MP Consulting

Consultancy Firm run and led by Matteo Papaluca aimed to help early-stage founders build and scale their sales and GTM.

Our goal is to help early-stage startups sell more and better through up-to-date and tailored revenue processes that scale and grow sustainably.

Running 3 Programs:

1) Fractional Sales for Teams (up to 5M ARR)
2) Fractional Sales for Founders (up to 1M ARR)
3) Sales Advisorship for VCs

More on matteopapaluca.com

Founder

Pavilion

Executive Member

ShippyPro

I lead the Global Sales team at ShippyPro. We are becoming the most used shipping infrastructure for commerce in Europe.

In just few months:
- Grew the team from 6 to 14 people with 2 managers and 12 ICs
- Structured SDR/AE/KAM/SE and dedicated Tiering SMB/MM/ENT.
- Grew MRR 3X 
- Increased deal size by 40%
- Structured and execute sales hiring, with screening, interviews, and role plays which led to hiring 5 people in less than 3 months. 
- Implemented Hubspot, Gong, Sales Playbook, rules of engagement.

VP of Sales

Advisor to CEO and co-founder on sales strategy and GTM.

Fractional VP of Sales

BOOM

Boom’s vision is to transform the world of visual content management through technology.

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

80% of Founders don't know how to sell or have limited sales knowledge. 

Yet, they need to build and scale their sales teams.

I'm the person who helps them get started.

___

Building your first sales team is the most important thing.

Products don't sell themselves.

You need proven techniques, processes and tactics that are scalable but easy to implement.

ICP, Outbound, Sales Cycle, CRM, Coaching, Goals & KPIs, Hiring.

But you need a global approach based on real-life experiences.

(not the wannabe playbook).

_______


CLIENT FEEDBACK


📌 SCALED KAMPAAY SALES TEAMS 

"Matteo has been an important asset in our journey during a crucial moment for Kampaay. After our successful Series A funding round, we needed to scale our sales team. Matteo worked closely with us to improve our sales playbook and processes and helped us hire multiple team members."

Daniele Arduini, CEO & Founder Kampaay

📌 BUILT THE FIRST SALES TEAM for CARLITO APP

"Matteo has been crucial in building the foundations of our sales team. We developed the sales organization from recruiting to outbound sales, KPIs, and Hubspot processes."

Moritz Carrescia, CEO & Founder Carlito App

📌 BUILT THE FIRST SALES PROCESS FOR UNICORN MOBILITY

"Matteo has been instrumental in helping us build our very first sales team. He worked alongside me and the other co-founders to implement our B2B sales organization. From setting up Hubspot to building our outbound and inbound sales cycle to hiring and creating our first sales playbook, Matteo has been a crucial asset to our team."

Gianluca Iorio, COO & Co-Founder Unicorn Mobility

______

IS THIS YOU ⬇️

You're a founder
You have to start selling your product/service in a scalable way
And you've been putting in the work

But what you're doing ISN'T WORKING
CRM is a mess
Your Sales cycle is long and unstructured
Deals keep stalling

And the worst part?
You don't know what you're doing wrong. 

______

I'VE BEEN THERE.

I know how frustrating it can be

Most founders I talk to go through the same path

You are not alone.

______

READY TO BUILD AND SCALE YOUR SALES TEAM?

I Founded MP Consultancy, a Consultancy Firm that helps early-stage founders build and scale their sales and GTM.

Running 2 Programs:

1) Fractional Sales Leadership for Teams (up to 5M ARR)
2) Fractional Sales Leadership for Founders (up to 1M ARR)

I take on a maximum of 3 clients per month.

Click the link in my Featured section to book a free assessment for your startup.

Today, I'm turning 40.

