Explore every episode of the podcast The GTM Engineer Podcast
| Title | Pub. Date | Duration | |
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| AI Is Learning How To Run GTM Teams ft. Leo Sadeq | 14 May 2026 | 00:24:57 | |
In today's episode, I chat with Leo, founder at Ascend AI, about building AI automation infrastructure with ROI as the actual design constraint—not just shipping chatbots and email sequences, but end-to-end workflows that automate judgment, not just tasks. He walks through two campaigns in detail: a B2B SaaS client selling to VP Engineering at mid-market tech companies, where the team built a Clay waterfall using GitHub activity signals—open source dependency issues, legacy migration hiring—to score companies from zero to a hundred on signal density, generate a pain hypothesis for each lead, and show up in the inbox with messaging that referenced what was actually breaking in their engineering stack rather than a generic title-based pitch; and a D2C skincare brand on Shopify struggling with repeat purchase rates, where Leo's team built a post-purchase automation using Make and an AI orchestration layer on GPT-4 to predict next likely purchase, segment customers into education, replenishment, and cross-sell tracks, and trigger personalized emails, UGC sequences, and SMS offers in sequence—pushing repeat purchase rate from 20% to 34% within 40 days, email and SMS revenue per recipient up 62%, and support tickets down 41%. The throughline across both is the same: find the friction point, put intelligence into it, close the loop. Leo's path here is one of the more winding ones—laser engineering degree, left the country, taught himself digital marketing and SEO while freelancing abroad, met a product manager at a cafe in Azerbaijan and fell in love with the discipline on the spot, spent two years in PM working with startups until a growth roadmap he built got featured on Reforge, transitioned into GTM engineering when Clay started gaining traction, and eventually pivoted into AI automation when no-code tools made it possible to bridge the two without a developer background. His prediction: GTM stacks will eventually AB test their own logic autonomously, the GTM engineer role will morph into a hybrid of PM, data engineer, growth marketer, and DevOps, and the most interesting near-term development is models like Claude Opus acting as GTM architects that plan and delegate to other models and human devs underneath. His advice: think from the business owner perspective, not the tool perspective—ask what decision or task is stuck, not what you can build with a given tool—pick one vertical, master one or two tools in it, share your work in public as you go, and fix high-friction points end to end before adding more nodes on top. Enjoy 🙂
🔗 CONNECT WITH LEO
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| AI Made Cold Email Worse ft. Michael Gardiner | 13 May 2026 | 00:14:52 | |
In today's episode, I chat with Michael, founder at DFY Meetings, about why channel selection is the diagnosis most cold email agencies skip entirely—and why he regularly talks clients out of cold email and into direct mail or Upwork depending on how competitive their category actually is. His framework is straightforward: the more crowded the outreach landscape for a given offer, the more unique the channel needs to be, which is why a bulldozer rental company can still crush it on cold email while a web dev agency has basically no room to stand out there but can own Upwork or direct mail. On segmentation, he breaks it into two types—logical segments (target companies hiring Salesforce developers if you do Salesforce dev) and personal segments (you're an e-commerce agency and an avid mountain biker, so let's go after mountain bike brands and mention it)—both of which get you most of the personalization benefit without burning API credits or hiring writers. The campaign story that stands out most is the direct mail play: handwritten cards, personalized or joke gifts tied to a specific angle, sent to a dream 100 list, followed up by email and phone. One example was sending a branded piggy bank with a note about all the money they were about to make together. No one does it, almost no one will start doing it because it's expensive and painful, and the conversion rate is accordingly ridiculous. Michael's backstory runs through Instagram page networks in high school, a first exit before graduation, a VA agency he built in Bangladesh and sold, another VA business with an international team he also sold, and finally DFY Meetings—all four grown on cold outbound, which is exactly why the agency works. His prediction: cold email isn't dying, costs are just rising the way Google Ads and Facebook Ads costs rose before it, and the real problem isn't that more people are good at it but that more people are in it making noise without being good at it. His advice for anyone starting out: ask your first two or three clients to forward you the cold emails they receive, spend 30 minutes going through them, and just don't sound like any of those. Enjoy 🙂
