Explorez tous les épisodes du podcast The GTM Engineer Podcast
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| The Ferrari Analogy You NEED To Hear ft. Jordan Lange | 10 Apr 2026 | 00:18:21 | |
In today's episode, I chat with Jordan Lange, founder at Axon, about building a product that solves the unsexy but showstopping problem underneath all GTM engineering: CRM data quality. Axon acts as an observability layer for HubSpot, identifying messy, duplicate, and missing records that break downstream automations—then cleaning them automatically. We explore a real example where a Zapier automation was completely falling apart because the product was sending clean domain strings while the CRM data had www, HTTPS, and query params attached, meaning there was no shared key to join on across 437,000 records—a problem Axon fixed in hours. Jordan's analogy: putting olive oil in a Ferrari. The GTM engineer is the Ferrari, but if the fuel going in is dirty data, nothing moves. His prediction: GTM engineers are more important than ever as contact data gets commoditized and companies need people who know how to activate it—and right now is the window to build serious infrastructure using relatively cheap AI tools before those tools get expensive as dependency on them grows. Jordan shares his path as the first RevOps hire at Gorgias, scaling from $10M to $70M ARR, watching CRM cleanup slowly eat his entire job as automations multiplied and data quality became the single biggest blocker to growth—quitting to start a RevOps agency, immediately hitting the same wall at his first client, and realizing the problem was unavoidable wherever GTM automation existed, so he built Axon to solve it. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH JORDAN 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Busy ≠ Productive ft. Johannes Fessler | 10 Apr 2026 | 00:16:47 | |
In today's episode, I chat with Johannes Fessler, founder at Rocksolidleadgeneration, about four years of specializing in e-commerce marketplaces—booking 39 meetings in six weeks for Allegro (Europe's largest online marketplace), signing up 67 sellers in three and a half months, and going on to work with Temu and Onbuy—while also running mindset coaching for agency owners through Agency Velocity. We explore his contrarian take on cold email: for Temu, he uses zero Clay, zero personalization, because when the offer is strong enough and the brand is known, relevance beats personalization every time—and irrelevant personalization ("I saw you went to Stanford") is worse than no personalization at all. He also makes the case that the industry is splitting in two directions—fully AI-automated and back-to-human writing—and that anyone who talks to AI daily can spot AI copy instantly, especially agency owners. Johannes shares his rock-bottom origin story: losing his cryo spa, his girlfriend, his car, and his flat, moving into a friend's pool house in Marbella, copy-pasting 50 emails a day before discovering SalesHandy, eventually sending 1,000 emails a day from two mailboxes in the wild west era, booking 250-300 attendees for a high-end e-com convention, and stumbling into the Allegro relationship through a chain of connections that led to becoming a Smartlead founding partner. His most direct advice: from 10k to 100k, the only difference is mindset and implementation—skills get you to 15k, but past that, if you're not doing the things that actually move the needle (cold email, LinkedIn DMs, posting content) because you're afraid of rejection or visibility, no tool will save you. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
👥 LinkedIn
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| First-Party Data Is The New Moat ft. Clark Hess | 31 Mar 2026 | 00:14:29 | |
In today's episode, I chat with Clark Hess, GTM Engineer at Supio, about building the entire go-to-market data infrastructure from the ground up at a legal AI startup—handling Clay, Gong, CRM architecture, and database-building for a very specific TAM: plaintiff personal injury attorneys in the United States, roughly 60,000 total. We explore two initiatives: first, building custom scrapers to pull every personal injury firm in the country (since ZoomInfo coverage for this niche is thin), then running agents against each firm to identify the right contacts—giving Supio a complete picture of their TAM from nearly day one; and second, a cohort reporting project where Clark is piping Gong transcripts into Clay via webhooks, converting them into field values, creating custom CRM objects per call, and making it possible to analyze patterns across hundreds of calls at once—competitors mentioned, objections raised, deal signals—rather than reviewing transcripts one by one. His insight: combining first-party data from calls with first-party data scraped from prospect websites means you're building a picture of your market according to your own company, not a third-party data broker. His prediction: GTM engineering will become a household name as a career field, Clay is positioned to threaten CRM incumbents, and computer use agents getting good enough to operate Clay autonomously is the genuinely wild card nobody has a confident answer for—but right now the role creates undeniable impact and is only growing. Clark shares his path from political science major to SDR at legal marketing company Avvo, to startup OfferUp where he taught himself web scraping to outprosect his peers, to pivoting into RevOps after realizing he enjoyed finding people who wanted to say yes more than closing them, to getting laid off from his first RevOps role, to a year and a half of contracting in what is now called GTM engineering before Supio brought him on full-time. His advice: learn Clay, get operationally solid with CRM, and work for cheap or free in the beginning just to get reps—because once the numbers are behind you, the opportunities follow. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH CLARK
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| 0 to $1.5M With Cold Email ft. Bill Stathopoulos | 10 Nov 2025 | 00:21:21 | |
In today's episode, I chat with Bill from SalesCaptain about building a go-to-market agency that prioritizes ROI over vanity metrics. We discuss his three-phase approach to launching outbound campaigns within 3-4 weeks, focusing on targeting, messaging, and infrastructure. Bill shares his perspective on the ongoing battle between AI and spam filters, explaining why message-market fit is becoming more critical as outbound gets more expensive. We explore creative campaign strategies, from scraping conference attendee apps to leveraging website visitor data with tools like RB2B, and discuss why volume still matters more than hyper-complex intent signals for most businesses. Bill also reveals his vision for the future of outbound, where BDRs focus on high-value interactions while automation handles first touches. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn
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| Clay Is Not Strategy ft. Ben Reed | 07 Nov 2025 | 00:25:26 | |
In today's episode, I chat with Ben Reed, founder of RevyOps, about solving the data fragmentation problem that prevents GTM agencies from scaling beyond 5-10 clients. We explore the "yo-yo effect" that plagues agencies when they try to grow, and why the real constraint isn't sales but fulfillment and data operations. Ben shares his unconventional journey from philosophy major to oil & gas data platforms to building RevyOps, explaining how the same data aggregation challenges exist across industries. We discuss why agencies waste resources re-enriching the same contacts multiple times, the technical limitations of using Airtable or Supabase for large-scale GTM data, and how building a centralized "master record" can enable agencies to scale to 20-40 clients profitably. He explains why vertical specialization is the key to sustainable agency growth. Enjoy 🙂
💻 Website 👥 LinkedIn
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| Relevancy vs. Personalization ft. Ben Holley | 06 Nov 2025 | 00:15:35 | |
In today's episode, I chat with Ben Holley from Cyft AI about building a comprehensive TAM of 20,000+ MSPs and why cold email should be treated as a private ad network rather than one-to-one sales outreach. Ben shares his multi-source list building strategy using BuiltWith, Clutch, and lookalike models, explaining why MSPs are notoriously difficult to find through traditional database searches. We discuss his straightforward messaging philosophy - that timing and relevance matter far more than personalization - illustrated by his own response to a sketchy cold email simply because it was timely. Ben reveals his biggest mistake as an SDR (spending 20 minutes crafting emails that landed in spam), his approach to handling deliverability challenges, and his vision for retargeting cold prospects through paid ad campaigns to create more efficient nurture funnels. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH BEN 👥 LinkedIn 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes. | |||
| Why 0.2% Reply Rates Happen ft. Mohan Muthoo | 04 Nov 2025 | 00:32:04 | |