Here are 40 business and life lessons I have learned along the way:

1. Let your job be what you do best. Play your strengths.

2. In a heated moment, listen to your words before speaking them out.

3. The broader you go, the less you get. Serve a niche.

4. Work where you feel energised.

5. Put your phone away when your kids are around.

6. Surprise your partner with an unexpected hug.

7. If you are good at something, help others and expect nothing in return.

8. Travel alone a few times per year to reconnect with yourself.

9. Time is running out. Spend quality time with your parents.

10. Focus on the individuals to grow your team.

11. Build a network of trusted people to talk to if needed.

12. If you wake up worried about your job, do something.

13. Recognise burnout signals. Stop before going down.

14. Work out.

15. Listen to classical music for deep work.

16. Write something every day at the same time.

17. Live your life with someone who completes you.

18. Fast once per week for 24 hours.

19. Surround yourself with people who are smarter than you.

20. Work hard at the beginning of your career to work smarter later. 

21. There is no sales if there is no value.

22. Coach your team relentlessly.

23. Build a diverse team.

24. If you are too comfortable, enjoy - but then get uncomfortable. 

25. Spend time with people who are different than you.

26. Live abroad for some time.

27. Do something you have never done.

28. Focus on the strengths. Do not fix the weaknesses.

29. Do not waste time with negative people. 

30. Turn your phone notifications off.

31. Read five pages of a book every evening.

32. It's ok to make a decision with limited information.

33. Challenge directly but care personally.

34. Learn something new.

35. Try to build a passive income.

36. Pay back your mortgage before you turn 50.

37. If you want something, ask for it.

38. Be around kids.

39. Track all your achievements at work. You will need them later.

40. When you feel it's too much, take a walk outside, no phone, just fresh air.


I'm grateful today for what I have and for what's coming. 

I couldn't ask for more.

🙏

Matteo Papaluca ⚡️

I’m #hiring. Know anyone who might be interested?

I'm trying to find a GTM partner who can help early-stage startups build their sales, marketing, customer success and GTM teams.

I have done this alone for 1 year now, and I need help 😅

🚨 Please read the job description before applying; it is very important. 🚨

Few must have:

1. Italian and English mother-tongue level
2. Partita Iva / Contractor Status Ready to Issue Invoice.
3. Strong Sales, Marketing, CS Experience

Also, I cannot reply to every candidate, not because I'm a bad person, but because I'm very busy. Sorry in advance. If you are successful, you will hear from me. 

I cannot wait to get to know you, so please apply or share with who you think might be a good fit! 

If you know me directly, please do not skip the process; I need everybody to come through the same system. (apply first).

Thank you all 🙏

I have managed almost 100+ salespeople in my career, and 90% have one thing in common:

They have issues with time management. ⏰ 🤯

I remember, during a sales meeting, we were discussing the previous week's outbound activities, and a few voices rose in complaint:

"𝘔𝘢𝘵𝘵𝘦, 𝘸𝘦'𝘳𝘦 𝘴𝘸𝘢𝘮𝘱𝘦𝘥. 𝘖𝘶𝘳 𝘴𝘤𝘩𝘦𝘥𝘶𝘭𝘦𝘴 𝘢𝘳𝘦 𝘱𝘢𝘤𝘬𝘦𝘥 𝘸𝘪𝘵𝘩 𝘪𝘯𝘵𝘦𝘳𝘯𝘢𝘭 𝘮𝘦𝘦𝘵𝘪𝘯𝘨𝘴 𝘢𝘯𝘥 𝘵𝘢𝘴𝘬𝘴, 𝘭𝘦𝘢𝘷𝘪𝘯𝘨 𝘶𝘴 𝘯𝘰 𝘵𝘪𝘮𝘦 𝘧𝘰𝘳 𝘰𝘶𝘵𝘣𝘰𝘶𝘯𝘥 𝘢𝘤𝘵𝘪𝘷𝘪𝘵𝘪𝘦𝘴. 𝘞𝘦 𝘤𝘢𝘯'𝘵 𝘥𝘰 𝘮𝘰𝘳𝘦."

___

They were right. Sales is a tough gig. 

You have too many internal meetings, tasks, calls, follow-ups, emails, demos.

But were they really busy? 

I didn't think so. 

I looked at their calendar and found a time management issue.

I told them I would come up with something.

