Mor Assouline
FDTC
Mor Assouline quit his first cold calling job within one hour, then avoided sales for three years. Today, as a 3X VP of Sales and founder of FDTC, he trains B2B SaaS reps to hit 50%+ demo close rates month over month. In this episode, Mor reveals how he identifies “born sellers” in interviews, why he scores coachability on a 1-3 scale, and the counterintuitive hiring approach that lets him poach his best AE hires directly from his own coaching community.
What You’ll Learn:
1. The 4 traits Mor screens for in every sales interview — self-awareness, curiosity, critical thinking, and conviction — and how to test for each without asking theoretical questions
2. Why watching if candidates ask questions back is more predictive than their actual answers
3. The “Day in the Life” trial method: how to give candidates mouse control on Zoom and test real-time learning before making offers
4. Mor’s 1-3 coachability scoring system — open to feedback, applies feedback, proactively seeks feedback — and why only “threes” are worth hiring
5. The polarizing belief that some people are “born for sales” and the specific charisma signals that can’t be trained
6. Why Mor’s first hire was an SDR, not an AE, and why his future AEs will only come from reps he’s already coached
7. The bottom-up approach to quota setting: why running sales yourself for 3-6 months before hiring beats arbitrary top-down targets
8. How to use Claude AI to build a project with your playbook and share it with new hires as an always-available training assistant