🔗 CONNECT WITH MICHAEL
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| Complex AI Workflows Are Mostly Useless ft. Tanay Mishra | 19 Apr 2026 | 00:21:59 | |
In today's episode, I chat with Tanay Mishra, Clay Coach at Clay Bootcamp, about accelerating people into GTM engineering through one-to-one personalized coaching—two weeks of structured self-learning followed by six weeks of twice-weekly sessions where coach and student build a real project together, creating demonstrable ROI and a portfolio piece by the time the program ends. We explore the student demographics: not just RevOps professionals upskilling, but dentists, veterinarians, and an ex-yacht captain who decided sailing was done and GTM engineering was next. Tanay shares his most impactful Clay build: a company research workflow that takes just a domain, runs deep analysis through Perplexity for signals (hiring, fundraising, PR, media), cross-references the vendor's own services and offerings, identifies the perceived pain intersection, and delivers SDRs a rich briefing document with email hooks, subject lines, and conversation starters—all for about $1 per run, saving hundreds of hours on high-value accounts. He also shares a mid-funnel use case: when a prospect fills their email into a live chat on a pricing page, Clay enriches their company in real time and pings the SDR or AE in Slack if it's a unicorn prospect—cutting wait times from 48 hours to seconds. His prediction: MCP adoption will change everything (once he actually figured them out, they stopped being overhyped), and browser use agents improving at a ridiculous rate means any action a human can take online, an AI can replicate and do faster. Tanay shares his path from automating himself out of a job at Accenture in 2011 to discovering Clay at the intersection of GTM and AI and realizing this was the cutting edge worth living on. Saurav also shares SalesRobot's upcoming expert clone feature—AI built in the image of real GTM experts so small businesses get just-in-time access to expertise at a fraction of the cost. Enjoy 🙂
🔗 CONNECT WITH TANAY
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| Gmail Is Smarter Than You Think ft. Ceyhun Sahin | 16 Dec 2025 | 00:22:48 | |
In today's episode, I chat with Ceyhun Sahin, co-founding GTM engineer at Front Row AI, about building a stealth-mode GTM platform that aims to replace 20+ tools in the typical GTM stack. We explore their agency-first approach to finding product-market fit, working with major brands and perfecting their infrastructure. Ceyhun shares fascinating insights on email deliverability, revealing that over 60% of cold emails land in spam despite zero bounce rates, and why that metric alone is meaningless. We discuss his journey from quantitative trading and crypto sentiment analysis to GTM engineering, his philosophy on manual reply management, and why he believes AI SDRs miss the point. Ceyhun also shares a counterintuitive data insight: including "I hope this email finds you well" increases reply rates by 32%. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH CEYHUN
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| The AI Wave Is Over, This Is Next ft. Moaaz Mazhry | 12 Dec 2025 | 00:14:23 | |
In today's episode, I chat with Moaaz Mazhry, a software engineer turned GTM specialist, about building automated outbound systems and the future of lead generation agencies. We explore his unique positioning as a fulfillment engine for outbound agencies, combining technical expertise with sales strategy. Moaaz shares a creative campaign targeting newly registered UK businesses by scraping company registry data and automating personalized outreach within hours of registration. We discuss his transition from door-to-door sales in Pakistan's energy sector to GTM engineering, and why he believes most agencies won't survive the next two years without true productization and DevOps capabilities. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH MOAAZ
💻 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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| Stop Trying to 'Master' Clay ft. Zinonas Farhat | 11 Dec 2025 | 00:14:37 | |
In today's episode, I chat with Zinonas, Head of GTM Engineering at Relevance AI, about building effective outbound systems for early-stage startups. We explore his journey from travel consultant to GTM engineer, discussing how he helps companies establish their ICP and get their products in front of the right prospects. Zinonas shares a challenging campaign where he built a 50K company TAM under tight deadlines, and breaks down his three-tier approach to outbound based on company maturity - from finding message-market fit through email, to multi-channel strategies, to full ABM with offline outreach. We also discuss the future of the GTM profession and why he believes traditional SDR roles will evolve.
