Inscaler

Boutique Fractional Sales Leadership agency for early-stage startups <5M ARR.

We help founders with limited sales experience sell more and better through up-to-date and tailored B2B revenue processes that scale and grow sustainably.

How It Works ⭐

➡︎ Get in touch with us via our website or Linkedin.
➡︎ We will send you a Sales Assessment to fill out.
➡︎ We will run a discovery call of 30 minutes together where we try to understand if we are a fit.
➡︎ Send and discuss the proposal.
➡︎ Kick off.

Start today!

Founder

Pavilion

Executive Member

ShippyPro

Advisor to CEO and co-founder on sales strategy and GTM.
I moved to Full-time later in October

VP of Sales

BOOM

Responsible for Sales GTM, globally. I lead >15 strong reps who are responsible to grow Boom. 

Results:

• Growing revenue by multiple X each year
• Started and led the transition from marketplace to SaaS leading to multiple X growth in MRR YoY 
• Grew headcount from 0 to 15 reps
• Developed a complete outbound sales strategy, and built Sales Dev, Customer Success, and Sales Ops organizations.
• Worked extensively with Marketing to align on inbound
• Worked hand by hand with Head of Product and Co-founders on the product roadmap.
• Evaluated, purchased, and implemented a full sales stack with tools including Salesforce, Outreach, Lusha, Gong, Sales Navigator, Aircall.

Head Of Global Sales

Cloudbeds

Cloudbeds is a #remotefirst travel industry startup that works to make the world a more welcome place. 

Main responsibilities:

• I'm responsible for new biz acquisition in Europe managing a team of +15 talented AEs; 
• Hiring, coaching, and performance management; 
• Working closely with marketing to ensure enough and quality level of leads;
• Working closely with sales ops and leaderships to increase win rate, conversion rate and improve sales excellence;

Results:

• Grew team from 7 to 15 people
• 150K ACV monthly revenue on avg 
• Went from last performing region worldwide to 1st in 4 months
• Doubled win rate conversion

Regional Sales Manager | Europe

Rebrandly

Rebrandly is the industry-leading link management platform to brand, track and share short URLs using a custom domain name.

Reporting to CEO & Founder, I built and scaled the global sales organization, managing an incredible and talented team of account executives, account managers and SDRs. Main market US.

Main responsibilities:

• Built from the ground - up a B2B sales organisation;
• Hiring, Coaching and Mentoring a team of AEs, AMs and SDRs;
• Acquired tools like CRM, video conferencing, prospecting and implemented playbooks;
• Work closely with the Marketing team on lead generation and inbound strategy;
• Developed and created outbound sales strategies;
• Worked with CEO on growth & strategic goals;

Achievements:

• Successfully built inside Sales Org from scratch
• YoY MRR growth 8X
• YoY ASP growth  10X
• YoY Headcount growth 4X
• FY Churn rate existing business <5%

Head of Sales | Global

LinkedIn

Promoted in the role:

• Reporting to Senior Management on forecast and attainment of team
• Conducting Interviews
• Onboarding of new hires
• Lead internal project on selected business priorities

Senior Relationship Manager - Sales Solutions

I was fortunate enough to be the 1st Italian Relationship Manager hired in the LSS business.

I invest the majority of my time on:

• Managing a Mid-Market book of accounts within Italy and EMEA; I'm responsible for renewal and upselling. (ratio of 60/40).
• I was Enterprise Relationship Manager ad interim for the FY16 managing Key and strategic accounts;
• I run and lead training +300 people on LinkedIn Sales Solutions in order to have higher engagement and better ROI;
• Mentoring and coaching new hires within the team;

Relationship Manager - Sales Solutions

FaxBox

Europe’s fax and SMS Cloud solutions startup, Firstway  provides organisations high quality, value-added communication services. (recently acquired by J2 Global Inc.).

In my role, I was the first international Sales Lead to open the markets outside of France (core market).