In today's episode, I chat with Mohan from Spring Drive about building modern B2B outbound systems that prioritize strategy over tactics. We explore his journey from BDR to agency founder, discussing how he discovered Clay over two years ago and why sales fundamentals matter more than fancy tech. Mohan shares a creative campaign that landed 28 meetings in the first month by scraping product data and using AI to craft hyper-personalized messages for B2B retail prospects. We dive into his "balanced theory" framework for competitive messaging, why most companies waste time on surface-level personalization, and how to think strategically about differentiation in crowded markets. Mohan also shares his predictions for the future of GTM, including the shift from data-based personalization to fully customized funnels and offers. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH MOHAN 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes. | |||
| 5M Emails of Hard Lessons ft. Orestas Nariunas | 03 Nov 2025 | 00:21:21 | |
In today's episode, I chat with Orestas, VP of Accounts at A-Sales, about running successful multi-channel outbound campaigns across Europe and globally. We explore their comprehensive approach that combines cold email, cold calling, and LinkedIn outreach, diving into how they've booked over 3,000 meetings by sending 5+ million emails. Orestas shares fascinating case studies, including their work with Google on account-based marketing campaigns targeting Fortune 5000 companies, and a field service management software campaign that generated 600 appointments in 8 months. We discuss the importance of industry-specific channel selection, the power of aged domains for Outlook deliverability, and why maintaining close feedback loops with clients is crucial for lead quality. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
💻 Website 👥 LinkedIn
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| GTM Systems That Convert ft. Rishabh Gupta | 31 Oct 2025 | 00:09:27 | |
In today's episode, I chat with Rishabh Gupta, Product Lead at Partao and freelance GTM engineer, about building foundational outbound systems for early-stage startups. We dive deep into his approach to GTM engineering, exploring how he discovered that email-only campaigns don't work and why multi-channel outreach (email, calls, SMS, WhatsApp) is critical for Fortune 500 targets. Rishabh shares his journey from growth marketer to GTM engineer, explaining how his technical background (biomedical engineer turned software developer) helped him master Clay workflows and API integrations. We discuss the challenges of narrowing target customer personas, the importance of lead scoring with multiple data sources, and why GTM engineering is really just a subset of growth marketing. Rishabh also shares his vision for the future, predicting that GTM will become fully agentic with multiple small agents managed by a master orchestrator. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH RISHABH 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn
👋🏼 GET IN TOUCH | |||
| #1 Cold Email Rule ft. Louis Deslus | 30 Oct 2025 | 00:19:12 | |
In today's episode, I talk to Louis Deslus from Era B2B about building full-service outbound systems that achieve exceptional results through natural, human-centered prospection. We dive deep into his agency's multi-channel approach and explore how they achieved 180 meetings per month with a 7% conversion rate for a client. Louis shares his unique philosophy on creating genuine conversations rather than "selling," explaining why traditional sales principles still outperform AI-generated content. We discuss his journey from black hat SEO and early LinkedIn automation to founding a full-service agency, and explore tactics like industrializing referrals (achieving 90% meeting rates) and leveraging influencer networks. Louis also shares his perspective on the future of prospection, emphasizing that targeting and strategy will become increasingly critical as more companies adopt automation. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH LOUIS 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes. | |||
| Cold Email vs LinkedIn vs Calling ft. Nayab Osaf | 28 Oct 2025 | 00:17:54 | |
In today's episode, I chat with Nayab Osaf, a GTM engineer at StackOptimise, about her journey from HR recruiter to outbound expert and how her team achieves remarkable results through high-volume testing and AI-powered personalization. We dive deep into StackOptimise's aggressive testing methodology, where Nayab launched 13 different campaigns in one day to rapidly discover message-market fit. She shares her philosophy on combining email, LinkedIn, and cold calling into an effective multi-channel strategy, and explains why adaptability is the key skill for succeeding in the rapidly evolving outbound space. Nayab also discusses the future of the industry, including Clay's new AI-powered lead generation feature and what it means for GTM engineers and agencies. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH NAYAB 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes. | |||
| Why AI Is Making Sales Worse ft. Leslie Venetz | 27 Oct 2025 | 00:20:01 | |
(00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH LESLIE
🎥 YouTube Channel
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| You're Using Clay Wrong ft. Malo Brinquin | 24 Oct 2025 | 00:15:20 | |
In today's episode, we talk to Malo Brinquin from Palladio GTM about building complete GTM engines for companies using Clay and modern automation tools. We explore how Palladio approaches client work differently based on company size, from helping smaller startups automate outbound and save time for salespeople, to breaking down silos between marketing and sales teams in larger organizations. Malo shares a fascinating case study where they built deeply segmented campaigns using Clay to research prospects across multiple data points including age, education history, and career tenure. We discuss why hyper-segmentation beats generic messaging, how Clay extends far beyond outbound into inbound qualification and CRM hygiene, and why speed-to-lead can be cut in half with the right automation. Malo also addresses the common misconception that GTM engineers are just doing outbound, explaining the broader value of understanding how to connect systems and build proper GTM infrastructure.
🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn
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| Average GTM Is Dead ft. Filippo Greco | 27 Mar 2026 | 00:16:59 | |
In today's episode, I chat with Filippo Greco, GTM Engineer at Yellow Tech, about building one of Italy's first AI-first companies—running AI adoption programs for businesses across Italy (interviews, classrooms, workshops, full 360-degree rollouts) while also building agents, automations, and Clay-based GTM systems for clients who are just beginning to understand what AI can actually do for them. We explore two standout campaigns: a cybersecurity client where Filippo built a Lovable app that automatically attempts to breach a prospect's website when the link is submitted, then sends an email with a full report of every vulnerability found—reply rates through the roof because there is no stronger proof of pain than showing someone their site just got hacked; and a signal-triggered video personalization flow where a prospect interacting with a competitor on LinkedIn enters a Clay sequence that pulls their photo, their company logo, and the CEO's face, feeds it into a Lovable-built app via HTTP request, and generates a video of the CEO appearing to speak directly to that prospect about their specific problems—which the prospect then receives by email. Filippo's core philosophy: figure out what the average GTM engineer is doing right now, then ask how to beat it—because average gets average results. He also shares how Yellow Tech operates as a hybrid human-AI company, with AI agents living inside Slack alongside the team, talking to SDRs, and handling processes that would otherwise require multiple headcount. His prediction: his generation—what he calls AI natives—will enter the workforce already thinking in agents and automations, and that generational shift will be more disruptive to companies than any single tool release. Filippo shares his path from discovering ChatGPT 3.5 at 20, immediately understanding it would change everything, studying prompt engineering deeply, doing a master's in digital marketing, becoming an AI marketing specialist building some of the earliest AI agents before they were mainstream, and co-founding Yellow Tech at 23. His advice: be creative and get your hands dirty—prompt engineering is now one of the most valuable skills you can have, soft skills beat hard coding skills for GTM work, and you can build almost anything if you're willing to experiment. Enjoy 🙂
🔗 CONNECT WITH FILIPPO
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Signal-Based Lead Generation ft. Georgios Giatsidis | 22 Oct 2025 | 00:17:33 | |
In today's episode, I talk to Georgios from Relevance about building outbound systems for early-stage startups and why focusing on accelerator-backed companies became their winning niche. We explore how Relevance evolved from list building to full-service outbound strategy, and why they specifically target "builder" founders who excel at product development but struggle with sales. Georgios shares their approach to signal-based prospecting, explaining how they use Clay to identify high-intent prospects rather than relying on generic demographics. We discuss their philosophy on strategic positioning in segmented markets, the importance of understanding founder personas, and why the tight-knit accelerator network creates powerful referral channels. Georgios also reveals their testing methodology for messaging and their vision for scaling through partnerships with top startup accelerators.