🔗 CONNECT WITH ZINONAS
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| Lead With Value in 10 Words or Less ft. Louis Van Wyk | 09 Dec 2025 | 00:26:50 | |
In today's episode, I chat with Louis from ColdIQ about building scalable cold outbound systems and the reality of running a high-growth lead generation agency. We explore his approach to capturing inbound-led outbound leads from LinkedIn posts and website visitors, why he only sends 7,000-8,000 emails per month (not 200,000), and the importance of reusing cleaned lists. Louis shares his philosophy on copywriting - less is more, skip the fancy frameworks, and lead with value in the first 10 words. We discuss ColdIQ's implementation of Twain for AI copywriting at scale, why AI gets "drunk" in Clay after 1,000 contacts, and how his sales background became his competitive advantage. Louis also opens up about getting fired five times, the dark side of agency churn, and his prediction that smaller agencies will struggle as tools like Clay and Instantly make it easier for businesses to run outbound in-house. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH LOUIS
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| How to Never Get Banned ft. Namit Jindal | 08 Dec 2025 | 00:12:06 | |
In today's episode, I chat with Namit, founder of AeroSend, about solving the biggest black box in outbound: email deliverability. We explore how AeroSend provides private email infrastructure specifically built for cold email, why they're seeing 3-5x improvements in reply rates for clients switching from Google/Outlook resellers, and the first principles approach they took to building a deliverability solution. Namit shares how he went from burning domains at a design agency to building a SaaS product that now powers some of the biggest cold email operations. We discuss why deliverability isn't just about infrastructure - it's about copy, list quality, and monitoring, and how AeroSend is building an engine to help clients manage all of these factors. Namit also breaks down his own GTM strategy: 60%+ from cold email, expanding into LinkedIn, Twitter, and School, while building long-term content engines for inbound. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH NAMIT
💻 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. | |||
| Email Trick That Beats Spam Filters ft. Ratko Milin | 04 Dec 2025 | 00:31:33 | |
In today's episode, I chat with Ratko from UltB about building B2B sales engines that have booked over 5,000 opportunities in the last year. We dive deep into their partnership-focused approach with clients, exploring how they streamline onboarding and achieve 80% response rates on first emails. Ratko shares compelling case studies including a forwardable email strategy that dominated spam filters and custom scraping workflows for education and point-of-sale clients. We discuss the evolution from hyper-personalization back to relevance-focused messaging, his journey from Forex cold calling to agency success, and why "volume beats luck" in today's competitive landscape. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
🎥 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. | |||
| Validate 1000s of Leads in Minutes with Clay ft. Aivars Bruno Salna | 02 Dec 2025 | 00:16:15 | |
In today's episode, I chat with Aivers from Growth SDR about building automated outbound engines using tools like Clay and Smartlead. We dive deep into his collaborative approach with clients, exploring how he validates company databases and identifies high-quality prospects through AI-powered filtering. Aivers shares two compelling case studies: validating a 4,000-company government database (discovering only 20% were actually viable) and using BuiltWith data to identify web development prospects with outdated websites. We discuss his experimentation-focused methodology, the rise of custom GTM tooling using AI co-pilots, and his journey from managing 10 SDRs to founding his own agency. Enjoy 🙂
🎥 YouTube Channel
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| Timing, Intent & ICS for Outbound ft. Nico Gillard | 01 Dec 2025 | 00:27:55 | |
In today's episode, I chat with Nico Gillard, co-founder of medialab, about building intelligent GTM systems using Clay and data-driven ICP definition. We explore Nico's approach to going beyond basic firmographics to identify the ideal client situation (ICS) - not just who your customer is, but when they're ready to buy. Nico shares examples like targeting ERP software buyers who've outgrown Xero or MyOB, and event management platforms that reach out before flagship events when pain points are highest. We discuss how medialab works with scale-ups (10M+ ARR) in APAC, their use of Clay and Open Router to uncover intelligence nobody else can find, and why they're exploring new channels like Instagram DMs and WhatsApp. Nico also explains their enterprise approach of building sales intelligence dossiers rather than automated outreach for high-ACV deals. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH NICO
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| 4 Years of Email Lessons ft. Pranam Lipinski | 28 Nov 2025 | 00:19:27 | |
In today's episode, I chat with Pranam Lipinski, co-founder of Email Outreach Company, about building effective cold email campaigns and the role of AI in modern outbound. We explore Pranam's journey from selling a tech startup through cold email to building an agency that sends millions of emails monthly. He shares his team's creative approaches, including their unique "advice-based" messaging strategy. Pranav breaks down his 30-60-90 day client onboarding process, explains why he focuses primarily on email over multi-channel outreach, and reveals his technical setup using Clay, Open Router, and various AI models. We also discuss the future of GTM roles and why humans will become "schedulers and tool pickers" who develop taste and intuition rather than execute manual tasks. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH PRANAV
