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.

Pietro è una delle poche piattaforme che guardo e che utilizzo per trovare lavori top in Italia. 

The world is full of noise e Pietro break through quel rumore...l'Italia è molto meglio di quello che noi tutti pensiamo, il panorama tech, startup è in crescita e - personalmente - se devo trovare un posto per crescere voglio essere dove c'è crescita. 

Grazie team Pietro per aver ascoltato la mia storia

Matteo Papaluca

Your Sales Co-Pilot | Founder at Inscaler.com | 32M Capital Raised After Working With Me

Ciascuno lascia l’Italia per un motivo diverso. Tanti, però, tornano per provare a costruire una vita diversa per se stessi e per la propria famiglia.

E’ il caso di Matteo, che dopo anni di esperienza e crescita professionale in ambito commerciale in Irlanda, ha saputo scovare e cogliere l’opportunità di un maggiore work-life balance stabilendosi in Italia e fondando la sua azienda, Inscaler, che supporta aziende e startup nel costruire sales team d’eccellenza.

🎙️ Episodio #36 di ‘Storie di italiani che tornano a casa’

Matteo Papaluca nasce in provincia di Reggio Calabria ma ben presto, appena maggiorenne, si trasferisce a Napoli per studiare presso l'Università degli Studi di Napoli Federico II. Dopo aver conseguito la laurea triennale in Economia del Turismo, Matteo inizia subito a lavorare e per alcuni anni si occupa di vendite B2B nell’ambito del turismo. 🧳 

☘️ Spinto dal desiderio di migliorarsi continuamente e di fare esperienza si trasferisce in Irlanda, a Dublino, passando dal ruolo commerciale a quello di Sales and Marketing Manager per l’Italia in Ryanair - Europe's Favourite Airline, che lo porta ad affiancare il CEO & fondatore Michael O'Leary nei rapporti con la stampa.

L'esperienza dura un annetto, e gli apre le porte del mercato del lavoro irlandese. E’ a questo punto che Matteo inizia la sua carriera nel tech. Entra in LinkedIn, prima come individual contributor in ambito commerciale e successivamente come manager, dove sta per quasi quattro anni. Ricopre poi posizioni di leadership in altre tech companies, sempre in ambito Sales.

Nel frattempo, Matteo ottiene anche tante soddisfazioni a livello personale: si sposa e diventa papà della sua prima figlia. Siamo negli anni pre-Covid e tutto procede alla grande per Matteo e la sua famiglia. 🌞 

Arriva però il Covid, e la seconda bambina. I collegamenti fra Irlanda e Italia improvvisamente si chiudono e il senso di isolamento inizia a farsi sentire. Matteo e sua moglie si interrogano sul tipo di vita che vogliono vivere e far vivere alle loro figlie, e si chiedono se ha ancora senso stare in Irlanda. Decidono quindi di fare una prova: tornare in Italia, ma solo per i mesi della maternità, anche per riavvicinarsi ai loro genitori. 🛬 

Fast forward ad oggi: dopo quasi 5 anni, Matteo e sua moglie sono ancora in Italia e vivono con le due figlie vicino a Milano, in provincia di Novara, dove Matteo lavora da remoto.

Abbiamo chiesto a Matteo com’è stato il suo rientro.

❤️⁠ ⁠Ci dici una cosa che ti ha sorpreso in positivo?

L’ecosistema delle startup early-stage che, secondo, me, è tra quelli con maggiore potenziale in Europa.

Un’altra che mi ha sorpreso in positivo è la qualità della vita, che per la mia esperienza è altamente migliorata rispetto a quando ero partito.

🌎 ⁠⁠C’è qualcosa che ti manca dell’estero?

[...]

👇 Clicca sul link nei commenti per continuare a leggere la storia di Matteo (e, se vuoi, per inviarci la tua storia di rientro!).

#PietroTorna

I built a business from scratch and hit €500K.

No funding. No rich uncle.

If I did it, you 𝘤𝘢𝘯 too.

Talks about #sales, #startup, #business, #fractional, and #leadership

😟 Wake up anxious about your job?

Don’t just find another one.

Build your dream one.

I don’t want to be financially free to stop working.

I want to be free from 𝘯𝘦𝘦𝘥𝘪𝘯𝘨 to.

That’s the dream.

𝗜'𝘃𝗲 𝘀𝗲𝗲𝗻 𝗶𝘁 𝗼𝘃𝗲𝗿 𝗮𝗻𝗱 𝗼𝘃𝗲𝗿 𝗮𝗴𝗮𝗶𝗻.

Founders fail at hiring their first salesperson.

They pick someone with the big logo, big smile and great interview.

Six months later?

❌ The pipelines grew but didn't close.
❌ The founder's frustrated.
❌ The new "rockstar" is already applying for other jobs.

