Florin Tatulea's Linkedin Analytics

STOP CHASING GHOSTS. This was always my biggest pet peeve as an SDR Leader. Does this sound familiar? An SDR starts work in the morning and get's a list of accounts showing "intent" in their book of business from a traditional ABM platform. 3 problems here: 1. They have no idea who the hell the person is, there is still work to do. Easy to do for a 20 person org. Much harder for a 1000+ person org. 2. The "Intent" portion is a complete black box. What does "intent" even mean? Is it somebody looking at an article? Somebody on my web site? If you don't know the person, how do you know if the intent is legit? You dont. 3. Even if tools identify web visits at the contact level, reps still only have a single signal. You have to stitch together data from multiple tools to get a 360-degree view of buyer activity. Traditional web ID usually sits at about 15% de-anonymization levels. That changes NOW. Today we launch Vector 👻 x Common Room ENHANCED web visitor ID. When you waterfall Vector’s contact-based marketing platform with Common Room’s global web visitor tracking, you get up to 50% person-level visibility of US-based web traffic. 🤯 And guess what. This isn't an add-on—the option comes out of the box for every Common Room customer on every plan level at NO EXTRA COST. Oh and before you ask.... Common Room is an enterprise-grade platform that works with F500 customers. We are GDPR, CCPA, SOC compliant/certified and have passed every security review we've ever done. LET'S GOOOO! #sales #outbound

Something interesting I’ve noticed in the outbound world and I’m trying to understand why. The knowledge gap around email deliverability between most outbound agencies and for those leading outbound teams in the start-up/growth world is MASSIVE. Let alone the enterprise. If you ask the average growth marketer or SDR leader how they are doing from a deliverability stand point, or how to improve things, they will have no idea. I know because I’ve asked. It’s such a critical part of setting up your email infrastructure and it deeply affects your pipeline numbers. If you don’t have good deliverability nothing else matters. Not your account list, not your copy, not who you reach out too… There is literally no more excuse. A lot of email deliverability infra used to be pretty manual to set up. It took me 5 MINS to get these things configured 3 weeks ago in Maildoso: ✅ IP rotation to dodge spam filters and protect your domain ✅ SPF, DKIM, and DMARC configured automatically ✅ 98%+ deliverability—even to Outlook inboxes Oh and it starts at $1.80/mailbox, with free domains included. How we doing over here? :D #outbound #sales

The real engineers hate this. My brother who is an actual engineer, laughed when I told him about “GTM Engineering”. And fair enough, maybe the title has a branding problem 🤣 Whatever you want to call it, last year I talked about how “Pipeline Strategy” and “GTM engineering” roles are going to be some of the most sought after and important roles at an org moving forward. This is now reality: -Kyle Coleman - was one of the first to hire a Head of Pipeline Strategy -Kevin White - transitioned to our Head of GTM Strategy recently -OpenAI - has a Special Projects, GTM role -Vanta - has a GTM Innovation role -There are 477 job postings for "GTM Engineer" already in the USA If you are in GTM and still have no idea what this is, you will be getting left behind quickly. I promise you this. Luckily, some of the biggest badasses (who I look up to) in this space are putting together a GTM engineering school and I had to share. -Matteo Tittarelli ⚡️ -Patrick Spychalski -🦾Eric Nowoslawski Here’s why you should join: Learn from real work scenarios: ↳ Understand which tools are best for specific tasks. ↳ Get hands-on experience with the latest tools in the GTM SaaS and AI industry. ↳ Know how to use these tools effectively in your job. Connect the dots between tools: ↳ Discover how to link multiple SaaS tools using APIs. ↳ Explore creative use cases that set you apart in the market. ↳ Gain insights from top vendors in the industry. Benefit from a unique learning environment: ↳ Engage with peers who are just as eager to learn. ↳ Share experiences and challenges to enhance your skills. ↳ Build a network that supports your growth. Do yourself a favor and consider this. Link below: https://lnkd.in/djdyfaBi #gtmengineer #ai #outbound

