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

Seamless.AI

Senior Account Executive

•	Manage and build a pipeline to forecast revenue target to hit $1 million ARR in a fast paced start up SaaS company ranked number 7 of the top 100 startups on LinkedIn
•	Discuss status of deals that are in consult/and negotiate on 1:1 monthly and quarterly meetings to strategize on close dates and actionable next steps that need to happen to close the deal
•	Use of tech stack - Salesloft, Salesforce CRM, Seamless.ai , LinkedIn Sales Navigator, Gong.io
•	Manage a full sales cycle including prospecting, initial customer contact, discovery, sell to solve problems instead of features, demonstration, negotiation and closing
•	Quantify prospects problem to demonstrate ROI for key stake holders (CFO, CRO, CEO)
•	Collaborate with director of revenue, director of sales, CRO and customer success to identify opportunities and leverage negotiations to close deals
•	Present product demonstrations of B2B SaaS platform via Zoom
•	Follow up for consistent growth opportunities with existing accounts
* Collaborate with SDR's for new opportunities to grow pipeline and help mentor

Account Executive

Ordereze

•	Proven ability to consistently exceed MRR goal
•	Highest close ratio at company (On average over 80% close rate to demos booked)
•	Manage a full sales cycle including prospecting, initial customer contact, discovery, solutions-based selling, proposal development, demonstration and closing
•	Collaborate with the VP of sales and customer success to identify opportunities and build sales pipeline
•	Demonstrate products and platform via Zoom and Microsoft teams 
•	Follow up with existing customers to upgrade products and services to increase MRR
•	Educate restaurant owners on credit card processing, the importance of online ordering and delivery, and the importance of marketing their business on social media 
•	Provide solutions and strategies to help drive revenue and repeat business with promotion codes, trigger emails and text messages
•	Very familiar with  selling SaaS 
•	Provided training and call coaching for new hires

Sales Account Executive

Accredited Debt Relief

•	Use a consultative sales approach and offer clients an array of debt consolidation options from Consolidation Loans, Credit Counseling/Debt Management and Debt Resolution 
•	Close sales and achieve monthly goals
•	Top 5 account executive in company reaching over $1 million in sales - October 2016
•	Participate in team meetings and offer insight into different sales approaches 
•	Analyze customer needs and their financial situation by offering a one-on-one approach 
•	Provide solutions for clients to help ensure a brighter financial future
•	Help establish financial goals 
•	Build and maintain relationships by consistent follow ups 
•	Ensure clients have all the documents and tools necessary to succeed

Ashford University

·	Responsible for enrolling and retaining students 
·	Build career action plans and advise educational needs for individuals looking to improve their current situation 
·	Met or exceeded enrollment goals
·	Consistently exceeded phone connect time of 50%
·	Generated referrals from existing students
·	Rookie of the month - July 2015 
·	Regularly achieved highest warm transfer conversation rate within business vertical

Enrollment Services Advisor

Regional Council Office of the Cohesion Region, Central Bohemia

·	Monitor projects in their phase of sustainability based on monitoring statements given by beneficiaries
·	Build and maintain relationships 
·	Attend on site ex-post controls towards the end of the projects to make sure that they are running in accordance with the contract and the European Union laws and regulations
·	Quality assurance/Audit at the end of the 5 year sustainability phase

Project Manager

Guarenty Group

With a team, prepared a brand audit and brand management plan as a hands on practical experience (part of brand management course) - then presented and summarized the findings

Guarenty Group - Brand Audit

Silverex

For a new product on the Czech market, I was a part of the start up, creating a market research plan.

Account Executive at Seamless.Ai

Manage and build a pipeline to forecast and achieve 1 million ARR in a fast-paced and competitive SaaS environment. 

Over six years of experience in B2B sales, marketing, and consulting.

Enthusiastic, self motivated, goal oriented and driven to do whatever it takes to succeed.

Work from home SAAS Momma of 2

Why I do what I do? - My  Family

My day to day:

6 demos a day
Create looms for follow ups 
CS collaboration for growth of existing accounts
Morning training for new hires
Prospecting, having fun during disco to uncover all the layers to solve a problem,negotiating and closing.

I ask the tough uncomfortable questions because I want to help you.

I challenge the buyer to think outside the box.

I solve problems the prospect didn't even know they had.

Tech stack used to optimize sales performance and insights:
Salesloft, SFDC, Seamless.AI, LinkedIn Sales Navigator, Gong.io

Martina Veseli, MBA

Never in a million years would I think I would post this....


Super vulnerable- don't judge.

Getting ready for 2026.

Marking a new era.

2 months left until we close out 2025.

After almost 4 years at seamless ai - it's over.

Nowwww the question is:

Who is hiring and wants BADASS AEs in 2026?

Who needs help on building pipeline and finding people that want to buy from you? Umm everyone)

Spread the word.

Tag me in any post that is relevant for hiring AEs.

Re share.

Re post.

Hi if we haven't met- my name is Martina

Mom of 2 (mother of dragons)

Obsessed with trying to figure out how to keep a mindset clear in sales.

Car, Ocean view, and walks view with selfie mom
B2b sales to help you flood your pipeline 


P.s.If you are selling something, I will sell it.

Recruiters - hit me with your best shot! 

FIRE AWAY!

#opentowork #sales

Senior AE @ Seamless.AI | B2B SaaS consultant| 2x Presidents Club Award |Mom and sales leader on a mission to help businesses maximize sales with AI real time lead generation and buyer intent data👩🏼‍💻

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Leaders running fully remote teams… here’s the real talk.