Here's the truth:

𝗬𝗼𝘂𝗿 𝗳𝗶𝗿𝘀𝘁 𝘀𝗮𝗹𝗲𝘀 𝗵𝗶𝗿𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝗻𝗲𝘃𝗲𝗿 𝗯𝗲 𝗮 "𝘀𝗮𝗹𝗲𝘀𝗽𝗲𝗿𝘀𝗼𝗻".

It should be you - the founder!

Why?

Because at this stage, nobody knows your product like you do.

Nobody sees the vision like you do.

Nobody can answer the awkward, raw, uncomfortable questions from prospects like you can.

Before you even think about hiring your first AE, do these three things:

✅ 𝟭. 𝗢𝘄𝗻 𝗲𝘃𝗲𝗿𝘆 𝘀𝗮𝗹𝗲𝘀 𝗰𝗼𝗻𝘃𝗲𝗿𝘀𝗮𝘁𝗶𝗼𝗻.

Don't delegate discovery calls.
Do it.
Listen to what prospects care about.
Feel the sting of rejection and the thrill of a genuine "yes".

✅ 𝟮. 𝗕𝘂𝗶𝗹𝗱 𝘆𝗼𝘂𝗿 𝗼𝘄𝗻 𝗽𝗹𝗮𝘆𝗯𝗼𝗼𝗸.

You can’t outsource what you haven't built yourself.
Document what works.
Create sample emails that get replies.
Record your calls - then watch them back.

✅ 𝟯. 𝗩𝗮𝗹𝗶𝗱𝗮𝘁𝗲 𝘆𝗼𝘂𝗿 𝗜𝗱𝗲𝗮𝗹 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝗣𝗿𝗼𝗳𝗶𝗹𝗲.

Everyone will tell you their product is for "everyone".
That's code for "no one".

𝙒𝙝𝙚𝙣 𝙙𝙤𝙚𝙨 𝙞𝙩 𝙢𝙖𝙠𝙚 𝙨𝙚𝙣𝙨𝙚 𝙩𝙤 𝙝𝙞𝙧𝙚?

Only when:

↳ You have personally sold 100K.
↳ You know your average sales cycle.
↳ You can hand over a process.

If you skip these steps and hire a salesperson because you "hate sales" or "too busy", here's what happens:

🚨 The new hire gets lost.
🚨 Your GTM slips months behind.

The founder-led sales phase is not a punishment.

It's your chance to:

→ Spot the friction points in your funnel.
→ Hear the objections
→ Build a real feedback loop

So stop searching for your first "sales rockstar".

Double down on your hustle.

Give yourself six months of being uncomfortable.

Then - only then - hand over the playbook to someone who can run with it.

Want the blueprint I use with founders?

𝗖𝗼𝗺𝗺𝗲𝗻𝘁 '𝗜𝗡𝗦𝗖𝗔𝗟𝗘𝗥' and I'll share it with you. (we must be connected)

See you on Thursday, 10/09 5.30 pm CET 🗓️

Feeling stressed?

Try this now:

- 4 sec inhale
- 7 sec hold
- 8 sec exhale
    
(Yes, it works.)

𝗪𝗵𝗮𝘁'𝘀 𝘆𝗼𝘂𝗿 𝘀𝘂𝗽𝗲𝗿𝗽𝗼𝘄𝗲𝗿?

I spent a lot of time this summer watching my kids play at the beach.

And it reminded me of kids being completely free of fear, judgment, and impostor syndrome.

Which is something close to me when I launched my own business....


___________________
My name is Matteo Papaluca, and I founded Inscaler to help early-stage founders build and scale their sales team. 

DM me for a free sales assessment. (starting November 2024)

What's Your Superpower?

Too complicated to sell?

📝 Grab a sheet of paper.

If you can’t explain it in one sentence, you’re not ready to sell it yet.

Ask me Anything 📢

- Sales
- Leadership
- How I built my business
- Fractional
- Leaving the corporate world
- Moving country with a family and a newborn
- Life in Italy
- Life in Ireland
- How to hire your first AE 
- How to build your first sales playbook
- How I use AI with my clients

Ask. Me. Anything

See you Thursday, 10th Sept 🗓️

Uncapped bonus means nothing with unreasonable goals

I have crossed paths with Ross Keating during our time at LinkedIn, and I didn't know him much, to be honest. 

Different teams, different friends. Large corporations. You know.

I then noticed Ross launching his own business at the same time I launched Inscaler, after very successful years in sales leadership.

I got closer to him.

I followed his journey.

I was personally rooting for him when he launched The Lennox Academy.

And I'm still here, on the sideline, rooting for him now.

He built a successful business, and now, he is building others that sell to the same ICP. (very smart, if you ask me).

---

Today I've just joined the waitlist for Overpath AI - Ross' new AI performance agent.

A co-pilot built on thousands of hours of The Lennox Academy training.