🔗 CONNECT WITH GEORGIOS 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| It's The AI GTM Engineer Era ft. Alex Aouad | 17 Oct 2025 | 00:16:54 | |
We dive deep into Alex's journey from failed first startup to Chief Revenue Officer at age 20, and how those experiences led him to build Launchyfi, first as a fractional GTM engineering agency, now evolving into an AI-powered platform. Alex explains why the sales tech stack exploded from 100 tools in 2020 to 16,000 today, creating the need for GTM engineers who can select and orchestrate the right tools for each company's unique situation. He shares a compelling case study of taking a client from 1-2 demos per month per SDR to one demo per day by completely rebuilding their stack three times. We discuss why AI SDRs aren't enough, the vision for AI GTM engineers that could democratize access to $180K+ expertise, and Alex's controversial take on why existing sales tools adding AI features is like putting a better engine in a horse carriage. Enjoy 🙂
🔗 CONNECT WITH ALEX
💻 Website 👥 LinkedIn
👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes. | |||
| The Future of Recruitment ft. Niklas Huetzen | 13 Oct 2025 | 00:23:22 | |
In this episode of the Outbound Wizards podcast, I sit down with Niklas Huetzen, founder of Automindz Solutions, an AI and automation agency specialized in the recruitment space. Nik shares his journey from running a failed e-commerce business during COVID to building recruitment systems for a Dubai-based agency that grew from 14 to 100 people. We explore his unique approach to recruitment outbound, where he monitors companies around the clock, aggregating hiring signals like multiple job postings, employee movements, and skill gaps into a centralized Airtable database. This data infrastructure enables highly contextualized AI messaging that goes far beyond basic personalization. Nik explains why recruitment is different from typical B2B sales, you're filling two pipelines (candidates and clients), and your product can say no. We discuss his multi-channel strategy combining email, LinkedIn connection requests, cold calling, and InMail, along with his lead scoring system that prioritizes which prospects get which channel based on hiring signal strength. Nik also shares candid lessons about focus and niche selection, explaining why his agency initially struggled by targeting too many industries before committing fully to recruitment. Looking ahead, he reveals his vision for agentic AI, building personal AI assistants for every recruiter that can autonomously build daily prospect lists and take actions based on structured data. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH NIK 👥 LinkedIn 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW 👋🏼 GET IN TOUCH
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| Mastering Cold Outbound with Clay ft. Lohit Boruah | 10 Oct 2025 | 00:13:27 | |
In today's episode, I talk to Lohit from Growth Engine X about building highly personalized outbound campaigns using Clay and scaling lead generation for B2B SaaS companies. We dive deep into a case study where they transformed an underperforming e-commerce agency by fixing both their targeting and offer. Lohit shares how they moved from generic "spray and pray" outreach to strategic filtering based on company size (50+ employees), revenue ($1M+ annually), and technology stack (Shopify). He explains their unique "creative ideas" play where they suggest three specific ways to help prospects before asking for a meeting, and discusses adding personal touches like offering phone calls or mentioning nearby restaurants. Lohit also opens up about his personal journey - from starting a grocery delivery startup in college during COVID, to becoming a freelancer, discovering growth hacking through LinkedIn automation, and eventually joining forces with Eric after battling tuberculosis. We explore the future of AI in outreach, including using it for CRM analysis to identify retargeting opportunities and creating hyper-personalized industry reports at scale. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
💻 Website 👥 LinkedIn
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| There's No "One Way" To Do Sales ft. Alan Ruchtein | 06 Oct 2025 | 00:23:44 | |
In today's episode, I chat with Alan Ruchtein from The Modern Seller Program about building go-to-market strategies from the ground up. We dive deep into his process for understanding client businesses before touching any tools, exploring how he creates buyer persona matrices that map challenges, symptoms, and KPIs for different decision-makers. Alan shares his philosophy on why fundamentals trump tactics, explaining the critical mistake of jumping straight to tools like Clay without proper foundation work. We discuss his experience scaling teams at companies like Revolut and Landbot, the evolution of his messaging frameworks, and why he believes there's no single "right way" to do sales. Alan also shares his thoughts on AI's role in the future of sales.
🔗 CONNECT WITH ALAN 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn
👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes. | |||
| ICP vs. ICS: The Better Targeting Framework ft. Utkarsh Rana | 03 Oct 2025 | 00:15:58 | |
In this episode, I sit down with Utkarsh Rana, Head of GTM at C17, one of the top lead generation and outbound agencies in the world. Utkarsh shares the agency's sophisticated approach to automated lead generation using Trigify for intent-based prospecting, generating 6,000 qualified leads per week on autopilot through webhook integrations with Clay tables that handle verification, enrichment, and multi-channel sequencing. We dive deep into the critical distinction between ICP (Ideal Customer Profile) and ICS (Ideal Customer Situation), with Utkarsh explaining why most replies come from situation-based targeting rather than demographic profiles alone. He reveals C17's strategy for reaching enterprise accounts, maintaining low contact limits (maximum 3 people per company), ensuring every email is AI-personalized, and scaling infrastructure with numerous mailboxes to avoid spam filters. We explore his philosophy on AI tools in outbound, where he argues the industry needs to focus less on adopting every new AI tool and more on fundamentals: better offers, superior targeting, and higher volume. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH UTKARSH 👥 LinkedIn
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW 👋🏼 GET IN TOUCH | |||
| Why 90% of Outbound Agencies Fail at Scale ft. Wouter Harink | 29 Sep 2025 | 00:25:03 | |
In this episode, I chat with Wouter Harink from Genflows agency about building sophisticated omnichannel outbound systems that create inescapable customer journeys. We dive deep into his "trident approach" combining cold email, LinkedIn DMs, and cold calling with Clay-powered automation, achieving impressive results like 78% LinkedIn acceptance rates and 25% phone pickup rates. Wouter shares his philosophy on treating outbound as a complete customer lifecycle rather than individual touchpoints, explaining how his team uses webhooks and Make integrations to seamlessly connect replies across channels and ensure prospects "can't escape" once they show interest. We also cover his data-driven approach to evaluating AI versus human SDRs, the challenge of attribution across multiple lead sources, and his upcoming "Claytopia" agency launch focused on complex data enrichment and pipeline management projects. Enjoy 🙂
🔗 CONNECT WITH WOUTER
💻 Website 👥 LinkedIn
👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes. | |||
| Smarter Outbound, Better Pipeline ft. Ankit Singh | 26 Sep 2025 | 00:13:25 | |
In this episode, I chat with Ankit from The Kiln about his approach to GTM engineering and building sophisticated Clay workflows for clients. We explore three compelling case studies: a CRM re-engagement campaign that generated 40-50 positive responses, a personalized outreach strategy using intent signals, and a creative Dreamforce campaign that scraped LinkedIn posts to pre-book meetings with attendees. Ankit shares his philosophy on strategic personalization and discusses how timing-based campaigns around industry events can dramatically boost response rates. Ankit also shares his vision for the future of the space: increasingly micro-targeted, intent-based campaigns as broad outreach becomes commoditized, and AI tools making GTM engineering accessible to non-technical sales professionals through natural language interfaces. Enjoy 🙂
🔗 CONNECT WITH ANKIT
💻 Website 👥 LinkedIn
👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes. | |||
| The 3 R's of Outbound ft. Ashraf Pathan | 22 Sep 2025 | 00:18:08 | |
In today's episode, I talk to Ashraf from RevenueBust about building an intent-based outreach agency that specializes in staffing, recruiting, and marketing agencies. We dive deep into his philosophy of reaching out within three hours of detecting intent signals, exploring how his team tracks multiple data points like job postings, new executive hires, SEO rankings, and ad campaign performance to create hyper-targeted messaging. We discuss his multi-channel approach combining email and LinkedIn with upcoming voice AI agents, the importance of humanized copy that feels genuine rather than AI-generated, and his unique strategy of creating "value seekers" and "value givers" personas for LinkedIn outreach. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH ASHRAF
💻 Website 👥 LinkedIn
👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes. | |||
| Turn Outbound Into a Predictable Pipeline Machine ft. Drew Coryer | 19 Sep 2025 | 00:23:08 | |
In today's episode, I chat with Drew from Korus GTM about building sustainable outbound systems that prioritize long-term consistency over quick wins. We dive deep into his scientific approach to testing message-market fit and message resonance, exploring how his team builds comprehensive infrastructure to prevent common pitfalls like burned domains and inbox deliverability issues. We discuss his transformation from sales leader at Webflow to GTM engineer, the critical mistakes he made with over-engineering hypotheses and targeting too narrowly, and his philosophy on balancing technical Clay mastery with customer success strategy. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH DREW 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) https://podcasts.apple.com/us/podcast/turn-outbound-into-a-predictable-pipeline-machine/id1837922764 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes on my email. | |||