💻 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. | |||
| High-Signal GTM for Tough ICPs ft. Kamil Sobiszewski | 27 Nov 2025 | 00:23:17 | |
In today's episode, I chat with Kamil, a GTM engineer who works with Apex Fractional, about building precision targeting systems that achieve exceptional contact-to-deal ratios. We explore his unique approach of working with just 3-4 clients at a time to build boutique outbound machines using Clay automation and data intelligence. Kamil shares a detailed breakdown of his most creative campaign for a UK recruitment agency, where he tracked LinkedIn posting frequency, leadership hires, and tech stack changes to identify companies that would need hiring before they started recruiting. We discuss his background in electrical engineering and how he became the "unicorn engineer" who could talk tech and close deals, his thoughts on cold calling as a testing tool for product-market fit, and why he believes GTM engineers won't be replaced by AI. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH KAMIL
💻 Website 👥 LinkedIn
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| How Top GTM Engineers Actually Build Campaigns ft. David Tasev | 18 Apr 2026 | 00:24:15 | |
In today's episode, I chat with David Tasev, GTM Engineer at Instantly, about what it actually looks like to run cold email campaigns from inside one of the biggest sending platforms in the world—taking clients from offer creation all the way through campaign optimization, and building playbooks that outlast any single trend. We explore his investment fund campaign that generated 600 opportunities in two months: targeting wealthy founders and CEOs with investing power, leading with big-name social proof, keeping copy razor short, and instead of asking for a call, asking if they'd like a one-pager—because people with that level of wealth protect their time, and a low-friction next step is what gets the reply. He also shares his meta-learning approach: when he gets outreached effectively himself, he reverse-engineers the tactic and adds it to his playbook—including the ego massage play that got him on a call by calling him an expert and asking for his thoughts. His prediction: GTM engineering is still in its early innings, results have actually gotten better each year since he started in 2021-22, and the people who document their winning campaigns into proper playbooks will have a compounding advantage over those who keep everything in their heads. David shares his path from waiter in a small Macedonian town to Upwork, to a startup where he learned lead gen fundamentals, to head of influencer marketing, to an email marketing agency in Skopje, to three months of traveling and studying psychology to decompress—then joining Instantly. His advice: document every winning campaign into a playbook, be unorthodox (pineapple on pizza in the follow-up, offering to stop by the office for coffee), and never be afraid to try something that sounds weird—because templates get recognized, but unique always gets noticed. Enjoy 🙂 (00:00) Introduction to Outbound Wizards
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| Cold Email vs Multi-Channel ft. Pierre Patrouillard | 25 Nov 2025 | 00:16:12 | |
In today's episode, I chat with Pierre Patrouillard from GTM Partner about building effective cold email infrastructure and outbound systems for B2B SaaS companies. We discuss his approach to working with high-ticket clients (minimum $10K ACV), focusing on deliverability-first services before creative campaigns. Pierre shares his process for mapping total addressable markets, using funding data and company signals to identify cloud optimization opportunities, and why he prioritizes relevance over personalization. We also explore his journey from data analytics in San Francisco to running a remote agency from Lisbon, the evolution of AI SDRs, and why relationship-driven selling will become increasingly important as automation improves. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH PIERRE
💻 Website 👥 LinkedIn
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| Inside Modern GTM Operations ft. Alexis Lacabane | 24 Nov 2025 | 00:21:09 | |
In today's episode, I chat with Alexis from OneThousandPieces about building automated GTM systems using Clay to help B2B scale-ups increase pipeline quality and reduce manual research time. We dive deep into his agency's approach to account intelligence, exploring creative use cases like AI-powered buying signal tracking, comprehensive account research dossiers that replace traditional AE work, and automated influencer engagement monitoring. Alexis shares his philosophy on the future of sales teams, explaining why companies are shifting from SDR-heavy models to leaner GTM engineer-supported structures, and discusses the importance of content-driven sales in today's market. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH ALEXIS
💻 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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| Stop Personalizing, Start Systemizing ft. Matteo Fois | 21 Nov 2025 | 00:20:03 | |
