

You need to:

1. Deeply understand your persona - read books/blogs, look up what memes/jokes they like, how they talk, what they are measured on, where they hang out, how they think. Obsess over it.

2. Repetition - nobody likes to hear it but you just have to make thousands and thousands of calls. Period.

Get yourself a fantastic data platform like FullEnrich so you actually get shots at bat with real people.

(Their 30-provider enrichment waterfall is NUTS for mobile numbers… we use it).

3. A "just get it done" mentality.

4. Stop trying to be other people - The exact phrases that work for another person WONT work for you! 

Use words you are comfortable using, sense of humour (or lack thereof), natural tone etc. 

It sounds rehearsed and awkward (and probably makes you nervous) to try to force someone else into your calls. 

So…..

Stop analyzing everything all the time. Just make the damn calls and learn from your mistakes.

It's really not rocket science.

#FullEnrichPartner

GTM Leader | LinkedIn Top Voice | Advisor

PSA to all sales reps. 

Nobody is reading your ESSAY of a follow up email after a sales call. 

Why are we still doing this? 

Stop with the links, case studies and generic templates.

Here’s a template that’s short and sweet that I stole from Salman Mohiuddin  Mohiuddin a few years ago: 

——-

Hi , 
Appreciate your time today. 
A few highlights from our call yesterday:

* X
* Y
* X 
Confident {Your Company} can help solve all of these things and excited to continue the conversation. From here:

* XX
* YY
* ZZ

Anything I missed?

——-

That’s it. 

Oh, and maybe don’t just send the same email to everybody on the call. 

Tailor each one to the different people on a call. 

It’s really that simple. 

#sales

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Obtained a GPA above 3.5 for the entire academic year 2011-2012

Dean`s List

E3 Business Case Competition

Top Ranked Junior Tennis Player - Canada  

Talk Master Certification 

Competed against 20 business schools across the U.S. including Wharton, Stern, Berkeley and Sloan. 
This competition asked students to choose a stock to either long or short, with the only requirement of it having a 30 day SMA of over $200m in market cap. Our team, being the only international presence in the competition,  chose to pitch Iridium (IRDM), a satellite communications company, and have received a final judgement score of 24/30 based on Stock Selection, Presentation, and Q&A. 

Georgetown Stock Pitch Competition

Cold Email Conversion Machine by Florin Tatulea

Prospecting from the Trenches | Florin Tatulea | Substack

Working with Local Food Plus, a not-for-profit aiming to drive a sustainable food model to the benefit of local farmers and retailers in Ontario

An important lesson here that dooms most GTM teams from the start.

Why is it so hard to grasp?

How you target and build your account lists is MORE than half the battle. 

First - let's start at the account layer.

Saying that your ICP is venture-backed "B2B SaaS" companies isn't helpful. 

There are so many differences in how a B2B SaaS company goes to market. 

Let's use their GTM motion as just ONE example:

An org can have a GTM motion based on Product-Led Growth, Sales-Led, Open Source-Led etc... all of these companies go to market COMPLETELY differently. 

The same message likely won't land for these different motions. 

Second - the persona layer. 

Based on the motion a company has, the problems a "Demand Generation Marketer" has are also completely different. 

Even with the best copy in the world, your message has now failed at the account level AND at the person level. 

Your reps were doomed before you even started.

A lesson I've learned the hard way in the past.

h/t to Yurii Veremchuk for the inspo

#sales #outbound

There's a fundamental flaw with how outbound teams approach messaging that I see over and over again.

We've gotten to a place where "signals/triggers" have become a commodity.

The signal should NOT be your message. 

The signal is actually just telling you that it COULD be the right time. 

Let's say I'm a rep at an observability platform that monitors outages for software teams... I happen to get a pricing page web visit from an ICP persona. 

Unfortunately most reps will default to Example 1 which is a massive problem for a few reasons: 

1. There is no additional value that a salesperson brings to this interaction that can't be automated by a simple marketing email.

2. Being on your pricing page MIGHT indicate interest, but you can't assume it. 

As a salesperson, your job is to take a signal and paint a contextual picture as to why this is the perfect time to evaluate/purchase your solution. 

CONTEXT is what is missing in a lot of outbound messaging and sales cycles. 

Tell an exec something they don't know or help them connect the dots on something they might be thinking about. 

Not enough teams are doing it. 

#outbound #sales

Here are the 10 platforms in our tech stack we ACTUALLY found valuable for our team in 2025: 

1. Common Room - the brain behind our GTM engine. The Jarvis to our Ironman. 

Having one platform where so much valuable GTM data and workflows are unified has helped us and our customers deeply. A lot of people still don’t fully understand how much the platform actually does. Most people at first glance think it’s a contact-level signal & intent platform. Much deeper actually.