One thing that I didn't fully grasp about sales until I started managing teams. Change management / the status quo is the real competition. Have you ever tried to make sure everybody on your team adopts a platform? Way easier said than done 🤣 🤣 It doesn't matter if it's truly game changing. Humans like routine and the status quo naturally. If they don’t get a quick win or understand how to use it right away, the chances it’s getting adopted are LOW. It's why you can't through the kitchen sink at a prospect in demos. It's actually a major turn off. No matter how revolutionary a product is, in the back of our mind, we are always thinking about the team and adoption. Somebody has to implement it, train the team on it, make sure it's being used properly... it's not easy. Something to keep in mind. When it comes to driving adoption during implementation, one of my favorite things to use is Tango and their “Nugget” feature to pin step-by-step instructions directly in the team’s workflows. So simple. #tangopartner #changemanagement

Here's a potential controversial take as a buyer: I don't actually care about a "human touch" when it comes to receiving cold outreach. Don't get me wrong, I do think that people naturally want human connection in a more increasing AI-based world. That being said, I care less about whether the message is AI-generated or whether it's from a person. Let's be honest, most human-based messages are terrible as well. An outbound message will resonate with me if it's timely, insightful or super relevant to what I'm dealing with now. Most people are jaded by AI SDRs. It's not because AI isn't able to write high-quality messages. It's because the data informing the AI SDRs comes from commoditized sources like LinkedIn profiles and a prospect's website. Fake personalization as I like to say. Think about all the valuable data a company has: 1st party data: CRM notes, call transcripts, marketing data, website, product usage insights 2nd party (think dark funnel): Where prospects are hanging out. Social media, forums, communities.. etc. They are asking questions, asking for recommendations from peers on vendors, writing content about them. THEN comes 3rd party data which is more commoditized and what AI SDRs are mainly basing messages on. I think the only way to crack really relevant messaging at scale with an AI SDR is if you have the data foundation layer done properly. If you have this, you can break through the noise. At least for now... #sales #outbound #AISDR

I have some beef with the phrase “Practice makes perfect” in sales. Hear me out. Practice is hella important. Don’t get me wrong. But similar to pro sports, sales is a mental game in many ways. You HAVE to be put in real situations to feel the pressure and perform in stressful situations. 3-4 week SDR onboarding programs are a waste IMO. Stop putting your SDRs through that. We are feeding them a ton of information, most of it that isn’t useful. There is no way that they retain it. AI has unlocked a really interesting opportunity for training, onboarding and development. LIVE ON CALLS. Take a sales enablement platform like GTM Buddy for example. It’s like having a Jarvis to your Ironman on calls. Feeds you battle cards, objections, relevant customer stories and any other content that’s helpful on calls in real time. A new way of thinking about “learning on the job”. If you want to see exactly how it works and want to stay on top of AI tech developments in the revenue space, join their demo day session this Friday → https://bit.ly/4iWWrXS #sales #ai #outbound

We are entering a world of Person-Based Marketing in B2B. B2C brands have figured this out a long time ago. It’s why companies like TikTok, Meta and Snap have made billions of dollars in ad sales. It took us some time to realize that ABM and account-based intent is not very helpful for sales teams. But people are starting to get it. It’s just not actionable. I have yet to meet a single sales person that thinks so. Especially when selling to larger orgs. The fact that somebody at Salesforce in NYC is showing “intent” doesn’t help me at all in closing Salesforce as an account. Exciting times ahead :) #abm #sales #outbound

