Coaching Frontline Managers To The Next Level | Sales Leader @ Webflow

I help new and first-time sales managers become great, faster.

After leading 5 SaaS sales teams across SMB to Enterprise, I’ve seen the same pattern over and over again:

👉 talented reps get promoted to management
👉 manager enablement is minimal to non existent
👉 performance stalls (or they burnout)

I believe manager enablement is one of the biggest gaps in SaaS, and it’s the fastest way to unlock predictable revenue and healthier teams.

What I believe in:

• Building cultures rooted in growth and accountability
• Knowing the numbers and forecasting with confidence
• Developing high-performing teams that break records
• Coaching people to be better, professionally AND personally
• Using health and wellness as a performance advantage

What I’ve done:

• Helped scale SaaS teams up to 10× revenue (Outreach, Webflow)
• Hired and trained 100+ AEs and 20+ managers
• Built and led onboarding & enablement programs specifically for managers
• Led teams across SMB, Mid-Market, and Enterprise

If you’re a new sales manager who wants to:
✔️ coach with confidence
✔️ run tighter forecasts
✔️ build a team people actually want to be on

Let’s connect.

Sean Gentry

I’ve been to a lot of RKOs, and it’s easy to get fired up while you’re there, but it’s what you do when you come back home that counts. 

Lucky for me there are a few things that will keep the wind at my back walking into Docebo 

First is that there is already incredibly strong leadership. The biggest reason I took a bet on this company was the opportunity to work with Corey Marcel and Mark Kosoglow again. But I didn’t know at the time I would be fortunate enough to run the department with two incredible leaders in Jordan Harris and Steph Moran. The passion, empathy and awareness they bring the role and company has been remarkable. 

Second is the company and the product. I’m new to the space, but Docebo has such a rich history of being a category leader and delighting customers that it’s hard not to feel inspired. 



Coming into a new company, it’s easy to want to make your mark and change things. Make an impact. But the biggest thing I took away from this week is that change isn’t always necessary. Getting “rid” of things can often be a default for a new leader and can lead the team astray. 

Evolution is what we as leaders are here to do. Preserve what has made the company successful and evolve into the future. 


One of my favorite quotes is “fix the roof while the sun is shining”. And company off the biggest quarter that Mid Market has had in years, we now get to come back home, revitalized, and ready to put in the work (while it’s shining)


PS - Has there ever been a cooler RKO theme? Maybe I’m just a sucker for retro video games.

Helping Sales Managers Build High-Performing Teams & Predictable Revenue || Director of Sales, Docebo

No alternative text description for this image

Here’s a marriage hack for you. 

No matter how tired or possibly even hungover you may be returning from RKO, never ever show it. Never. Ever. 

Follow me for more tips on learning things the hard way. 🫡

A 7 hour delayed flight was made a little better when I pulled this out of the front pocket of my travel backpack. 

My 8 year old sure knows how to send me off. 

Heres to my first RKO with the new company. 

So excited to be in person and kick off the new year! 

To Atlanta we go!

#Docebo #rko

I have hired over 100+ AE/SDRs in my career. 

For those of you looking to apply to a new sales role, here is some advice. 

Whenever I make a post that I am hiring, this is what happens

- I get hit with about 50+ DMs
- Of these 50 DMs...

- 90% of these just send me a message
- 50% send me there resume (which I can't process and don't have time to read through)
- 30% of these asked me to chat (As much as I would like to, I simply don't have 20+ minutes to speak with every person who wants a role)
- 10% actually sent me WHY they believe they are the right fit
- 5% are actually creative. They send me video messages, LinkedIn audio messages, etc. 

To put this into context, this is what your prospects face EVERY SINGLE DAY. 

90% of your prospects are just getting spammed with your offering and about 50% are asking to chat without knowing anything about you. 

A new job can potentially be a huge life change. 

How are you standing out?

Color coding my calendar helped me get promoted. And if you aren't, here is why you need to:

This created operational rigor on how I move through my week. 

We all joke that "its not happening if its not on your calendar" but in all seriousness, your weekly cadence determines your success.

I learned that instead of reacting to every slack message and random meeting request, you can take control by structuring your week into Value Blocks:

A Blocks: Your Highest-Value Work
B Blocks: Important, But Not As Critical
C Blocks: Valuable, But Can Be Flexed
D Blocks: Delegate And Empower

This is how I think about it each week:

Block your A Blocks first. 1:1s and prep time are untouchable.