___

In the following meeting, I introduced the idea of 𝗧𝗵𝗲 𝗣𝗲𝗿𝗳𝗲𝗰𝘁 𝗖𝗮𝗹𝗲𝗻𝗱𝗮𝗿. 

(Influenced by one of Ali Abdaal Ltd's YouTube videos).

The meeting starts, and I say to them:

"𝘞𝘩𝘢𝘵 𝘪𝘧 𝘸𝘦 𝘤𝘰𝘶𝘭𝘥 𝘩𝘢𝘷𝘦 𝘵𝘩𝘦 𝘱𝘦𝘳𝘧𝘦𝘤𝘵 𝘤𝘢𝘭𝘦𝘯𝘥𝘢𝘳 𝘧𝘰𝘳 𝘴𝘢𝘭𝘦𝘴𝘱𝘦𝘰𝘱𝘭𝘦? 𝘞𝘩𝘢𝘵 𝘸𝘰𝘶𝘭𝘥 𝘪𝘵 𝘭𝘰𝘰𝘬 𝘭𝘪𝘬𝘦?" 

And all together, we started brainstorming the perfect calendar. 

Here is how it looks.

___

9-10: Email Catchup

10-13: Customers / Prospects Calls

13-14: Lunch

14-16: Prospecting / Follow-up's

16-17: Internal Meeting

17-18: Admin

___

They were all pleased with the result but knew it was impossible to keep up.

How can you apply such a thing in a busy environment like a sales team?

___

Here comes 𝗔𝗰𝗰𝗼𝘂𝗻𝘁𝗮𝗯𝗶𝗹𝗶𝘁𝘆.

We agreed to try to implement it by creating a brand new Google calendar that would look exactly like ours.

We called it "The Perfect Calendar".

Every Friday, we'd check whether our actual calendar looked exactly like the perfect one.

Comparing them side by side.

We would celebrate together if we got closer and improved our time management.

If we were completely away, we would list the actions to take for the following week.

___

As we kept doing this little exercise every Friday, I saw some people getting better at time management.

Prioritising prospecting over procrastination.

Prioritising internal meetings at a specific time.

They started saying NO to protect their time.

Prospecting activities also increased, and as a consequence, their pipeline went up.

___

Once, I heard that salespeople spend almost 60% of their time in non-sales activities. 🤯

Almost all sales teams I help have time management issues.

Which is the cause of poor results.

___

Start prioritising your time.

Start protecting your time.

Control your calendar, and you will control your sales results.

___

Agree? Repost to spread the message ♻️.

And follow Matteo Papaluca️ for more like this.

If you use it right, HubSpot is the most powerful tool in the world.

But the truth is, most early-stage startups complicate it, making it messy.

Here are 4 Hubspot setups you should implement for free right now:

_______

𝟭. 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲𝘀

You don't need ten pipelines. Two will do.

New Business
↳ New, Contacted, Demo, Proposal, Contracts Sent, Won, Lost

Existing Business.
↳ New, Onboarding, Live, Churn, Renewal, Won, Lost.

_______

𝟮. 𝗟𝗲𝗮𝗱 / 𝗗𝗲𝗮𝗹 𝗦𝗼𝘂𝗿𝗰𝗲𝘀

You don't need to track tens of properties, but you do need this. 

Unfortunately, Hubspot doesn't allow you to personalise the drop-down of your sources. 

You should create a custom property and track your leads and deal sources.
↳ Inbound, Outbound, Referral, SDR, Events.

_______

𝟯. 𝗦𝗲𝗾𝘂𝗲𝗻𝗰𝗲𝘀

If you have Hubspot Sales Professionals, you are in luck. 

Free and basic plans don't have sequences. 🚫

Use sequences to reach out to your inbound leads and your existing clients.

Inbound leads: 
↳ 4 touches sequence to qualify/book a discovery call.

Closed Lost: 
↳ After 6 months of the lost event, re-engage.

Renewals: 
↳ Up to 90 days before renewal, to renew them early.