| You’re Overcomplicating Outbound ft. Thomas McCourt | 27 Mar 2026 | 00:25:06 | |
In today's episode, I chat with Thomas McCourt, founder at CalendarInvite, about running a B2B lead generation agency focused on small to medium marketing agencies—helping them build outbound systems through cold email and cold calling for clients who are great at marketing everyone else but have no formal offer or sales process for their own services. We explore his campaign for a non-agency client selling into care homes, construction, and schools—where Apollo couldn't build the list so they scraped an online care home directory, enriched the domains in Clay, used Clay's AI to find care home managers, and chained the whole workflow together—only to find the carefully segmented industry campaigns barely scraped 1% reply rates, until Thomas had a simple idea: drop the industry segmentation entirely, search Apollo by job title across all industries, use messaging that had already shown positive signals, and run one broad campaign—jumping to 3% overall reply rate and 10% positive reply rate overnight. The lesson: there's a time for creative workflows and a time to stop ignoring what's right in front of you. Thomas also shares his take on cold email deliverability: he started in 2022 when the channel was more forgiving—buying dodgy cheap domains, skipping warmup, ignoring bounce rates, sending seven-step sequences—and got away with it, but anyone starting today has to get everything right from day one because ESPs and AI spam filters have made the margin for error much thinner. His prediction: infrastructure will keep tightening, agencies that survive will be the ones building their own tools and software rather than depending entirely on third-party platforms, and adaptability at speed will be the defining skill. Thomas shares his path from a manual business development agency in 2022 working with creative agencies and brands, to moving in-house at a communications and events agency, to stumbling across an automated lead gen account on Instagram, discovering Smartlead, Clay, and the whole new wave of sales tech, running his first campaigns just to see what was possible, accidentally landing a client, and building CalendarInvite from there. His advice: follow the right voices on LinkedIn and podcasts, absorb everything, but more importantly put it into practice—and don't be afraid to cold message people you look up to and ask for advice, because most of them will say yes. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH THOMAS
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Outbound Isn’t Broken, Your Messaging Is ft. Kellen Casebeer | 15 Sep 2025 | 00:23:19 | |
In today's episode, I sit down with Kellen Casebeer, founder of The Deal Lab, and talk about his unique approach to message-market fit testing and GTM strategy. We dive deep into his unconventional journey from sales rep to fractional VP of sales to agency founder, exploring how he discovered the power of segmentation and messaging before having a product to sell. We discuss the evolution from basic templates to sophisticated Clay workflows, the value of testing beyond just meeting generation, and why he believes most sales teams are missing massive opportunities for optimization regardless of whether they're hitting their goals. Enjoy 🙂 (00:00) Introduction to Outbound Alchemists
🔗 CONNECT WITH Saurav 💻 Website 📧 Email - saurabh@salesrobot.co
👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes on my email. | |||
| Micro-Segmentation vs Spray-and-Pray ft. Rish G. | 10 Sep 2025 | 00:14:34 | |
We dive deep into his team's approach to targeting and qualifying leads, exploring how they achieved 60 meetings in 60 days for a Shopify app targeting $5M+ e-commerce stores. Rish shares his philosophy on messaging psychology, explaining why human behavior is universal regardless of geography, and discusses the evolution from generic personalization to hyper-segmentation. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH RISH 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn
👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes on my email. | |||
| Scaling Outbound with AI Workflows ft. David Gabriel | 05 Sep 2025 | 00:16:27 | |
In today's Outbound Wizards by SalesRobot episode, I talk to David Gabriel from ViewIn Advisory about the fundamentals of building successful outbound sales systems. We dive deep into GTM strategy, exploring how to identify true product-market fit, leverage AI workflows for personalization at scale, and create outbound sequences that actually convert. David shares his expertise on using Clay for data enrichment, the personalization vs relevance debate, and why most companies are doing cold outreach completely wrong. We also discuss advanced tactics like sending customized pitch decks at scale and how to position yourself as a resource rather than just another salesperson trying to get something. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH DAVID 👥 LinkedIn 🔗 CONNECT WITH SAURAV 🎥 YouTube Channel 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) https://podcasts.apple.com/podcast/outbound-wizards-by-salesrobot/id1837922764 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes on my email. | |||
| Everyone Is Targeting The Same People ft. Walter Silveira | 26 Mar 2026 | 00:31:23 | |
In today's episode, I chat with Walter, Senior Partner at Silvergreen, about running a GTM and revenue operations advisory for post-seed and Series A companies in the "teenage phase"—past the little leagues but not yet in the big leagues—where small operational mistakes are costing them massive growth and one person with the right systems can do what used to take a seven-person team. We explore two standout campaigns: scraping the entire US government SBIR loan applicant database via a public API, pulling millions of rows into Clay to find under-awarded applicants as outreach targets, and closing multiple deals in two weeks in a space where B2G sales cycles are notoriously slow; and a SOC 2 compliance client whose TAM was essentially every SaaS company on earth until Walter narrowed it to listeners of a specific niche podcast, getting double-digit reply rates just from the shared context of that community. Walter goes deep on his philosophy of finding non-obvious data sources—IRS filing data, chamber of commerce registries, political campaign FEC filings, government APIs—because the companies fishing in Apollo and Clay's standard sources are all competing in the same dry pond, while the companies using public but obscure APIs are reaching prospects nobody else is touching. He also makes the case for attributable revenue as the only KPI that actually matters to a business owner: not bounce rates, not reply rates, not cost per lead—dollars in minus dollars out, tracked from first email touch through CRM close. Walter shares his path from SQL database developer for the city of Aspen, to digital marketing agencies, to e-commerce and Etsy with a serial entrepreneur girlfriend, to eventually going fully independent after his last employer saw him making double on his own, with Silvergreen now clearing over half a million in profit between two partners. His prediction: the future belongs to people who can engineer systems—integrate APIs, flatten messy data, automate workflows in n8n—because the barrier between what you can envision and what you can build is now a tenth of what it was a year ago. His advice running through the whole conversation: find the weird niche API nobody else knows about, prove revenue not metrics, and automate your own operations first so you know what you're actually selling. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH WALTER
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Data Beats AI Every Time ft. Ritesh Osta | 25 Mar 2026 | 00:31:08 | |
In today's episode, I chat with Ritesh, founder at InsightsTap, about running a GTM agency that works primarily with large enterprise tech companies—because companies with organized data infrastructure, proper CRMs, and data warehouses are the ones actually extracting value from AI, while companies still living in spreadsheets aren't ready for it yet. We explore two client stories: a large enterprise company that watched its organic traffic drop from 250,000 to 120,000 monthly visitors in under a year as people shifted from Google search to AI chat tools, scrambling to figure out what replaces SEO-driven lead flow; and a Canadian warehouse hardware company where Ritesh brainstormed the right signal with them—companies hiring warehouse managers—and built a list of every company posting those roles, enriching and sequencing them into outreach within days instead of months of manual research. Ritesh shares the big idea running through his whole philosophy: the shift from campaign-first to signal-first GTM, where instead of launching campaigns and waiting for people to come to you, you detect dark signals—G2 profile visits, website pricing page views, job postings, social listening, reverse IP—and reach out to decision makers before your competitors even know those buyers exist, the same way Amazon built its entire infrastructure around knowing what you want before you ask. His prediction: B2B enterprise companies are being forced to think like e-commerce companies—proactive, signal-driven, personalized at scale—and the monopoly that big budgets on Google and LinkedIn used to buy is dissolving as attention fragments across Grok, Gemini, ChatGPT and dozens of other platforms, creating a genuinely level playing field where a small player with a clever GTM strategy can out-execute a Fortune 500. Ritesh shares his path from SAP ERP developer writing code for 10 years, to freelancing in Facebook and Meta ads during the pandemic, to becoming a top-rated Fiverr Pro across enterprise marketing categories, to founding InsightsTap as a GTM agency focused on large tech companies. His advice: don't chase the shiny tool—learn the fundamentals of the industry you want to serve first, because tool shelf lives are short but marketing principles aren't, and being a Clay expert who can't diagnose a business problem is a much weaker position than being an industry expert who knows which tools to deploy. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Calls → Insights → Revenue ft. Daniel Zacks | 24 Mar 2026 | 00:16:05 | |