Schedule B Blocks where they fit best but don’t let them overrun A Blocks.

Use remaining time for C Blocks, but be ruthless with prioritization.

Push D Blocks off your plate entirely.

----------

You need to run the week, or the week will run you. 

PS - Here is a quick snapshot at my calendar

Leaders, push your people to take care of themselves!

You can get burnt out pretty quickly in sales, especially if leadership doesn't encourage you to recharge. 

I was asked yesterday how I encourage my reps to actually do this:

Honestly, it caught me off guard but the answer is simple.

It comes down to 2 things:

First: It’s an expectation set by me. 

I’m clear about this early.

If you have been on my team, you likely have heard me say this ad naseum:

"You can’t give your best to customers if you aren't taking care of yourself"

So we talk about

- Blocking calendars to eat
- Taking real breaks
- Exercising
- Stepping away when needed

And every Friday, I ask them one simple question:

“How did you take care of yourself this week?”

Not as a nice-to-have but as part of the job.

Second: I do my best to model it myself

If leaders don’t live it, teams won’t believe it.

So I am hoping that my teams see me

- Prioritizing exercise
- Getting outside
- Talking openly about recovery (sleep, rest, meditation, etc)
- Protecting my own energy

Don't make it performative. Make it part of the culture. 

Here’s the belief I operate from:

Taking care of yourself isn’t separate from performance. It's part of it. 


That’s not a perk.
That’s leadership.


I am always striving to make my teams healthier. How are you doing that?

Recovery isn’t just for your body (although this sauna was the best purchase I made in 2025). 

You need to take time to recover your mind and emotional energy. 

Thanks to Apollo for this recovery kit with tea, candles and a Calm sub for a year. 

If you have reported to me, you know that I preach that  you can’t take care of customers if you can’t take care of yourself. 

So take the time. Recover. 

#apollopartner

Brand partnership • Helping Sales Managers Build High-Performing Teams & Predictable Revenue || Director of Sales, Docebo

Stop being lazy on your demos by asking "Does this make sense?" after you show something. 

Instead - 

Ask 

"How does this compare to what you are doing/seeing now?"

"How would this impact your business?"

"What are you seeing that you like or dislike?"

"Do you feel like this would help you achieve your goals? How?"

This simple change will inherently build a gap between current and future state and give you more insight into their process. 

Small fixes make big changes.

Go win more deals!

I've been promoted 4 times in the last 5 years. 

Getting promoted is tough. Tons of competition to move internally but I feel like I have cracked the code. 

Here is what I have done to stand out:

1. Hustle like a champ: Stay ahead of the pack. Soak up knowledge like a sponge. Don't simply rely on your company's enablement. Books, podcasts, you name it - then don't just sit there, put that stuff to work.

2. Get comfy with critiques: Your best growth lies in what you don't yet know. Seek feedback, take it in stride, and use it to level up your game.

3. Be your boss's go-to: Don't sit on the sidelines waiting for your turn. Get your hands dirty in the hustle. Lift some weight off your boss's shoulders. Learn as much as you can. Make your rise to the top a no brainer.

4. Be incredibly easy to work with: This doesn't mean saying "yes" to everything, but be coachable and adaptable to whatever comes your way. 

5. Crush your role: When that job opens up, you want to be the "no brainer", so ensure you are hitting your numbers while taking on more responsibility!

What else would you add that has helped you get to the next level?

"I'm getting 1x1'ed to death!"

Newer managers that I talk to feel like at the end of the day, they have talked to everyone and helped no one. 

The problem is that there are too many meetings and no time to think.

This creates constant context switching.

Here’s my uncomfortable truth:

It’s usually not the number of 1:1s. It’s that they’re being used for the wrong work.

If your 1:1s are spent on:

- Doing task updates live when things are out of date
- Pipeline walkthroughs
- Going over what’s already in the CRM

…then yes, they’ll drain you.

That kind of work forces constant context switching and keeps managers stuck IN the business instead of ON it.

Here is how you should think about your 1:1s with your reps... Focus on:

- Coaching how reps think vs what button to click

- Pressure-testing decisions before deals go sideways

- Removing blockers the rep can’t remove alone

- Building ownership. Helping them be the CEO of their book of business

If you leave a 1:1 more tired than when you started, you’re likely carrying work your rep should own.

The goal isn’t fewer meetings. It's better leverage per minute. 



Question for the seasoned leaders, what’s one thing you’ve removed from your 1:1s that made them more effective?