Internally in 2025 we used Common Room’s AI agents to “GTM Engineer” and do the following:

TAM/SAM Analysis, List Building, Account Research (i.e. Crawling websites for custom signals, 10K reports etc.), Contact Enrichment (Phone, Email, LinkedIn), Duplicate Detection in CRM, Signal/Intent detection (i.e. CRM data, Gong Transcripts, Web Visits, Negative + Positive Reviews, Product Usage Data, Social + Community Engagement, Job Changes, Tech Stack, Job Listings), Dynamic Lead Scoring, Competitor Analysis...

This info was then summarized by our AI agents, pushed to reps in real time and provided suggested messaging/actions to take. 

2. FullEnrich - contact database and waterfall enrichment across 20 providers. For us, it was especially fantastic for phone numbers across all regions and hard to find contact data for prospects outside of North America. It was so good we built a deep integration directly into Common Room for customers as well.

3. Wiza - As a stand alone contact database and provider, they have some of the best contact info out there right now. 4x connect rates compared to Apollo. Solid workflows from Sales Nav.

4. Nooks - AI-Dialer and Virtual Sales Floor. Doing power hours together, being able to listen in and coach on live calls, all while making it way easier to have more conversations on the phone. We 10x’d the number of conversations we had with prospects per month.

5. Outreach - our Sequencer. Lots of people hate on Outreach, but the backend, workflows and deep integrations into other GTM platforms (especially Salesforce) are still relatively unmatched.

6. Kondo: Superhuman for LinkedIn DMs - LinkedIn inbox management. Made us SO much more efficient at LinkedIn outreach. Can't believe there wasn't something like this sooner. 

7. Gong - Call recording, analysis, deal management & forecasting. Best platform in the market for this IMO.

8. Chili Piper - scheduling and lead routing. Super easy to use and helps us run all inbound.

9. Perplexity - our day-to-day LLM. Deep research, ideation, data analysis, completing tasks that are mundane with ease.

10. LinkedIn Sales Navigator - Still the most up to date database of professionals on the planet. Very helpful for building the best lists. 


Hope this was helpful! Stay tuned for my list of tools I'm bullish for going into 2026 👀 

#sales #gtm #outbound

LinkedIn DMs are a MESS.

What that means is, if you’ve been prospecting consistently over the past 6-12 months...

You probably have at least SIX FIGURES in STALE PIPELINE to re-engage.

The problem is that LinkedIn’s DM search and UI make it nearly impossible to navigate and find buried gold. 

Luckily, I stumbled upon the solution a few months ago and I have a prediction: 

Kondo: Superhuman for LinkedIn DMs will be one of the most widely adopted productivity tools in 2026 with massive growth. 

It makes executing on LinkedIn so much easier for reps. 

One of my reps booked 3 meetings right away after installing Kondo.

I almost can’t believe that it took this long to come out with a solution. 

With it you can: 

1. Actually search keywords properly and find profiles 

2. Organize, Label & Tag conversations: I use “Prospect”, “Vendor”, “Customer”, “Side Hustle” tags

3. Set automatic reminders to follow up..

4. See exactly who has accepted my connection request. 

5. Sync convos back to CRM.. much better visibility for coaching reps on how to use LinkedIn

All in a clean UI. 

I’m never going back.

If you want to keep wasting time and navigating an Inbox that hasn't been updated in 20 years, you should ignore this. 

Otherwise, jump on this January promo ending in 2 days...

2 months at no cost 👉 https://lnkd.in/dsYeYi8v

#kondopartner #sales

Most sales tools aren’t actually designed for the nuances and workflows of how sales reps operate. 

I know because I’ve tested hundreds of platforms over the last decade.

It’s usually the small decisions… sometimes even just simple UI/UX designs that determine whether a tool fits in your workflow or fights against it.

One platform with truly thoughtful design is Prospeo.io. 

They just shipped a V2 of the platform and I’ve genuinely enjoyed using it.

3 things stick out for me:

-Triple verified emails and mobiles 
-Weekly data base refreshes (most providers are every month or quarterly)
-Lowest price per mobile number ($0.010 VS. $1 for others)

They actually have the best match rate for verified emails in Clay’s waterfall. 

Sharing a quick video with what changed + why these product designs matter a real SDR workflows.

What’s been your favorite sales tool recently? 

#prospeopartner #sales #outbound

Turns out... I still got it.

Cold Email Showdown on 30 Minutes to President's Club.

Had a TON of fun going up against one of the best cold email reps in the game, Evan Greek.

3 Rounds... very different context for each email. 10 minutes to write on the spot and judged by the man himself, Jason Bay. 