Main responsibilities:

• Lead, train and coaching a multilingual team of Sales Reps;
• Identify, prospect, negotiate and implement commercial agreements with strategic partners;
• Working with the Marketing department in order to implement successful marketing campaigns;
• Providing coaching and feedback to the team;
• Training groups up to +100 on IT topics

Manager, Channel and Direct Sales Italy, Spain & Benelux

Ryanair - Europe's Favourite Airline

This was my first job experience in Ireland. 

Ryanair is Europe’s biggest low fares airline and 1st airline in Italy.

In my role, as Sales & Marketing Manager for Italy, Greece & Croatia, I was responsible for sales & marketing activities across the markets.

The job had a 360 degrees scope, from sales to marketing, communication and media. I was basically acting as a 'country manager' for the sales & marketing activities of Ryanair in those markets. 

Main tasks & responsibilities:

• Leading & coaching a team of Sales Executives;
• New business development with tourist boards & relevant Government departments;
• Dealing with almost 40 airports;
• Planning marketing and strategic activities;
• Reviewing and issuing press releases;
• Dealing with media across the markets through 1-2-1’ interview or PR’s activities;

Manager, Sales & Marketing Italy, Greece and Croatia

Cisalpina Tours / Uniglobe Travel

Worked as Account Executive at Cisalpina Tours one of the biggest travel management companies in Italy. I was selling business travel services to small and medium companies in south of Italy.

After 2,5 years I went to Uniglobe Travel in Roma, doing the same thing and selling business travel services to large organisations in Italy.

Account Executive

Build and Scale your 1st Sales Team with me 🪄 | Build your Own Fractional Business with the Fractional School 📕 | Follow me on Instagram @matteopapaluca

If you don't know how to build your first sales playbook, team and processes, you are on the right profile.

Matteo Papaluca ⚡️

My first job as a sales leader was at an early-stage startup.

It paid more than 30% less than my previous role - with almost no benefits.

I was leaving Linkedin glory for a 20-people startup. In 2018.

On a personal level wasn't easier either.
We’d just had our first baby. My wife thought I was crazy. 

But those years were transformational.

I learned more about building teams, hiring, and selling than any MBA or big-company gig could teach.

Inscaler was born there.

If you’re an ambitious sales person dreaming of leadership - don’t chase the biggest pay-check.

Don't chase security. Don't chase the shiny offices.

Chase the steepest learning curve.

Chase the grind.

The money will catch up. 

The experience never leaves.

Matteo Papaluca

Your Sales Co-Pilot | Founder at Inscaler.com

3 biggest mistakes I see from early-stage founders

audience & revenue growth tips for B2B startups and creators

My mission is to build predictable pipelines for B2B startups. I share what I learn along the way. 

Read more if you are ready to build your pipeline 👇

💡 I am super relevant if you are:

→ Indie Hacker
→ Freelancer
→ Early Startup Founder
→ B2B Sales Person
→ Creator (any profession)

✍️ I write about:

→ B2B sales
→ Go to market strategies
→ Signal-based prospecting

Little more about me:

Cryptocurrency Investor. SaaS Enthusiast. Agriculture Business Owner. 

Lived in 3 countries.

I'm a T-shaped growth person who has experience in sales, content marketing, and growth.

Drop me a LinkedIn message if you need any help.

We will keep it simple.

Twitter: @sehaokudan

https://calendly.com/sehaokudan/30min

Seha Okudan

Helping B2B founders turn LinkedIn into deals | GTM Strategist

5 worst discovery questions:

5 difficult scenarios for salespeople:
(Even for the top ones.)