Less than 5% of salespeople at a new company take their first call without any training. 

If we wouldn't do this to a brand new AE or SDR, why do we continue to do it with our managers?

That is why most new managers are set up to fail on Day 1.

I see it everywhere.

Top rep gets promoted. Big win for the team! Huge expectations.

Then Monday morning hits. Sh*t gets real. Eight direct reports with endless questions. 

Zero preparation.

And what did we give them to succeed?

A title.
A Slack channel.
Maybe a book if we’re feeling generous.

The fact is that most SaaS companies promote people into management without ever training them to manage. 

Then we act surprised when:

Team performance drops
They work 60–70 hour weeks trying to figure it out
They question whether they even want the role and burnout shows up fast

Managing people is not an extension of selling. It’s a completely different skill set.

What new managers actually need:

1:1 frameworks that coach thinking!
Real feedback training 
Pipeline management systems that create clarity
Tools to have hard conversations without nuking trust
Time and energy management for managers, not ICs

And here’s the part most companies miss:

You don’t train managers after they’re drowning.

You train them before you hand them the role.

That’s how you protect your best people and build teams that scale.


 What’s one thing you wish you had been taught before becoming a manager?

This is how you should be thinking about creating pipeline if you want to hit over 100% every single quarter. 

You should be thinking about it in 3 buckets:

1/ Pipeline that helps you NOW - These are the deals that can move quickly. Deals that theoretically can help you get your number in this month/quarter. Champions from past companies that have purchased, older closed lost deals, etc. Rarer, but gold when you find them.

2/ Pipeline that helps you SOON - These are deals that need more education and should take 3-6 months to close. Will take more discovery, multi threading and ROI justification but will be necessary for your future quarters. 

3/ Pipeline that helps you LATER - These deals will close in 9-12 months. These can be some of your "bigger bet" deals, top target accounts. They need to be nurtured but you know they are the right fit and will eventually buy. 

This is meant to help you set expectations on who/when to reach out to. In actuality, you need all 3 to be successful long term and can change your prospecting strategy to fill each bucket. 

Bottom line, don't get discouraged by finding "LATER" pipeline. It all helps.

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

Mike Gallardo

How to structure an outbound sequence:

(steal these 6 steps today)

1. Value Props

You 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 Tap

Email, phone and social all on the same day to break the noise. Best strategy for getting attention and responses from busy prospects. Plus, you never know which channel your prospect is most likely to engage with.

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. Focus on quality over quantity.

5. Cold Calls

6 total. No matter what anyone says these work. Tied for first with LinkedIn outreach right now. And If you have a power dialer it can be a superpower. Do not sleep on the phones, friends.

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 yourself. 


Bonus tip: Engage with their content on LinkedIn.


What did I miss?

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7

10 years sober.

Struggling to find the words.

If there's one thing I've learned it's that you really can do anything you set your mind to. No matter how hard or impossible it may seem at the time.

So set yourself an absolutely audacious goal for 2026. And give it everything you got. My money is on you figuring it out and making it happen.

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7

My favorite cold call opener 

(steal the exact script)

𝗛𝗲𝗿𝗲 𝗶𝘁 𝗶𝘀:

"Hey Jill - It's Mike from Deel. This is a cold call. But it's a well researched one about [insert research]. Do you have a moment? I promise to be brief."

𝗪𝗵𝘆 𝗜 𝗹𝗼𝘃𝗲 𝗶𝘁:

1. It's short.
2. Easy to understand.
3. Asks for permission first.
4. Has research and relevancy.
5. Doesn't ask if it's the right person.
6. Lets them know that it'll be a quick call.


Huge shoutout to ️ Batrawy for this gem!


- Mike G

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

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Certified Public Accountant

Sales Director at Deel

The Best Sales Course

Wow I just promoted 15 people 🤯

Here they are:

1. SDR to AE (6)
2. SMB1 AE to SMB2 AE (4)
3. SMB2 AE to MM AE (3)
4. SMB2 AE to Sales Manager (2)

We run promotion cycles every 3 months at Deel.

The opportunities here are crazy.

Come join us! https://lnkd.in/gkG9ukRk

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7

How to run discovery calls better than 99% of AEs.

(In 5 simple steps)
 
 
 
𝟭. 𝗚𝗲𝘁 𝗗𝗼𝘄𝗻 𝘁𝗼 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 
 
Don't ask "Where are you calling in from?" 
 