Don’t:
	1.	Don’t hire people you don’t trust.
	2.	Don’t treat your employees like kids.
	3.	Don’t monitor every second of their day (sorry if it takes a minute to respond to Slack… and the 20 other Slack channels).
	4.	Build their skillset, yes — but then let them actually do their job. Everyone works differently. Let them breathe.

Do:
	1.	Reduce the number of Slack channels (your team’s sanity will thank you).

	2.	Actually check on your people’s well-being — not “How’s it going?” but “How’s your family? Hey, your daughter was in the hospital last week, how is she doing now?”

	3.	Block out 10 minutes a day to just… talk. Human to human.

	4.	Text them on their birthday and maybe send a little Venmo “treat yourself.”
(Although $10 barely buys a Panera sandwich these days… so maybe bump that up to $20😂)

Remote culture + AI + endless distractions = humans need more humanness, not less.

The basics matter. The little things matter.
The “kind human being” things — those matter most.

Agree, disagree? What would you add to the DO and DON'T list?

Ex- SR. AE Seamless.AI | B2B SaaS consultant| 2x Presidents Club Award |Mom, sales leader on a mission to help businesses maximize sales with AI,lead generation, buyer intent and help you UNLOCK your potential

The Friday post that no one asked for but here it goes. 

I loved selling a solution that solves a big problem in lead gen space.

I love selling I love networking, and for those that know me, I am passionate human being - sometimes a fire cracker and MUSIC obsessed.

I’m on this new weird journey where I pour my energy and passion online ….


I loved what I sold AND my hope is that I what I sell next I will LOVE  EVEN MORE.

And Sometimes it just takes an 80s song by Cher “believe” - a classic to inspire you .

Looking forward to that next LOVE. 

Happy Friday and have fun today.

And don’t make too much of this video! Or do.

9 years ago… and I STILL remind myself of this lesson.

This post isn’t about the past.

It’s about remembering who you are, where you started, and what you’re capable of when you stop doubting your own potential.

Back in 2016, I worked at Accredited Debt Relief , helping hard-working people escape credit card debt.

Shout out to Tsuba Ted Tsuji  and Andrew Schwan for believing in me. And Brian Stone can't forget u. 

And every single day…

Someone would ask for a loan as their “solution.”

But let’s be real for a second:

👉 A loan isn’t a solution.
👉 It’s a cycle.
👉 And most people don’t even know they’re stuck in it.

What did I do ?

Have hard conversations. Build Real trust. Actual solutions.

Not Band-Aids. No more peter to pay Paul.

And that was tough.

That October in one month 
I enrolled over $1 million in debt.

Quota was $600,000.

And here’s the wild part…

I started knowing nothing about credit cards.

❌ Didn’t know minimum payments were mostly interest
❌ Didn’t know $40K at 29% could take DECADES to pay off
❌ Didn’t know balance transfers hit you with BACK interest
❌ Didn’t know any of it…

I learned it all in training.

And the second I started believing — TRULY believing — in the solution I was selling?

Everything changed.

My confidence. My conversations. My numbers.

If you take one thing from this:

🔥 When you believe in what you sell, your results follow!
🔥 Your energy changes. Your tone changes. People FEEL it.

And when you FEEEEEEEL like you are actually making a change. GAME OVER.

Ok and I said FEEEEEEEL it way to much, so I might as well tag Ryan Feely 🔎  just because.

To all Sales Reps and Revenue Leaders…
Start preparing for 2026.

If you’re an AE or SDR, AI is not going to replace you.
But if you don’t use it to your advantage…
you won’t be able to compete with the ones who do.

Plain and simple.

Why?
Because companies need sellers who can build relationships, sell high on value, and move fast — not reps who waste 5 hours a day:
	•	building lists manually
	•	enriching data one by one
	•	calling the wrong people
	•	dialing landlines that never pick up
	•	knocking on doors
	•	rewriting the same templates
	•	(OMG… the list goes on)

2026 belongs to the reps who leverage AI to get 10x more done so they can spend their time where it actually matters:

closing revenue and elevating the customer experience.

The reps who win aren’t the ones “fighting” AI…
They’re the ones using it to create more time, more conversations, and more revenue.

If you’re not pairing your skillset with AI efficiency, you’re leaving deals — and your future — on the table.

There's over 200 Ai tools that are out there.

If you want to decide between whatnisbbest for and your team before you go insane with deciding between a million tools.

LMK! -- good some good ones cooking in the pipeline.

Cheers to embracing AI going into 2026 and use it to your adventage.


THANK YOU for coming to my kitchen to talk sales.

Dear startup founders…

If you’re out there hunting for a badass AEs who will help you crush quota…

help you grow…

help you scale…

help you WIN...

Let me give you a perspective from someone who’s lived in a high-volume, high-velocity, high-transaction world for over 4 years.

You want to find the “perfect founding AE”?
Cool. 

Here’s my unsolicited but deeply earned advice:

💡 Give them one hour to breathe.
💡 Give them one hour to walk outside.
💡 Give them (and encourage them) to take one hour for their mental health.

You’d be shocked at how much more productive, creative, and unstoppable your AEs become when they’re treated like humans—not machines.

Just sayin’.

Starting my first day doing pilates and idk what the heck I'm getting myself into!!!

All I know - is that it will help my body and mind be in the best state of mind which will in turn allow me to help others.

So wish me luck, or don't but let's seeee how this goes!

#sales #ai #growthjourney

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Martina Veseli, MBA

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The Battle

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