_______

𝟰. 𝗥𝗲𝗽𝗼𝗿𝘁𝘀 & 𝗗𝗮𝘀𝗵𝗯𝗼𝗮𝗿𝗱𝘀

You don't need 10 dashboards. You need only 4. All monthly and by sales rep.

Revenue & Pipeline:
↳ Closed Won, Pipeline Created, Pipeline by Stage

Conversions:
↳ Conversions, stage by stage and by funnel

Red Flags:
↳ No Closed Date, no Amount, Missing Contacts, Past Closed Date

Activities:
↳ Emails, Meetings, Contacts Created.

_______

90% of the founders I work with have Hubspot. 🤝

But 99% of them complicate it. 😅

Hubspot is simple, and its simplicity is at the software's core.

If you set it up like Salesforce, it doesn't become Salesforce.

It becomes Hubspot but messy. 🤯

When building your first CRM, remember: 𝗹𝗲𝘀𝘀 𝗶𝘀 𝗺𝗼𝗿𝗲.

_______

Agree? Repost to spread the message ♻️.

And follow Matteo Papaluca for more like this.

_______

Is there anything I am missing? Any Hubspot implementation you would add?

Drop them in the comments 👇

90% of companies I know do outbound. 

But 99% of them do it without a system.

Here is a simple and free 5 steps system you can use for your outbound:

____

1. 𝗧𝗮𝗿𝗴𝗲𝘁𝗶𝗻𝗴

The most crucial aspect of your business is defining your Ideal Customer Profile. 

Sit down with your team and:

➟ List 2/3 problems your product can solve.
➟ Write down the target users/customers who might buy your product.
➟ Nail down a single, clear, compelling message that states why you are different.
➟ Identify the unique advantages your product has over competitors.

____

2. 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴

Get an Apollo free or basic account and:

➟ Filter prospects by location, job title, and verified emails.
➟ Build a list of 50 prospects to start from. 
➟ Save them into lists.

Also, start preparing your sequences.

____

3. 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵

For your tier 1 prospects, use manual email that is highly personalised. 

For your tier 2, you can use sequences which are 20% personalised and 80% automated. 

Ah remember:

➟ Do not sell
➟ Always keep the prospect in mind. 
➟ Talk about their pains and how you can solve them.
➟ Do not pitch. 
➟ Do not ask for meetings.

Use soft CTA, but be consistent. 
Have an 8-10 steps sequence that lasts 30 days.
Have 1 sequence for each ICP.

____

4. 𝗘𝘃𝗮𝗹𝘂𝗮𝘁𝗲

Aim for: 

➟ > 50% open rate 
➟ > 20% reply rate
➟ > 2% interest rate 
➟ < 0,5% spam rate

Look at your KPIs every day. If the data are below, something is wrong.
____

5. 𝗥𝗲𝗳𝗶𝗻𝗲

Outbound has to be refined all the time. 

Go back and forth every month or so.

Review your ICP, your lists, and the sequences.

Make sure you twist and make it better every time.

____

Outbound is not a monster. It's a process.

Start with a system.

You are 99% ahead of the competition.

____

I'm Matteo Papaluca ⚡️
Click my name + follow + 🔔

Do you need help with your outbound? DM me.

There is a little, almost minuscule, difference between winning and losing in sales.

It's the difference between pitching and creating value. 👇



Here are 3 simple ways you can stop pitching and start creating value. 



𝟭. 𝗚𝗶𝘃𝗲, 𝗡𝗼𝘁 𝗔𝘀𝗸

It's as simple as this: instead of asking for something, start giving without expecting anything in return. 

Offer a free resource instead of asking for a call. 

Offer time to build a business case for your prospects to present internally.

Offer your time to do a demo or present it to multiple people.

Give your time; do not ask for time.




𝟮. 𝗗𝗼𝗻'𝘁 𝗧𝗮𝗹𝗸 𝗔𝗯𝗼𝘂𝘁 𝗬𝗼𝘂𝗿 𝗣𝗿𝗼𝗱𝘂𝗰𝘁, 𝗦𝗵𝗼𝘄 𝘁𝗵𝗲 𝗥𝗲𝘀𝘂𝗹𝘁𝘀

Instead of pitching your product, show how others have benefited from it.