In today's episode, I chat with Daniel, RevOps Architect at justt, about running the entire GTM operation solo—supporting sales, customer success, and marketing simultaneously using Clay, Make, Salesforce, HubSpot, and Gong—at a success-based chargeback recovery platform that uses AI to build dispute cases for merchants across the US and UK. We explore his favorite initiative: a fully automated transcript intelligence workflow where every Gong call gets pulled into Make, sent to Claude via API with a structured prompt extracting objections, AE performance, expected close date, and buyer sentiment, then pushed directly into Salesforce fields—saving AEs manual logging time while giving marketing weekly content ideas and CS teams complete customer context before handoff. Daniel's insight: there is more gold sitting in call transcripts than most GTM teams ever touch, and the prompt is everything—once you know the right questions to ask, Claude does the rest. His prediction: smaller teams will do more than ever before, but you will always need a human managing the strategy and keeping all the tools and processes from becoming a mess—AI amplifies output, it doesn't replace oversight. Daniel also shares how he built a 200-person RevOps and marketing ops community in Israel after realizing the loneliness of being a one-person team, running webinars and in-person events so practitioners could brainstorm together—because when you're solo, you don't know what you don't know. He shares his path from a teaching degree he never used, to building freelance websites up north in Israel, to a startup founder handing him course after course until he'd learned SEO, ads, and Salesforce admin, to becoming Salesforce certified during two weeks of quarantine, to leading a three-person marketing ops team at Panarays, to his current RevOps role at justt. His advice: get hands-on with Salesforce or HubSpot first, join a team with other RevOps people before going solo, and set aside time every week to keep learning—because the tools move fast and staying current is non-negotiable. Enjoy 🙂
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Find Revenue Gaps, Not Just Leads ft. Filip Nakov | 23 Mar 2026 | 00:22:09 | |
In today's episode, I chat with Filip Nakov, co-founder at Nakora, about running hyper-targeted GTM strategy and execution exclusively for AI, dev, and data SaaS companies—a niche Filip chose because developers hate traditional marketing, most growth agencies don't know how to speak to them, and technical understanding is non-negotiable for building strategies that actually land with this audience. We explore his Clay build for a web scraping client where he mapped every competitor's alternative and versus pages across the market, identified which companies in the ICP didn't have those pages yet but should based on how well those pages convert, enriched each company with headcount, ICP roles, LinkedIn profiles, tech signals, and SEO gaps, and turned the whole table into a targeted outreach sequence that opened with: here's what your competitors have, here's what you're missing, here's how much revenue that gap is costing you. Filip also shares a personalization campaign he stumbled upon that stuck with him—someone who got a no-show created a Clay-generated image of themselves at McDonald's with two burgers and said they bought lunch for the meeting, which is the kind of B2C-inspired creativity he thinks will define where B2B outreach goes next. His prediction: GTM teams will increasingly function like engineers building systems rather than marketers running campaigns, signal-based growth will replace post-and-pray, and personalization at scale will reach a level that's hard to even picture right now. Filip shares his path from freelance copywriter for US clients, to head of growth at a New York marketing agency after going above and beyond his brief, to opening his own agency in Macedonia, to slowly attracting developer-focused B2B SaaS clients because of his technical background as a trained developer—culminating in Nakora, which launched a free GitHub visibility analyzer that pulled 700 users on day one. His advice running through the whole conversation: know your ICP pain points cold, because once you have those the targeting, messaging, and strategy all follow—right person, right message, right time is still the only formula that matters. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH FILIP
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Don’t Automate What You Don’t Understand ft. Sachin Singh | 23 Mar 2026 | 00:13:24 | |
In today's episode, I chat with Sachin Singh, Fractional CMO at Cocorick, about building dedicated LLM products for B2B SaaS companies that give them a competitive edge over rivals—while running a lean GTM operation that uses AI orchestration to do the work of an 8-10 person team with a fraction of the headcount. We explore his webinar attendee campaign where he pulled a list of 346 companies that had attended the same online event, enriched them in Clay, and used the shared attendance as the icebreaker—hitting a 40% positive reply rate simply because the commonality made the outreach feel like a warm conversation rather than a cold one. Sachin breaks down his philosophy that strategy always comes before tooling, SOPs should be built for every step of the GTM process including appointment setting and FAQ management, and that once your SOPs are detailed enough the next person executing them doesn't have to be human—it can be an AI agent. He also draws on his time at Turing, where a 40-person team did everything manually, to make the point that if you haven't done something by hand first, you won't know what to automate or where the errors will accumulate—which is exactly why most end-to-end AI SDR deployments fail. His prediction: operations will be fully automated, but client-facing and cognitive roles will remain human territory for the foreseeable future, and companies that try to automate the human-to-human connection will be at a disadvantage. Sachin shares his path from an MBA at Banaras Hindu University to handling email deliverability and inbox management at Turing, to learning appointment setting and data enrichment fundamentals at ColdNC in the Netherlands under a founder who invested deeply in his growth, to his current CMO role at Cocorick while also pursuing a doctoral program in AI. His advice: learn LinkedIn and Gmail community guidelines cold, nail your technical infrastructure foundations, and always start with strategy—the tool is just how you execute it. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH SACHIN
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| The Secret to Enterprise-Level Messaging ft. Akio Aida | 21 Mar 2026 | 00:17:18 | |
In today's episode, I chat with Akio Aida, MD at Bridge City Advisory, about combining three things most agencies treat separately—messaging, data infrastructure, and deliverability—into one unified system, with messaging as the core multiplier: better data and better deliverability give you a baseline, but if you want 400-800% multiples on your outbound, the offer and the message are where that leverage lives. We explore his fleet insurance campaign where he scraped the entire Florida state commercial truck database—crash rates, fleet sizes, violation records, cargo types—vibe-coded a custom analysis tool using Cursor to find crash patterns across thousands of fleets, discovered the state average was around 15%, and built two-way messaging: if your rate is above average, your premiums are probably suffering; if you're below, you might be leaving savings on the table. The real insight: this isn't personalization, it's research—showing someone you know their world well enough to say something that actually matters to their business. Akio also shares the rule he's starting to track: the seniority of who shows up to the meeting is determined by how strategically the outreach message is framed—solve a day-to-day technical problem and you get a manager; speak to a C-suite initiative and the C-suite comes in. His prediction: GTM engineering salaries will balloon as engineers start impacting eight-figure pipelines, but the real inflection point comes when CAC becomes truly untenable for sales orgs and the shift becomes non-negotiable. Akio shares his path as a founding AE at four startups ranging from near-zero to $13B valuation, spending hours manually reading 10-Ks to connect value props to what executives actually cared about, selling the first gen AI policies to the federal government at Grammarly, and realizing AI would let him do at scale what he'd only ever been able to do manually as an individual rep. His advice: start learning now—the market is early, the information is everywhere, and one-year-out-of-school founders are already building agencies with real traction. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Do Things That Don’t Scale (in Sales) ft. Tim Dröscher | 20 Mar 2026 | 00:18:12 | |
In today's episode, I chat with Tim, CRO at Agent F, about building a Berlin-based pre-seed ERP platform targeting the mid-market gap between small accounting tools like QuickBooks and enterprise giants like SAP—companies between 50 and 500 people that are too complex for the bottom and too cost-sensitive for the top, with AI now making that layer viable earlier in the company journey than ever before. We explore Tim's evolution from mass automated campaigns with 50%+ open rates but near-zero replies, to a signal-plus-manual approach that pushed response rates from 3-5% all the way to 30-40%—by switching from ICP thinking to ideal use case thinking, identifying specific life events like a founder transitioning out of founder-led finance and hiring a VP of Finance, then spending 15-30 minutes per lead doing real research that AI can't replicate (like spotting a shared VC connection in a website photo). Tim shares his trust-times-value formula: perceived value isn't fixed—it's multiplied by the trust level of the person delivering it, which means a human writing a genuinely personal message creates more perceived value than the same words sent by automation, and that in a world flooded with AI content the human brain still instinctively assigns more trust to real human contact. He also ran 10-12 small hypothesis-driven campaigns of 50-150 leads each across different segments and roles, using the data to narrow down exactly where in a startup's journey the ERP question surfaces—landing on Series A as the new sweet spot, not pre-IPO. Tim shares his path from mechanical and production engineering, to operations management at Berlin startups, to getting handed the sales team over a dinner and a bottle of red wine, discovering that sales is 70-80% human psychology, and eventually becoming CRO at Agent F. His advice runs through the whole conversation: do things that don't scale for your first customers, because trust compounds into referrals before you've even closed the deal. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH TIM