A truth I wish more salespeople understood from somebody that has done a lot of hiring...the part of the interview where you ask questions is like HALF of what you are being judged on. Asking 2-3 generic questions as a salesperson in an interview is DIABOLICAL. First of all, your job in sales is to do discovery, be curious and uncover information/pain. If you aren't doing it in an interview, you likely aren't doing it in your job. Second of all, salary and OTE are NOT the only thing that matters. You need to interview the company, opportunity and the hiring managers as well.    Broken down into 3 sections, here are a few great questions: 1. SDR related  2. Company related 3. Manager related SDR Related: -What is the average tenure on your SDR team? Are you happy with that as a manager? -What % of your SDRs are hitting quota? -How many SDRs got promoted to AEs in the last year? -What is your average ramp time?  -What does your top SDR do that your other SDRs don't? Company related: -Who is your top competitor and what's the main reason you are losing to them? -Is marketing incentivized on MQLs or on closed revenue? -What is your Net Revenue Retention? (110%+ means the business is generally in a good place) -YoY revenue growth in the past 2 years? Projections for this year? -What is the biggest threat to your business in the next 2 years? Manager Related: -What is your management philosophy? -How often do you hold 1:1s with your team? -What does the onboarding program look like? -What kind of training do you have in place for SDRs? -Do I have the ability to craft my own messaging and adapt as I see fit? If you ask these questions you automatically will stand out above 99% of SDRs. You don't have to ask them all on one call btw.

It is an abomination that most sales development orgs stop prospecting into an account when the initial meeting is booked. Especially in the enterprise. Everybody thinks that Deal Rooms like Aligned should only be used by AEs. 

 False. Deal rooms are a signal. Hear me out: SDRs are a fantastic vehicle used to multi-thread accounts, gain momentum and learn new information about accounts. Traditional wisdom says that the AE is responsible for progressing that deal forward through the sales cycle. Yes, but it’s a team effort and most orgs stop here. AEs are inherently busy and especially for more advanced deals there is a lot of work to be done between, demos, business cases, POCs, negotiations, contract reviews etc. Your SDRs have the resources and time to prospect.
Your SDRs SHOULD be progressing deals (and incentivized to do so). A few things the best SDRs are doing: 1. Deal Rooms (Aligned) - any time a new person is identified in a room, the SDR should be paying attention and working with the AE. Who is it? Who is on their team? Why are they in the room? What do they care about? Having a digital sales room reveals 68% of “hidden” stakeholders. 2. Get information (groundswell prospecting) Because deal rooms tell you who the buyers are and WHAT they are looking at, you can use this information to reach out to them or personas in similar departments. Easier for certain personas, but get info from the ground floor. -Find out what the OKRs are that quarter / year. 

 -What is the SKO deck talking about? -What pisses the CEO off? -What code names do they use for projects? 
3. It also helps you map out the buying committee at accounts. Make your AEs life easier. See who is engaging with you in the buying cycle and map it out in the account plans. Reach out to those people. Check it out for free: https://lnkd.in/gYExaWMn #sales #outbound #prospecting

It's Spam Cannon O'Clock!!! Another day in paradise 🤣 All jokes aside, it doesn't have to be this way though. Join Will Aitken and myself today at 12 pm ET / 9am PT on The Sell Better show as we go DEEP on how to avoid the classic "SPAM THE TAM" cold email mistakes most are still making in 2025... Got real examples for you all as well. No B.S.... promise. Link to the show in comments. #sales #morningroutine #outbound

We are on an absolute tear right now and we NEED more Commercial & Enterprise AEs. Since I joined last May, we are doing 5x the pipeline a month 🤯 Poor AEs :) We are looking for the best of the best. Here is why you should consider an AE role at Common Room: 1. You will get an opportunity to sell to some of the most forward-thinking and elite teams on the planet. Customers like: Atlassian, Databricks, Snowflake, Asana, Notion, Figma, Hubspot 2. It helps to sell a world-class product. Our product team is ELITE and is a competitive advantage. This platform was built by leaders that built some of your favorite platforms at Facebook, Dropbox, Microsoft & Stripe... Just to name a few. 3. You will be well fed. You don't think that Harry Sims and myself would really let you ever be starving did you? I can confidently saw this is the most elite sales development org I've ever built. And I'm not even a year in. 4. You get to use the very product you sell every single day - how many people can say that? 5. You get to work and learn from some of the most lethal and hands-on revenue leaders I've ever had the privilege of seeing in action in Matt Kroon & Chris Nethercote. Remote US only. Exceptions for incredible talent in Canada :) Fair warning. If you don’t truly understand TOFU don’t apply. You'll have a big advantage if you’ve sold GTM tech, been an SDR Leader, and worked in PLG, COSS or PLS land. Check it out: https://lnkd.in/eHvqMsSy

Post from 1 year ago. I think every single company on here has grown 2-10x in the last year alone. I joined one of them. Some have grown into great competitors. Maybe I should be a VC 😎 What are you bullish on this year?

