Mats Uddenfeldt

9 months into my sabbatical, I’m launching Incremental Gain. For over 15 years, I've built high-performing sales teams and coached individuals at every career stage, closing over $100M in software ARR. I know what excellence looks like. Last year, after 4 years at Datadog, I took a sabbatical to recharge, gain new perspectives, and plan my next steps. During this time, I pursued my passions, both personal and professional. Among my professional passions, I reconnected with: - investing in emerging sellers and leaders - leveraging my experience in SaaS GTM - exploring sustainable business ideas After working with a few clients, I realized I could positively impact others' career trajectories as an external coach. So today, I'm launching Incremental Gain to help AEs and 1st line leaders go from good to great by mastering the mindset, habits, and skills needed to excel in sales. Looking forward to working with many of you in the future! PS. Interested in building a better future? Schedule a discovery call, and let's get started!

@natolisnuggets The thing is realizing how good meals like that are. I still indulge but classic 80/20 applies. Do the basics right and the direction is clear.

Want to know how I lost 40lbs and maintained my muscle mass? Meals like this. Healthy Chipotle for lunch that isn’t 1300 calories… 540 cals 42g of protein 57g of carbs 13g of healthy fats You want to lose weight, but you’re not willing to cook simple meals like this.

That’s how I believe teams should operate. Which one matters most to you? What would you add?

If all of this sounds reasonable, I expect one thing in return: The truth. Because without it, none of this works.

10 promises great managers make (but most don’t) If you manage people, this is the bar:

@BrianLaManna_ But tbh this could be replicated in a team or even at regional level. Kudos for systemizing. That's how you keep winning.

@uddenfeldt haha yea the real hard part

Pivot for 2026 - will be setting up my prospects and customers with more references. I’m lucky - I’ve worked to bring on 110 net new logos and work with 30 existing customers. We have raving fans here - and people that are more than willing to share their experience. Old me used to wait until prospects asked late in the cycle to speak with a customer. I’d shy away from it knowing the time and effort it took to coordinate as well as the chance it could slow down the deal. In 2026, I plan to use it as a more strategic play mid cycle to build stronger champions. I spent an hour and sifted through my most recent customers. Criteria: 1. Raving Fan 2. Can articulate the value of Gong + why us My list is 50+ deep. Across every persona. Allowing me to never have to ‘tap’ someone with a favor more than 2x in a year. Will look for strategic opportunities to run this play before it’s ‘needed.’ When someone is in a similar industry, facing a similar challenge, or would benefit hearing from a peer. Excited to report back on my win rate when I run this play. P.S. Super important to not ‘tap’ your raving fans too much and show extreme gratitude when they are willing. Always give them an out if they are short on bandwidth. And ALWAYS gift them afterwards as a thank you. P.S.S. We have a formal reference program too but that can be tough… you don’t always have full context and trust knowing that person, their style, their use case, etc.

@natolisnuggets Such an awesome transformation! Keep it up (but don't take it too far)! 💪 PS. I could trade those 20 if you'd make them 50/50 fat & muscle. Deal?

The funniest part about losing 40lbs in the last year is realizing I need to lose 15-20 more 😂 This is me now and I still need to lose 20

These are my stories. But they’re really plays. And they still work. Because in a world of calls… Showing up is your unfair advantage. What could you add to the list?

3. Create proximity No trip planned? Doesn’t matter. “I’ll be in the area next week. Worth meeting?” I flew Stockholm → Seattle for a 2-hour CTO meeting this way. Deal closed. 7 figures. Momentum beats logistics.

I once flew 5,000 miles for a 2-hour meeting. Closed 7 figures. 3 deal stories most sellers ignore:

Most sales reps want a long-term fit. Yet sales tenure is rare. Why? - Pay doesn't keep up. - Comp plans deteriorate. - Promotions go to outsiders. - Weak leadership drives frustration. - Layoffs become a shortcut for deeper problems. What’s the cost of not fixing this?

Hit 100% of your annual plan in Q1… and suddenly there’s a windfall clause for the rest of the year.

Most PIPs aren’t meant to be beaten. They’re meant to manage you out. But sometimes they’re real. I’ve seen someone go from PIP to top performer in 6 months. Before you try to “win” the PIP, figure out the intent. If it’s real → turn it into a success plan. If it’s not → treat it like a Paid Interview Period. Strategy beats panic.