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Your Funnel Is Backwards ft. Nate Calhoun | 09 Apr 2026 | 00:27:45 | |
In today's episode, I chat with Nate Calhoun, founder at Inbox Accelerator, about a genuinely different business model in the cold email space—setting up clients' entire email infrastructure for free, getting paid as an affiliate at wholesale rates, so clients pay less than they would going direct while getting full setup support across sending software, email accounts, and data. We explore his core thesis that nobody talks about enough: your offer has to be designed for cold traffic specifically, because the know-like-trust that makes referral and inbound offers work simply doesn't exist when you're reaching a stranger—and he illustrates this with a client running a pay-per-lead model for small businesses that was pulling 12-15% reply rates and 80 meetings a week just by removing ad spend friction from the equation entirely. He also shares the Wall Street data client who closed $40K deals over email without a single call, just by adding "200K LinkedIn followers" to his signature and using direct, no-fluff language suited to institutional buyers—showing how verbiage and positioning shift completely depending on how upmarket you go. Nate shares his thoughts on where cold email infrastructure is heading: data becoming a flat-rate commodity rather than per-row pricing, intent data platforms letting companies identify and reach website visitors by name and net worth, and AI lowering the barrier to entry across the whole stack. His path: started running ads for chiropractors and HVAC companies, spent seven figures in ad spend young, got mentored by his partner Ben on retention over quick money, and evolved into email infrastructure and B2B data tooling. His advice woven throughout: optimize every stage of the funnel, not just output—and if reply rates are low, send 100 times more before blaming the channel. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH NATE 💻 Website
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes. | |||
| Cold Email Alone Doesn’t Work ft. Michael Slawson | 20 Mar 2026 | 00:19:23 | |
In today's episode, I chat with Michael Slawson, founder of Apero Advisors, about running a boutique go-to-market advisory that goes deep on a small number of clients rather than running the same cookie-cutter playbook for fifty—listening to past sales calls, mapping full prospect journeys from top to bottom of funnel, and figuring out who to target, what to say, and how to reach them before touching any tooling. We explore his Y Combinator client campaign where he used Disco to build a use-case-segmented list of companies that fit their universal API product, ran them through Clay to tag accounts and filter false positives, then pushed simple founder-led outreach on LinkedIn use case by use case—letting the co-founder's profile do the advertising so the message itself could stay short and direct. Michael breaks down why Disco fills a gap that Sales Navigator can't: semantic similarity search across companies that LinkedIn's algorithm simply doesn't do well, especially for businesses outside the well-funded venture-backed universe. His prediction: outbound channels don't die suddenly, they degrade slowly like banner ad click-through rates in 1999—and the smarter bet is positioning around complexity rather than any specific channel or tool, because go-to-market will always be complex and whoever can diagnose and solve that complexity consultatively will have durable positioning. He also flags a middle-probability scenario worth watching: in five years the attention economy shifts toward a community economy built on closed loops of trust, CRM data quality gets productized and commoditized, and there's meaningful agency consolidation as infrastructure complexity rewards scale. Michael shares his path from economics grad school and infrastructure finance consulting in DC, to naively jumping at the first tech company that messaged him on LinkedIn, to origination at a private credit marketplace talking to 2,000 founders, to leading GTM for a new vertical at a healthcare marketplace, to founding Apero after a mentor told him to learn Clay. His advice: go deep before going wide—work inside a single company for a few years, because context is what's scarce for a new GTM engineer, and no company will trust you with full-funnel thinking until you've earned it somewhere. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH MICHAEL
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| The LinkedIn Voice Note Outbound Strategy ft. Hayley Brodeur | 13 Mar 2026 | 00:18:40 | |
In today's episode, I chat with Hayley Brodeur, Sales Director at Alysio, about building a revenue intelligence platform that connects your entire go-to-market tech stack and lets sales leaders, RevOps teams, and the full GTM org pull insights from first marketing touch to closed-won in seconds—essentially a ChatGPT that actually talks to your tools. We explore her outbound approach of doing almost everything manually to sound human in an increasingly automated world, and why LinkedIn voice notes have become her favorite outbound play—async like a cold call, verified like a database, and intriguing by nature since there's no text above or below, just a bar someone has to press play on. Hayley breaks down why she researches every prospect before sending—sometimes going as far as looking up landmarks near where they live just to show she did the work—and the bizarre moment she had to prove she was human after responding too quickly to a LinkedIn message. Her prediction: the CRM becomes a data lake, Salesforce turns into pure storage, and the real action moves to AI layers that pull meaningful insights in real time rather than dashboards that tell you what happened last quarter. Hayley shares her path from double-majoring in early childhood education and sociology, teaching first and third grade in the Bay Area during COVID, landing her first BDR role via referral after no one believed a teacher could sell, booking 30-plus meetings a month and getting promoted in seven months, getting prompt engineer certified, selling small language models to Fortune 500 brands, and eventually finding Alysio because she'd personally felt every pain point they were solving. Her advice: be patient, be consultative, bridge the gap between what leadership thinks the problem is and what the front line is actually experiencing—and don't be afraid to tell everyone exactly what you need to succeed. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| The 9 Campaign Outbound Test ft. Abrar Hussain | 12 Mar 2026 | 00:11:02 | |
In today's episode, I chat with Abrar Hussain, founder of Signalbound and Unlocked Acquisition, about building cold email and LinkedIn outbound systems for B2B SaaS, agencies, and local market businesses—running month-to-month with no long-term contracts and letting results do the talking. We explore his HR Tech campaign where eight baseline campaigns generating 200 replies per day fed enough data to build a ninth creative campaign using job opening signals—spotting what the prospect was hiring for, referencing their clients and team members, and giving three tailored ideas for how the tool solved the exact role they were recruiting—landing four customers from 1,000 emails. Abrar breaks down his five-step outbound framework: ICP and offer confirmation, infrastructure setup, list building, copywriting, and continuous campaign testing with inbox management. His prediction: the volume game is over and signals plus timing is the new edge—with the GTM engineering role itself evolving faster than ever as tools like Cursor and Claude Code keep dropping. Abrar shares his journey starting as a VA at 14 earning $3/hour on Upwork, dropping school to go all-in on learning marketing, getting noticed for his cold email writing while applying for Google Ads internships, and discovering Clay at 15 before it was mainstream—now running his own agency at 17. His advice: learn ICP, pain points, and buying reasons before touching any tool—and work for free until you have results, because one industry win gives you the case study that makes the next client easy. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH ABRAR
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| How Great Salespeople Think ft. Colin Chapman | 12 Mar 2026 | 00:20:28 | |
In today's episode, I chat with Colin Chapman, GTM Engineer at Prospectr, about rebuilding a lean appointment-setting agency from South Africa into a full GTM engineering practice now operating out of Germany—helping founder-led companies and small sales teams with no formal sales process build a complete outbound motion from scratch, hand it back to them in 12 months, and let them run it themselves. We explore his turnaround of a junior SDR's email campaign that was sitting at 20% open rates with near-zero replies: by identifying over-reliance on AI-generated copy that lacked nuance and context, tightening the ICP from a broad spray approach to a highly specific target, and adding a human layer where the rep researched one real problem for that exact role—open rates jumped to 70% and reply rates hit 8%. Colin shares his philosophy that outreach is an interruption, and if you're going to interrupt someone's day you better have a genuinely good reason—which is why he prefers a list of 20-50 highly qualified names over a thousand vague ones, and why he sees regulations like GDPR not as obstacles but as the market demanding salespeople do their jobs responsibly. He breaks down the jobs-to-be-done framework as his go-to ICP shortcut: map your USP to the biggest problem in the prospect's daily job, and you have enough to start building. Colin shares his path from leaving school straight into sales, spending seven years manually recording every call outcome in Excel to beat his own personal biases with data, running a calling-first appointment setting firm in South Africa, pivoting to email during COVID, and now rebuilding with Clay and n8n workflows in Germany. His advice: understand the current landscape before anything else—the goal of outreach has fundamentally shifted from getting a meeting to earning the right to have one—and let data override your personal biases before they cost you months of subpar results. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH COLIN