Here's the email that gave me the edge early:

(Situation: Selling vegan burger meat to McDonalds)

------

𝐒𝐮𝐛𝐣𝐞𝐜𝐭: 𝐑𝐨𝐧𝐚𝐥𝐝'𝐬 𝐛𝐞𝐞𝐟 𝐢𝐬𝐧'𝐭 𝐰𝐢𝐭𝐡 𝐮𝐬

Saw The New York Times report on Ronald threatening to quit after the market share loss, Jason.

Was looking at both of your menus and noticed a potential opportunity for you all. Have you considered a vegan burger option? 22% of the world is vegetarian, and there is a big opportunity to increase market share that you aren't paying attention to.

Can I send over a couple of patty samples? I promise not to disappoint.

Let's win you back the crown.

------

30 minutes of us walking through our thinking process. 

Give this a watch if you have some time :) 

Full video in the comments

#sales #outbound

Is Juliano Massarelli dominating anybody else’s social media feeds or is it just me? 

🤣🤣🤣

Salman Mohiuddin

Enterprise Account Executive, Marketing Cloud (Financial Services)

Helping sales pros + teams build healthy pipeline to close more deals faster | Sales Coach + Trainer @ SSA | 17 years as a quota carrier | ex-Salesforce, Asana and IBM | Interview Ace

Problem before Product. 

17 years of tech sales experience as an SDR + AE at Salesforce, IBM and Asana all as an individual contributor. There’s more 👉

Currently Founder at Salman Sales Academy.

#1 Sales Influencer in Canada 2025 (source: Favikon)

Coaching and training AEs, SDRs, BDRs + sales teams to find and close more deals.

Started as an SDR in 2006, moved to AE in 2007.

6 years at IBM
- SDR 
- SMB + MM AE
- small Enterprise AE

7 years at Salesforce
- MM AE (new logo)
- Enterprise AE

2.5 years at Asana
- Enterprise AE 

2 years at startups 
- SMB AE (new logo)
- Enterprise AE

I currently coach + train AEs, AMs, BDRs, SDRs and Sales teams on prospecting, problem enablement, discovery, demos, deal strategy and interviews.

DM me for:

- 1:1 Sales coaching 
- Sales team coaching + training for your company
- 1:1 Sales interview consults to help you land an offer
- Speaking engagements or sessions for your company
- Podcast guest 


✅ Widely recognized as a master prospector & hunter

✅ Experienced in consultative selling to C-level, Information Technology (IT), Marketing, Ops, HR and more.

✅ Sales Interview Ace - the interview playbook I've built has resulted in an 80% success rate in interviews

✅ Possess an Honors B.A., Economics

[Sales COACHING]

➡️ Problem Enablement [build confidence in truly understanding your persona and the problems your solution solves for]

➡️ Prospecting [cold email, cold calling, warm calling, objection handling]

➡️ Discovery [full 5-step discovery framework to help lead your calls with confidence and in the flow of the conversation]

➡️ Demos [full demo framework, engaging demos, justifying spend, taking control of deals, PoC/Pilot strategy, etc…]

➡️ Deal Strategy [multithreading, uncovering power, executive alignment + engagement, quantifying pain, business case, negotiation, dealing with objections throughout cycle, taking control of your deals, champion building, mutual plans, forecasting, etc...]

➡️ Interviews - I've refined my interview playbook that has help 80+ folks land offers [interviews, mock cold calls, mock discovery, mock presos, territory plans (that will wow a hiring manager)]

I've built an entire Sales playbook from prospecting to close in everything in between based on my 17 years of experience as an individual contributor in tech sales.

No fluff. All actionable sales insights and content, with real examples, that you can start using right away in your role and see immediate results.

Check out the coaching programs and testimonials here:  www.salmansales.com

or DM me. Happy to help.

Founder

Helping AEs, SDRs + Sales teams find and close more deals. 🚀 Boosting income and revenue. 

17 years of tech Sales experience, all as an individual contributor. I've been in your shoes as an SDR, Commercial, and Enterprise AE at companies like Salesforce, IBM and Asana. In the trenches. Exceeding targets. Even in economic downturns.

Documenting all of my learnings, I've built out a Sales playbook. Now I want to give back to YOU.

I teach individual contributors + Sales teams on how to sell better, exceed targets, boost income / revenue, and accelerate growth. All with actionable Sales content and insights that you and your team can start using right away. Seeing immediate results.

Spoke to an AE who ranked #2 globally out of 700+ AEs at his company last fiscal.

He’s gunning for #1 this fiscal (which ends in a few months for him)

What’s he doing differently?

It’s not complicated.

It’s the fundamentals.

(and it works)

Here’s a glimpse 👇

1. Knows the problems inside and out

He got the same product training as everyone else during onboarding.

Rather than jumping into product after hearing an ounce of pain, he takes a problem-first approach when speak into IT security leaders.