I literally HATE designing and building sales decks and collateral. I know I’m not alone… us sales people aren’t exactly the creative bunch. I always had concepts of a plan for these docs 🤣 , but could never really execute on them well and it took me forever. Working for various start-ups, I never had the luxury of having resources to build those for me.. My friend Anis and his team at Attention just dropped a Deck Builder AI Agent. I’ve been singing this song for a while now… We are entering the golden age of sales. All the shit we hate to do as salespeople is going to be done by AI Agents. And we can focus on what we are good at. Take this in: It analyzes your conversations and emails and creates customized decks in minutes: tailored to YOUR deals, YOUR conversations, and YOUR brand. A few ideas: ✅ Sales Demos ✅ Business Cases ✅ Enablement Materials ✅ Competitor Comparisons Here’s the workflow: #sales #aiagent

Pumped to officially welcome Ardavan to our team! And finally be able to work in person with somebody here in Toronto :) Was getting lonely up here. An absolute killer addition to the best SDR team I've ever built: Clare McDonagh-Poh Clayton Miller Harry Sims Heidi Origer-Stephen Nate Hippauf LETS GOOOO!

I’ve talked to 4-5 SDR Leaders that have gotten their email domains TORCHED in the last 2 months. Here’s the thing all outbound teams need to understand about deliverability: Email deliverability is a “death by a thousands paper cuts” type of situation. Stop stacking paper cuts and do these 9 things: 1️⃣ Set up secondary domains If you are still cold emailing off your primary email domain you may be in big trouble. This is crucial. Using something like Maildoso makes getting these domains and the whole technical setup super fast... more on that below. The last thing you want, especially if you DONT have a reputable domain like Salesforce(.)com is to burn your orgs primary domain. This doesn’t just affect your sales team. You don’t need your CSMS and CEO landing in SPAM. 2️⃣ Set up your DNS (DMARC, SPF & DKIM) records for ALL of your domains To skip the manual DNS headache... Maildoso automates this setup. I just set up 2 new domains in literally 1 minute with them last week. Right now we can only set up 2 mailboxes per rep in Outreach. Going to be adding a Smartlead integration soon in Common Room to run higher volume experiments based on various intent signals and double down on the ones that work with human SDRs. 3️⃣ Secondary domains should link to your primary You want to make sure your prospects are being directed to your actual company domain if they are curious and click. 4️⃣ Email Warmup - Domains should be “warmed up” for ~14 days before cold emailing Send at least 20-30 warm up emails per day per email account, with a 40% reply rate. This builds your domain reputation. 5️⃣ Email Volume - Build this over time. Start with 5-10 emails a day per account and do NOT send more than 30 emails per day per email account 6️⃣ Keep your email signature plain text. No Links. No images. No calendar links…at all Add your address in your signature and make sure you put a picture in your Outlook or Gmail profile. 7️⃣ Vary your cold email copy (i.e. SPINTAX). Sending the same template to every prospect signals that you are a spammer. Customize your first step email. For emails further in your sequence, use Spintax. Use alternate phrases “Hi, Hey, Hello”. New age sequencers do this automatically. 8️⃣ Understand that your domain gets TORCHED when people mark your email as spam. Good and relevant copy matter. 9️⃣ Constantly monitor your email deliverability. Deliverability varies across Outlook and Google servers. Get a platform that helps you land in ALL inboxes. Again, Maildoso makes this super easy...  they have daily reputation monitoring built right in so you catch issues fast. They average 98%+ inbox placement - wild. Maintaining good deliverability over time is key in the success of outbound. What would the email deliverability experts add here? #outbound #coldemail #deliverability