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| Stop Cold Emailing Everyone ft. Imran Adam | 11 Mar 2026 | 00:15:25 | |
In today's episode, I chat with Imran Adam, Lead GTM Engineer at Patrick Burns, about running outbound for B2B SaaS companies in data analytics and AI—booking meetings on the calendar while building the full GTM infrastructure underneath. We explore his onboarding process that goes way deeper than standard ICP definition: instead of just firmographics, his team digs into what was happening internally at a company right before they decided to buy, using that to pre-identify the exact signals that predict purchase readiness and cutting the time to a winning sequence from 4-5 weeks down to 2-3. Imran shares his Clay playbook for LinkedIn outbound: filtering strictly for active LinkedIn users (posted in the last 30 days) so connection quota never gets burned on ghost accounts, then scraping competitor and thought leader posts to find ICP prospects who engaged with that content, pulling the post into Clay, using a mini AI agent to generate one sharp question from the content, and opening with that question so the prospect immediately has something real to respond to. His prediction: within one to two years nearly every B2B company will have an internal GTM team, and the GTM engineers who survive the commoditization wave will be the ones who layer n8n automation on top of their Clay and outbound tool workflows—and eventually Claude Code and cursor to build custom tooling nobody else has. Imran shares his path from B2C marketing roles he never enjoyed, to a recruiting firm where he first encountered Clay in its early confusing days, to rejoining the tool in early 2024 when communities had formed around it and the whole GTM engineering ecosystem had clicked into place. His advice: stop sending CVs—build a workflow, post it on LinkedIn, show people exactly what you can do, join GTM communities, and let your portfolio do the talking. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Founder-Led Social Selling ft. Ricardo Oliveira | 10 Mar 2026 | 00:21:09 | |
In today's episode, I chat with Ricardo Oliveira, Head of GTM at Pulse AI, about taking AI compliance and governance to highly regulated industries—finance, healthcare, government—where iGentic's platform not only monitors and flags compliance issues but acts autonomously to prevent data breaches and compliance mistakes before they happen. We explore his intent-based outbound system where ICP is just the starting point: AI agents research batches of 50 companies at a time, scanning for hiring signals in data security and compliance (meaning they're investing but hitting capacity), funding rounds (cash in hand means pressure to deliver), AI adoption mandates from boards, and news about the company's AI direction—scoring and recycling companies into a repository so that when timing shifts, they're already ready to reach out with a relevant message. Ricardo breaks down how founder-led sales using iGentic's CEO Zara—15 years at Akiva and MassMutual, PhD, MBA—gives them a credibility edge when getting in front of CTOs, CISOs, and heads of AI at enterprise companies making hundreds of millions annually, and why GTM is ultimately about playing the cards you're dealt. His prediction: the GTM engineer of the future needs to become a builder—not a developer, but someone who starts every process manually to understand the bottlenecks, then deploys no-code and low-code AI tools to remove them—because AI is replacing routine thinkers, not top performers. Ricardo shares his path from sales director at a traditional packaging company in Brazil experimenting with early ChatGPT, to joining Trilogy (a US-based PE firm revamping acquired software companies with AI), where he was handed a blank playbook, full-cycle ownership, and a company culture that tracked AI learning hours as a KPI—which is where his GTM craft was really built. His advice: use AI to figure out what you need to learn, build a curriculum, follow tutorials hands-on, and don't be afraid to fail at new tools—because curiosity and building are the only things that compound. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH RICARDO 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn
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| Simple Outreach Still Works ft. Ada Patience Arembang | 08 Mar 2026 | 00:12:58 | |
In today's episode, I chat with Ada Patience Arembang, founder at AVGA, about running a virtual assistant agency focused on lead generation, social media management, and VA services for founders, coaches, and service-based businesses across the US, Canada, Switzerland, Nigeria, and Kenya. We explore her campaign for a New York social media agency targeting restaurant and cafe owners—scraping Yelp for businesses with strong offline presence but weak online footprint, cross-referencing their Instagram for low engagement, and using that gap as the core hook in cold email outreach to convert 500 verified leads into paying clients. Ada breaks down her philosophy that AI tools don't replace human thinking—they amplify it—and that the quality of input you give any intelligent system, human or AI, is the deciding factor in whether it produces results. She shares her journey from executive virtual assistant managing emails and calendars, to teaching herself lead generation to find her own clients through Slack founder communities, to realizing she was better at lead gen than anything else, making the switch, scaling to the point of needing to delegate, and founding AVGA to connect businesses with trained virtual assistants. Ada also coaches aspiring lead generation specialists and shares the biggest mistake beginners make: treating lead gen as a mechanical process of generate, verify, send—instead of first deeply understanding the ICP, their pain points, their business language, and leading with a free offer (like a profile optimization) that proves competence before asking for anything. Her advice: give something to get something—read their website, study the about page, learn the owner, and make every outreach sound like it came from someone who actually did their homework. Enjoy 🙂
🔗 CONNECT WITH ADA
💻 Website 👥 LinkedIn
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| Cold Calling Is NOT Dead ft. Carlos Iborra | 07 Mar 2026 | 00:13:30 | |
In today's episode, I chat with Carlos Iborra, founder at Sales Titans, about running outsourced B2B cold calling for SMEs and startups across every vertical - from AI agents and flow automations to machinery suppliers and fresh produce - using advanced tooling to automate internal processes while keeping the human touch exactly where it matters: the actual conversation. We explore his signal-based calling approach where instead of dialing blindly, his team detects real-time trigger events (like a company actively searching for a sales trainer) and calls with a direct, relevant reason to reach out - turning cold calls into warm ones - and how 49 targeted calls off the back of those signals produced 20 highly qualified meetings. Carlos breaks down why relevancy isn't just good for prospects but protects his reps from burnout and his clients' brand reputation, and why his philosophy is that only 3-5% of companies are ever in the right moment to buy - so finding that 3-5% through automation is the whole game. His prediction for the future: call bots may eventually book appointments for low-ticket offers, but for high-ticket sales, buyers need a human to hold accountable if things go wrong - and that accountability gap is where human cold callers will always win. Carlos shares his 20-year sales career, consistently over-delivering as a rep until he realized he was hitting quota in a fraction of the time a full-time average rep needed, spending one year freelancing on the side before going all in on Sales Titans. His advice: pick up the phone - because even people listening to this conversation who understand it's a competitive advantage still won't do it, and that's exactly why it works. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH CARLOS 👥 LinkedIn
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| Industry Knowledge Beats Automation ft. Kartik Kumar Sahu | 06 Mar 2026 | 00:14:49 | |
In today's episode, I chat with Kartik, GTM Engineer at Love Social Media, about running LinkedIn outreach for B2B SaaS, healthcare, and IT services clients - planning outreach strategies based on target market, scaling outbound efforts across LinkedIn using multiple tools, and always starting with a founder call to extract the real pain points no one else in the company can articulate. We explore his invoice automation campaign that hit 35-60% reply rates and 20-25 positive leads per 100 messages by pinpointing CFOs' exact pain (600+ hours and 10-20 people manually validating invoices monthly), personalizing message variables in Clay based on company size and industry to estimate invoice volume, then layering ABM across other decision makers once any account replied - using ERP migration signals as expansion triggers. Kartik also shares the rare case where a chartered accounting client got strong replies with zero pain-point messaging, just an exceptionally clear landing page - and why sometimes breaking the "no links in outreach" rule is the right call. His prediction for the future: repetitive tasks get fully automated, and the GTM engineer role becomes almost entirely about deep domain knowledge - understanding the psychology, language, and pain points of a specific industry-market combination the way an investor understands a sector, because that vertical expertise is what no tool can replicate. Kartik shares his journey from learning cold outreach in 10th standard out of pure curiosity, landing a placement at Love Social Media straight out of 12th class, and now running campaigns while completing his graduation three years in. His advice: whatever client or industry you work with, absorb everything about that market - because that knowledge compounds and gives you a head start on every similar project that follows. Enjoy 🙂