Waitlist is open here: https://lnkd.in/da6TiHHa

AI Agents for Sales Performance - join the waitlist! | The Lennox Academy | The Arena

The Lennox Academy

Overpath AI

💡 I've reviewed more than 500 sales calls. Here's how I do it at scale👇

Back in the day (pre-AI recorders), I used to shadow my teams live.

Call after call. 

Shadowing, shadowing, shadowing.

That's how I learned, coached, and helped them grow.

---

Then tools like Fireflies, Fathom, Gong, and friends exploded.

Now I can review these calls at scale, but still...listening one by one. 

(𝚗𝚘 𝚒 𝚍𝚘𝚗'𝚝 𝚠𝚊𝚗𝚝 𝚝𝚘 𝚊𝚞𝚝𝚘𝚖𝚊𝚝𝚎 𝚝𝚑is process).

---

𝗛𝗲𝗿𝗲’𝘀 𝘁𝗵𝗲 𝘁𝗵𝗶𝗻𝗴 💡

Giving feedback on live calls, scored against a framework (BANT, SPICED, MEDDIC), is one of the highest-leverage activities a sales leader can do.

When I had 1 team, I'd sit in on a couple of calls per day.

With 3, 4, 5 teams at once? That scales into a lot of call reviews. 🥵

---

So I built a process to keep it structured:

𝗠𝘆 𝗖𝗮𝗹𝗹 𝗥𝗲𝘃𝗶𝗲𝘄 𝗣𝗿𝗼𝗰𝗲𝘀𝘀 ⚡

→ Plug Fathom, Firefly, whatever AI recorder

→ Send the call into Slack 

→ Listen to the call at 1,5x (2x is too fast)

→ Share the transcript on my 𝘼𝙄 𝘾𝙖𝙡𝙡 𝙍𝙚𝙫𝙞𝙚𝙬 𝘼𝙜𝙚𝙣𝙩 built on Inscaler GPT

→ Fill out my 𝙘𝙖𝙡𝙡 𝙨𝙘𝙤𝙧𝙚𝙘𝙖𝙧𝙙 and review using 𝘚𝘵𝘢𝘳𝘵 / 𝘚𝘵𝘰𝘱 / 𝘊𝘰𝘯𝘵𝘪𝘯𝘶𝘦, double-checking my notes and the agent notes.

---

Reviewing calls has been one of the most important activities I have ever done in my career in sales management.

Most people jump and spot only the mistakes. 

The reality is that nobody likes that. ❌

---

You have to build a process where you reward first (continue doing), you give suggestions (start doing), and you need to stop the mistakes (stop doing). ✅

---

𝘋𝘰 𝘺𝘰𝘶 𝘳𝘦𝘷𝘪𝘦𝘸 𝘰𝘳 𝘨𝘦𝘵 𝘤𝘢𝘭𝘭𝘴 𝘳𝘦𝘷𝘪𝘦𝘸𝘦𝘥 𝘣𝘺 𝘺𝘰𝘶𝘳 𝘮𝘢𝘯𝘢𝘨𝘦𝘳?

𝘏𝘰𝘸'𝘴 𝘺𝘰𝘶𝘳 𝘦𝘹𝘱𝘦𝘳𝘪𝘦𝘯𝘤𝘦 𝘸𝘪𝘵𝘩 𝘪𝘵?


__________________

𝘔𝘺 𝘯𝘢𝘮𝘦 𝘪𝘴 Matteo Papaluca, 𝘢𝘯𝘥 𝘸𝘪𝘵𝘩 𝘐𝘯𝘴𝘤𝘢𝘭𝘦𝘳, 𝘸𝘦 𝘩𝘢𝘷𝘦 𝘩𝘦𝘭𝘱𝘦𝘥 100+ 𝘧𝘰𝘶𝘯𝘥𝘦𝘳𝘴 𝘣𝘶𝘪𝘭𝘥 𝘢𝘯𝘥 𝘴𝘤𝘢𝘭𝘦 𝘵𝘩𝘦𝘪𝘳 1𝘚𝘵 𝘚𝘢𝘭𝘦𝘴 𝘵𝘦𝘢𝘮. 

𝘋𝘳𝘰𝘱 𝘮𝘦 𝘢 𝘋𝘔 𝘧𝘰𝘳 𝘢 𝘚𝘢𝘭𝘦𝘴 𝘈𝘴𝘴𝘦𝘴𝘴𝘮𝘦𝘯𝘵 (𝘚𝘵𝘢𝘳𝘵𝘪𝘯𝘨 𝘖𝘤𝘵/𝘕𝘰𝘷).

Legacy isn’t built in savings.

⏳ It’s built in time.

Time you spent with the ones who matter most.

⏱️ If it takes under 1 minute - 

Just. Do. It.

You’re not “too busy.” You’re just avoiding.

Taplio

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