Show how they struggled at the beginning, how you helped and ultimately, what the output was.

Results speak louder than pitching.




𝟯. 𝗘𝗻𝘃𝗶𝘀𝗶𝗼𝗻 𝗧𝗵𝗲𝗶𝗿 𝗣𝗿𝗼𝗯𝗹𝗲𝗺𝘀, 𝗢𝗳𝗳𝗲𝗿 𝗮 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻

Instead of asking about their problems, get to know your prospects deeply.

Understand their pains and challenges and serve a ready-to-go solution in advance.

You're showing empathy and business acumen by envisioning their problems and offering a solution.

Even if it's not the right one and you made assumptions, they will appreciate that you came up with it.


_____


Pitching is the worst behaviour you can develop in sales.

Buyers' fatigue is at an all-time high.

Attention span is at an all-time low.


_____


Start building value.

You won't regret it.


_____

My name is Matteo Papaluca, and I'm the Founder of MP Consulting 

I'm on a mission to help 100 founders build and scale their sales teams.

Send me a DM if you need help.



I have spent the last 15 months studying, evaluating and fixing sales pipelines for 40+ startups🕵️

And I've found that these 3 quick, easy fixes can solve pipeline issues forever 👇

____


𝟭. 𝗗𝗲𝗮𝗹𝘀 𝗦𝘁𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝗻 𝗧𝗵𝗲 𝗦𝗮𝗺𝗲 𝗦𝘁𝗮𝗴𝗲 

Your deals should move quickly if your average deal size is <5K ARR. 

From discovery to demo, from demo to negotiation, won and lost. 

Deals should not stay within the same stage for more than 7 days with no activities planned.

Deep dive into those deals and try to understand the qualification/discovery calls made. 

You likely missed part of the BANT process at some stage, so returning to qualification is essential.

It is a different story for more significant deals; those can stay longer, but you have to have activities scheduled.

____


𝟮. 𝗧𝗵𝗲 𝗦𝘁𝗮𝗴𝗲 𝗪𝗶𝘁𝗵 𝗧𝗵𝗲 𝗛𝗶𝗴𝗵𝗲𝘀𝘁 𝗡𝘂𝗺𝗯𝗲𝗿 𝗼𝗳 𝗗𝗲𝗮𝗹𝘀

If the stage is passive or just a placeholder, remove it. 

Each deal stage within your CRM must be active. 

Something has to happen before and after.

If too many deals are stalling within an active stage, like a discovery call or demo, you must listen to those calls and understand why they aren't moving. 

Each call has a next step, and that next step has to happen. 

So either you have an activity scheduled, or there is no reason for deals to stall within a completed stage.

____


𝟯. 𝗗𝗲𝗮𝗹𝘀 𝗪𝗶𝘁𝗵 𝗣𝗮𝘀𝘁 𝗖𝗹𝗼𝘀𝗲𝗱 𝗗𝗮𝘁𝗲 𝗼𝗿 𝗡𝗼 𝗔𝗺𝗼𝘂𝗻𝘁 

After the discovery call, you should be able to provide an accurate closing date and amount for each deal. 

If you can't, you must listen to your discovery calls and see why you didn't qualify.

Each deal has to tell us something. And it has a past and a future.

____


A messy CRM is wrong for you and your sales team.

Overcomplicating is not the answer. 

Building it with expensive implementation agencies is not the answer either.

____


Build your sales cycle first, and define what you want to see for each stage. 

Coach your team.

Then, build your CRM.

A simple and effective CRM.

____


My name is Matteo Papaluca. I'm the founder of MP Consulting. 

I help early-stage startups build and scale their sales teams, 𝗳𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝗮𝗹𝗹𝘆. 

Send me a DM if you need help. 💬

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Want to drive more opportunities from LinkedIn?

Matteo Papaluca ⚡️'s Linkedin Analytics

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