💻 Website 👥 LinkedIn
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| The Future of Sales Is Propensity ft. Sid S. | 06 Mar 2026 | 00:13:44 | |
In today's episode, I chat with Sid Singh, Worldwide GTM Lead at NetApp, about applying AI to go-to-market strategy at a global scale - balancing localization across North America, EMEA, and India while driving end-to-end workflow adoption across sales teams. We explore his propensity scoring project that assigns 1-10 purchase likelihood scores to thousands of pipeline opportunities in Salesforce using variables like company profile, past purchases, company size, and buyer persona (engineer vs. product lead), then extended the algorithm via API to distributors and resellers in the partner channel. Sid breaks down how the feedback loop works - tracking whether high-scored opportunities actually closed faster - and using anomalies to make the algorithm smarter over time. He shares his vision for where AI in GTM is heading: moving from siloed tool usage by individual reps to end-to-end workflow impact connecting CPQ, CRM, and ERP, with customer success evolving from simple chatbots to intelligent ticket stack-ranking that identifies at-risk customers before they churn. Sid also walks through his career arc from designing high-speed backplanes for NVIDIA and Cisco as an EE, to sales engineering, product management, leading Autodesk's licensing-to-SaaS transition (learning renewal-focused GTM from the ground up), to migration go-to-market at AWS, and now worldwide GTM at NetApp. His advice for anyone starting in GTM today: ignore the shiny objects, focus on your core competency, and shift your mindset from selling products to accelerating your customer's cycle to value - because outcomes are what will always win. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH SID
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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| Turn AI Into an Operator, Not a Creator ft. Nik K. | 04 Apr 2026 | 00:21:02 | |
In today's episode, I chat with Nik K., GTM Engineer at Postindustria, a custom software development company, about building an event-based outbound machine that booked 75 on-site meetings in a single month across multiple conferences. We explore his full pre-event workflow: segmenting attendees by industry and business model using ChatGPT before touching Clay, scraping deep company profiles with a 700-800 word output per company, running a matching prompt that compares each company against Postindustria's full portfolio and case studies to score them as high match, medium match, or disqualified, then generating three custom service offers per company based on what they'd actually benefit from—all before a single word of copy is written. Nik also shares his copywriting philosophy: give LLMs a strict structure with mandatory sentences, bullet point formats, word limits, and reading level constraints, then let AI fill only the creative variables—because too much freedom produces robotic output, while tight structure produces something that sounds human. He also shares an earlier campaign for a Martech client targeting US home builders, where he scraped the names of housing projects currently under development and opened outreach with "we were driving by and saw your project"—a hyper-local personalization angle that got genuinely interesting replies. Nik shares his path from zero outbound experience landing an SDR role at LitLink after applying on a Ukrainian job board on a whim, to discovering Clay at a small agency where he was the third hire, learning waterfalls, enrichment, and API-based personalization from scratch. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH NIK
💻 Website 👥 LinkedIn
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| Latin America Is 2019 USA ft. Daniel Trujillo | 04 Mar 2026 | 00:23:26 | |
In today's episode, I chat with Daniel Trujillo, founder at Conexión Real (lead gen agency in Latin America), about bridging SaaS companies from Chile/Argentina/Colombia/Peru/Brazil into Mexico and US markets with multi-channel outbound maintaining human connection through events, and how Latin America is like 2019 US discovering SDR/BDR specialization since account executives traditionally do entire year. We explore his HR company campaign 10x'ing pipeline in 8 months by connecting isolated tools through Clay, building low-hanging fruit CRM list with lead scoring, scanning LinkedIn with GPT feeding 25-30 product one-pagers, and shifting from pain-based to "strength factor" approach focusing on what prospects do well (growing/hiring/awards)—stroking ego, getting them to reveal real pains making sales easy. Daniel shares his journey from American Express to AT&T, becoming SDR at Science Technologies during COVID working with Harvard Business School/HubSpot pre-Apple exit, moving to team lead working with 100-150 Ukrainians having video calls in basements during Russia war, winning founder's contest pitching SEO-first lead gen, building million-page catalog moving from 30K to 1.3M visitors monthly (never forecasted millions just 10K incremental), doing lead gen for WWE/Formula One/Liverpool/NFL teams, and creating Conexión Real giving opportunities to talented hungry people across Latin America. Daniel's advice: combine grit with creativity building teams from marketing/SEO backgrounds thinking differently to solve problems faster. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH DANIEL
💻 Website 👥 LinkedIn
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| Winning in Small TAM Markets ft. Zachary Dell'Acqua | 03 Mar 2026 | 00:22:41 | |
In today's episode, I chat with Zach, GTM engineer at Instruqt (cloud sandboxes for developer learning), about shifting from quantity to quality with small TAM targeting hard-to-reach developers—doing as little as possible making offer as best as possible (less is more depends on market/business model). We explore his branded materials campaign for conference promotional items targeting CMOs with subject line "do you want more LinkedIn ads?" offering discount to save money and buy more ads—getting 20% response rate (5% closed) because CMOs prove job security through MQLs and more budget means looking more successful. Zach shares his journey at Labster during pandemic selling ed tech video games for homework, building scraping bot amassing 20K teacher emails from public domain, sending 35K emails from main server without realizing ("ask forgiveness not permission"), getting RevOps leader call four hours later ("you sent 35K emails to California"—Home Alone 2 Kevin's father moment), and realizing this could work. He predicts ISPs/ESPs tightening restrictions (spam definition from 1/50K to 1/1K making bar ever-decreasing), collective consciousness against sales tactics (Wolf of Wall Street cold calling to now not picking up unknown numbers—cold email reaching tipping point), and successful companies giving tempting offers putting money where mouth is. Zach's advice: immerse in culture (Reddit r/coldEmail daily, YouTube influencers), spend money you don't have on solutions to learn (sailing book principle: read 10%, watch 30-40%, do yourself 50%), get started with coffee and be ready for mistakes. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH ZACH
💻 Website 👥 LinkedIn
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| The Bar for Cold Email Is Shockingly Low ft. Harshil Bhimani | 01 Mar 2026 | 00:10:57 | |
In today's episode, I chat with Harshil Bhimani, founder at Clay Consultancy, about helping B2B sales-led teams do outbound and implement GTM systems (mostly $20M+ ARR mid-corporations either scaling outbound knowing what message works with which audience, or testing outbound to find which segment/offer works—the fun part requiring lots of messaging testing). We explore his creative campaigns including sending handwritten personalized notes to prospects' homes, using Gamma beta API (paying since early days) to automate demo slide creation post-discovery call, and building personalized SEO dashboards with Bold (similar to Lovable) and Supabase backend—didn't implement it because way too expensive to run but fun project, and his philosophy that best campaigns don't use AI for messaging at all (AI shines at research/clicking stuff not writing, helps salespeople talk with people more). Harshil shares his journey from hard-tech hardware entrepreneurship building wearables for powerlifters (failed due to technical issues), doing Amazon FBA and various businesses, cold emailing for chief of staff role where interviewer said "you have good prospecting skills, go into sales" (didn't even know what prospecting was), discovering Clay in Feb 2024 putting prospecting skills on steroids. He predicts not thinking years or months ahead (just focus on this week's problems), not trying new tools unless current tech stack can't solve problem (even if 2x-3x better, need 10x difference to switch), email getting harder over time like all marketing channels, cold calling having best ROI with people getting tons of meetings, and bar being pretty low to write nice cold email (friends get irrelevant pitches on X/LinkedIn constantly). Harshil's advice: learn basics first if zero sales/RevOps background—figure out which GTM engineering path (wide field), learn fundamentals like what salespeople do daily and how they write messaging, then learn tools—he did opposite learning Clay first then realizing "I don't know what enrichment is, just clicking buttons" so learn fundamentals before tools. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
👥 LinkedIn
💻 Website 👥 LinkedIn 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)
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