Instead: 
 
 
Hey Jill, 
 
Appreciate you taking the time. 
 
I want to make sure we get the most out of our call today. 
 
So I'd like to start with my research, what I know about your business and how I think we may be able to help. 
 
How does that sound? 


The prospects you're speaking to are busy. They have problems they want to solve. They will respect and appreciate you not wasting their time. 

Sure, if it's someone that likes to chit chat change gears. But most of the time getting down to business is the optimal strategy.
 
 
𝟮. 𝗨𝘀𝗲 𝗕𝘂𝗰𝗸𝗲𝘁 𝗤𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 
 
Don't ask "What brought you to Acme?" 
 
Example: 
 
 
Hey Jill, 
 
In my research I noticed XYZ. 
 
I speak with a lot of founders in your situation and usually, that means a focus on: 
 
1. Priority 1 
2. Priority 2 
 
Is that the case for you or is something else more important? 


𝟯. 𝗖𝗼𝗺𝗲 𝗽𝗿𝗲𝗽𝗮𝗿𝗲𝗱

Most AEs don't use SDR notes to formulate questions. Which makes prospects feel like they have to constantly repeat themselves.

Example:

Hey Jill,

I noticed from my colleagues note that [context]. 

Would you mind walking me through... [question].

 
𝟯. 𝗗𝗶𝗳𝗳𝗲𝗿𝗲𝗻𝘁𝗶𝗮𝘁𝗲 𝗬𝗼𝘂𝗿𝘀𝗲𝗹𝗳
 
Once you learn their key priorities and problems. 
 
Explain the following: 
 
- How you'll specifically help 
- How your solution's different 
- Why those differences are important 
 
Have this be the cornerstone of your entire sales process. 
 
 
𝟰. 𝗦𝗲𝘁 𝗡𝗲𝘅𝘁 𝗦𝘁𝗲𝗽𝘀 
 
Don't ask "What next step makes sense?" 
 
Instead: 
 
- Make a recommendation 
- What will be covered on the call? 
- Why is that valuable to the customer? 
- Multi Thread with other stakeholders 
 
This takes at least 5 to 8 minutes to do. 

Watch the clock and don't be afraid to interrupt if needed.
 
Do these 5 things consistently and watch your confidence with discovery calls soar. 
 
What'd I miss, friends?

- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7

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

My best AEs crush it on LinkedIn.

Steal their 3-step process.


Step 1: Refer back to the email you sent.
Step 2: Provide value based on a trigger.
Step 3: Soft CTA offering to be a resource + social proof.

𝗠𝗲𝘀𝘀𝗮𝗴𝗲 𝗲𝘅𝗮𝗺𝗽𝗹𝗲𝘀:

Step 1:

Hey Jill, sending over an email shortly. Subj: “SKO Plans”. Wanted to connect
and put a face to the name.

Step 2:

Jill, It’s Q4 which means SKO is probably top of mind. Here’s a calculator that give you cost breakdowns by city: [link]

Thought you’d find it helpful.

Step 3:

When you start planning SKO happy to be a resource - Helped XYZ plan theirs
for 57 reps in Mexico City so feel free to shoot me questions anytime.


𝗜𝗺𝗽𝗼𝗿𝘁𝗮𝗻𝘁:
- Keep it simple and don't overcomplicate it.
- Just quick/easy message with value and resources.
- And watch the responses come rolling in.


Good luck out there!
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

Brand partnership • Sales Director at Deel

A simple cold call formula.

(4 easy steps)

 
𝟭. 𝗧𝗵𝗲 𝗢𝗽𝗲𝗻𝗲𝗿:
Keep it as simple and straightforward as possible. Provide a little context. Let them know the call will not be long.
 
Hey, this is Mike with Acme. Good morning. I’m reaching out about your X process. Do you have a moment? I’ll be brief. 
 
𝟮. 𝗧𝗵𝗲 "𝗣𝗶𝘁𝗰𝗵" 
Instead of sharing features describe the challenges that you help people like them solve. Ask them if those challenges are relevant.
 
Typically, when I talk to other Sales Leaders that are X, a couple of challenges are top of mind: 
 
- Challenge 1 
- Challenge 2 
 
Are either of those relevant to you or did I miss the mark? 
 
𝟯. 𝗧𝗵𝗲 𝗖𝗹𝗼𝘀𝗲 
As soon as you have some momentum or interest. Try and book the meeting. Don't be afraid to ask early and often.
 