He spent his first few weeks in role truly understanding not the product, BUT

→ the problem it solves (in prospects language)
→ how said problem affects each key persona
→ how typically teams tackle the problem today
→ negative impact of ignoring the problem
→ KPIs + metrics affected by problem 

So when he talks to prospects, they think:

“This person gets my world.”


2. In discovery, he goes beyond surface-level pain 

If you took him aside and asked him about an in-quarter deal, he could tell you:

→ the specific problem they are facing (in their language)
→ how the team is dealing with problem today 
→ the use cases tied to that problem 
→ the impact on persona, team and org
→ who it’s affecting and why it actually matters
→ the exeutive priority that problem puts at risk
→ the risks or obstacles currently in the deal 
→ how he’s proactively de-risking them
→ next step, who owns it, and the goal

He knows discovery isn’t a stage in the sales process.

It runs throughout the entire deal cycle.


3. He leverages his x-functional team

Works closely with SDR, SE, CSMs, Pro Services, and a TON with partners.

But he doesn’t just “loop them in”. What he does:

→ prepares SEs before every call and demo
→ brings in execs for exec-to-exec alignment
→ sends each exec a 1-page deal brief before that 
→ works with partners as a true win-win
→ consistently meets with them, “walks the halls”
→ builds mutual plans that hold everyone accountable

………………………………………………

I’ve been coaching this AE for almost 2 years.

He wants to Finish #1 globally this fiscal.

……………………….

With how competitive the market is.
With budgets being super tight.
With all the AI tools at our fingertips.

IMO, it comes down to the fundamentals of sales that will help drive our success.

Helping Sales Pros Close More Deals + Crush Quota | 17 Years as an AE | ex-Salesforce, IBM + Asana | Founder, Salman Sales Academy | #1 Sales Influencer in Canada 2025

1st year AE, I was told these were good disco questions:

“Do you have budget set aside for this?” 
“What’s your timeframe in making a decision?” 
“Who's the decision maker on your end?” 

😐 

I asked them pretty much exactly like that. BANT style.
And prospects saw right through it.

They felt lazy.
Salesy.

Pure “check-the-box” questions.
Deals didn’t move forward.

Conversations stayed shallow.
Something had to change.

If I wanted real answers, I had to stop qualifying and start understanding.

Here’s what changed everything 👇

4 simple shifts that made qualification feel natural 
(not salesy)

1. Timeframe → Consequence

Instead of asking:
“What’s your time frame?” 😐

Ask:
“What’s happening today that’s causing you to take a closer look at this problem now vs later?” 🙂

Now timing had meaning.


2. Decision maker → Initiative ownership

Instead of asking:
“Who’s the decision maker?” 😐

Ask:
“When folks are trying to solve a big problem like this I find it’s usually driven by someone at the exec level. In addition to yourself, is there an exec on your side this initiative is being driven by?” 🙂

No pressure.
Just context.


3. Budget → Reality check

Instead of asking:
“Do you have budget?” 😐

Ask:
“Usually what I find is companies fall in 1 of 2 buckets:
a) have budget set aside for a specific project + eval
b) there's no line item for fiscal aligned to the project + eval
Which bucket would you put yourself in?" 🙂

Way more honest answers.


4. Sign-off → Risk

Instead of asking:
 “When do you expect sign off?” 😐

Ask:
“What would prevent your CIO and CFO from moving forward?” 🙂

Obstacles surfaced early.
Not at the end.

............................................

The difference?
Purpose.
Intention.

Respect for the buyer.

Ask questions that help prospects think, not questions that make them feel sold to.

Not so hot take: Quit wasting time and team resources on RFPs you have no business being in.

Imagine this 👇 

→ prospect invites you to participate in an RFP 
→ AE drops what they're doing, pipes a 100k deal
→ gathers team resources (SE, PS, Product, etc...)

Team is heads down for the next few weeks.

Responding to the 100+ questions.

Preparing for the demo so they can meet req'ts.

Only to find out a month later they aren't the selected vendor.

.................................................

Here's why this is a mistake:

→ you're late to the party if you just found out about the RFP
→ prospect already has a good idea on the vendor
→ your team wastes weeks on a lost cause
→ resources are drained

Winning RFPs requires early engagement.

Ask yourself:

- were we engaged prior to release?
- did we help co-create or shape the RFP?
- are they willing to meet so we can learn more?

If not, you've got to make the smart decision and walk away

... and focus on winnable deals instead.

(There are exceptions here, especially in gov't / public sector for example where RFPs are the norm)

But in the majority of cases, it's true.

Use your time (and your team's time) wisely.

The best salespeople know when to say no.

taplio

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Florin Tatulea

Salman Mohiuddin

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taplio

The Battle

Florin Tatulea

Salman Mohiuddin

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Posts

Engagements

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