5 difficult scenarios for salespeople:

Stop trying to fake urgency in B2B. 
(it doesn't work)

𝗬𝗼𝘂 𝗰𝗮𝗻𝗻𝗼𝘁 𝗰𝗿𝗲𝗮𝘁𝗲 𝘂𝗿𝗴𝗲𝗻𝗰𝘆 𝘄𝗶𝘁𝗵𝗼𝘂𝘁:

→ Knowing pain
→ Understanding the impact of pain

𝗙𝗼𝗿 𝟮 𝗿𝗲𝗮𝘀𝗼𝗻𝘀:

1️⃣ Not every problem is worth solving

Trying to create an urgency won't work if they don't have something that is worth solving.

Nobody will buy a strong painkiller for a mild headache, even if it’s the last day of a 20% discount.

If the impact of the pain is close to zero, no urgency will stick.

2️⃣ A problem can have different solutions

Even if the pain is real, buyers still have options.

𝗧𝗵𝗲𝘆 𝗰𝗮𝗻:

•⁠ ⁠Build in-house
•⁠ ⁠Pick a cheaper workaround
•⁠ ⁠Wait until the budget frees up

Both a raincoat and an umbrella protect you from rain.

If you don’t show why your path is better, faster, or safer;

Urgency dies.

𝗧𝗟;𝗗𝗥

𝗧𝗼 𝗰𝗿𝗲𝗮𝘁𝗲 𝗿𝗲𝗮𝗹 𝘂𝗿𝗴𝗲𝗻𝗰𝘆:

-⁠ ⁠Find the pain that matters most
- ⁠Show the true cost of doing nothing
- ⁠Prove why solving it now beats later
- ⁠Position your solution as the safest path

Deals move when urgency is real. 

Not when it’s forced.

How do you create urgency without sounding pushy?

5 Unexpected Things in Sales
(hope they happen to you today)

5 Unexpected things in sales:

Contact data is out of control.
(for real)

Don't get me wrong.

I don't mind people pitching me.

I do it every day, too.

BUT

Every single week, some people:

- Add me to lists I never joined.
- Drop me into random waitlists.
- Email me again after I unsubscribe.
- Promise what no one can deliver.
- Sends emails written with poor prompts.
- Message me on WhatsApp out of nowhere.

I block them. They switch mailboxes.
I say, “I’m not a fit,” they keep texting.
I say it on the phone, they keep selling.

“I want to tell you about a promo…”
 “There’s a new offer…”

I don't want to click on report Spam.
I don't want to be rude.
I get it, we all try to make a living.

But this is not outreach.
This is not marketing.

This is SPAM.

Are some people ruining the industry?

Bad contact data can kill your business.
(real examples)

Your data provider is the most important part of your tech stack.
It is non-negotiable.

If your data is bad, you lose.
Simple as that.

𝗦𝘁𝗮𝗿𝘁𝘂𝗽 𝟭:
Picked the best provider, tested ICP coverage.
Checked accuracy and verified test emails.
Only had HubSpot + the data provider (not ideal).

𝗥𝗲𝘀𝘂𝗹𝘁𝘀:
Hit targets.
Scaled the team.
Added new tools later.

𝗦𝘁𝗮𝗿𝘁𝘂𝗽 𝟮:
Paid for expensive tool stacks for sequencing, etc.
Then, they selected the most cost effective data provider.

𝗥𝗲𝘀𝘂𝗹𝘁𝘀:
High bounce rates.
Burned mailboxes.
Low call connect rates.
The team missed targets.
The company started downsizing the sales team.

𝗠𝘆 𝘁𝗶𝗽𝘀:
1.  Build a sample list. Verify it.
2. Check coverage across your ICP + regions.
3. Choose tools that use waterfall enrichment.

If your data provider is wrong, nothing you do will work.
You cannot afford bad data.

How do you choose your contact data provider?

taplio

The Battle

Matteo Papaluca ⚡️

Seha Okudan

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taplio

The Battle

Matteo Papaluca ⚡️

Seha Okudan

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);}Matteo Papaluca ⚡️'s LinkedIn Performance

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Performance ScoreMatteo Papaluca ⚡️'s LinkedIn Performance