That’s something I hear from a lot of the founders I speak with and how we can potentially help. 
 
For context, our platform [insert value prop]. 
 
Would you be opposed to taking a look to see if we can help you as well? 
 
𝟰. 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 
Save deeper discovery for after the call is booked. Try and get the information that will be most helpful for your Account Executive.
 
Before you hang up, do you have 20 seconds for a couple of quick questions so we make the most out of our time tomorrow? 
 

What'd I miss?
 
-Mike G 

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

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

End cold calls ~ 5 mins.

The entire point is to book the meeting.


So, once someone has interest.


𝗦𝘁𝗲𝗮𝗹 𝘁𝗵𝗶𝘀 𝘀𝗰𝗿𝗶𝗽𝘁:
 
"Hey Jill - Sounds like there's we could help with [priority/challenge]. Would you be open to taking a quick look and seeing how that would work?" 
 

That's it. 
 
Short, sweet and direct. 
 
Book the meeting and on to the next one.
 
 
𝗧𝗵𝗲 𝗘𝘅𝗰𝗲𝗽𝘁𝗶𝗼𝗻: 
 
You're really really good and are 𝘩𝘪𝘨𝘩𝘭𝘺 confident longer calls do not mess up your close rates. 
 
More the exception than the rule. Most of the time, the best play is just to go for the close.
 
- Mike G 

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

I've done 100+ promotions at Deel 🥳

Here they all are:

𝗧𝗵𝗲 𝗣𝗿𝗼𝗺𝗼𝘁𝗶𝗼𝗻𝘀: 
 
1. SDR > AE (31) 
2. AE I > AE II (10)
3. AE > Senior AE (25) 
4. Senior AE > MM AE (9) 
5. Senior AE > AM (1) 
6. Senior AE > Manager (10) 
7. Senior AE > SDR Manager (4) 
8. Manager > Senior Manager (5) 
9. Senior Manager > MM Manager (2) 
10. Senior Manager > SDR Director (1) 
11. AE > Enablement (1) 
12. AE > Revenue Operations (1) 
13. Sales Manager > Sales Director (1) 


And the best part?
I'm hiring AEs!

So if you're looking for a massive opportunity...

Apply here!:https://lnkd.in/gkG9ukRk

-Mike G

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I just hit 100k followers 🥳

3 things I need to share with you:

𝟭. 𝗝𝘂𝘀𝘁 𝗴𝗲𝘁 𝘀𝘁𝗮𝗿𝘁𝗲𝗱

If you would have told me 5 years ago (when I started) that this is where I'd be I would've thought you were crazy. One of the greatest life lessons is that taking action is 100x more important than having a plan. Trust yourself to figure out things a long the way. Life's too short to play small. So take some risks, don't be afraid to try new things, and have some fun!

𝟮. 𝗡𝗲𝘃𝗲𝗿 𝗴𝗶𝘃𝗲 𝘂𝗽 𝗼𝗻 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳

I'm also going to be 10 years sober this year. Which is so wild! Literally went from rock bottom (and an intervention) to turning everything around and creating a life that I thought was literally impossible back then. If you're in a tough spot just keep telling yourself "you can do this" and do everything you can to take the best next step forward. I'm telling you, no matter how bad things are, you can always turn things around.

𝟯. 𝗜'𝗺 𝗵𝗶𝗿𝗶𝗻𝗴!

Ok, I had to throw this one in here. The opportunity at Deel is too good not to share! I'm looking to hire AEs because I've literally promoted so many people off my team to MM, management, other teams, etc. And I'm looking for some gritty, tenacious, sharp individuals to help us continue crushing it in 2026. If you're interested, even in the slightest bit, join me at the webinar below to learn all the details!

👉 Register here: https://lnkd.in/eRm_v7Qz

PS. We're also hiring SDRs, leaders, and a bunch of other roles too. So grab a spot if you'd like to learn more; our founders Alex and Shuo will be there too!

Here's to a massive 2026,
Mike G

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

#1 Channel: LinkedIn
#2 Channel: Cold Calls
#3 Channel: Cold Emails


And the #1 strategy...
Using all 3 channels in your outbound.

Cold calls used to be #1.
But I think LinkedIn is where it's at right now.

What do you think?
- Mike G

👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7

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

$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

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

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taplio

The Battle

Sean Gentry

Mike Gallardo

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Engagements

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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);}Sean Gentry's LinkedIn Performance

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