In today's episode, I chat with Matteo Fois from TAM Acceleration about building revenue-generating systems that delivered over 1,000 leads in four months for a $20M transportation company. We explore his complete onboarding process from setup to scaling, and how his team achieved $175,000 in generated revenue within the first four months while sending 100,000 emails per month across four countries. Matteo shares his framework for choosing the right outbound channel based on TAM size, offer differentiation, and brand strength, explaining why email isn't always the answer. We discuss the importance of continuous testing (going from near-zero to 7% reply rates), the current state of Clay adoption, and where he sees the market heading beyond outbound into DevOps and revenue operations. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH MATTEO 👥 LinkedIn 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn
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| Phones Beat Emails ft. Enrique Gutierrez | 20 Nov 2025 | 00:11:23 | |
In today's episode, I chat with Enrique, a GTM engineer at BEMO, about building a partnership-led outbound motion that generates $1.5M in pipeline per month with just one BDR. We explore how Enrique engineered a system combining Clay, Crossbeam, and HubSpot to identify companies using compliance platforms like Vanta and Drata, thenreach out with highly relevant messaging about reducing compliance workload. He shares how his team pivoted after losing 150 referrals per month when a partner restructured their sales org, and why most of their meetings now come from phone calls rather than emails. Enrique discusses his journey from getting fired as a BDR to becoming obsessed with fixing GTM inefficiencies, and his vision for the future where only two paths remain: being a killer cold caller or being the engineer who enables them. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH ENRIQUE
💻 Website 👥 LinkedIn
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| Cold Email Is Dead, That's Why It Works ft. Bharatt Arorah | 18 Nov 2025 | 00:20:03 | |
In today's episode, I chat with Bharatt Arorah, Head of GTM at Growth Engine X about building personalized outbound campaigns that scale to thousands of prospects while maintaining genuine relevance. We explore his agency's approach to B2B cold email, from setting up email infrastructure to launching multiple test campaigns in the first 60 days to find message-market fit. Bharatt shares specific campaign examples that doubled reply rates, including scraping case studies from prospect websites, identifying competitors using AI, and delivering free value upfront. We discuss his journey from running a YouTube marketing agency to discovering cold email as a scalable skill, and why he views it as a private ad network where you can reach anyone with relevant messages. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH BHARATT 🔗 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. | |||
| Personalize Lists, Not Emails ft. Kevin Patrick | 14 Nov 2025 | 00:25:23 | |
In today's episode, I chat with Kevin Patrick from Astris Partners about building premium fractional outbound systems that crack notoriously difficult markets like pharma and life sciences. We explore their unique onboarding process involving three 1-hour workshops to deeply understand client triggers, and Kevin shares a fascinating case study about helping a molecular testing company reach poultry farms during bird flu outbreaks - generating millions in qualified pipeline. Kevin explains their philosophy of "personalizing the list" rather than just the messaging, walks through their Clay and N8N workflows for real-time research, and discusses why mastering the craft manually before scaling with AI is essential. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH KEVIN 👥 LinkedIn 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn
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| Outbound IS The Demo ft. Gilbert Kralinger | 13 Nov 2025 | 00:16:43 | |
In today's episode, I chat with Gilbert from Enablement.ch about building scalable go-to-market systems that blend automation with human expertise. We explore his agency's unique approach to outbound - combining done-for-you services with an enablement platform that teaches clients to implement their own systems. Gilbert walks through his client onboarding process, explaining how he uses AI to conduct deep research on targeting, personas, and pain points before the first kickoff call. He shares one of his most creative campaigns: reaching out to potential clients by demonstrating his process in real-time, programmatically finding leads for prospects and pre-writing sequences as follow-ups. We discuss the evolving channel strategy - when to go high-volume versus multi-channel account-based, and how deal size and market fragmentation should drive your approach. Gilbert also shares his perspective on the future of sales teams, predicting smaller, more technical teams where GTM engineers and skilled BDRs replace large SDR organizations. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH GILBERT 🔗 CONNECT WITH SAURAV 💻 Website 👥 LinkedIn
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| The New Reality of Cold Email ft. AJ Cassata | 11 Nov 2025 | 00:14:38 | |
In today's episode, I chat with AJ Cassata from Revenue Boost about building effective cold email and LinkedIn outreach systems for B2B companies. We explore his agency's evolution from consulting to done-for-you services, and how they've adapted their strategies as deliverability challenges have intensified over the past year. AJ shares his comprehensive onboarding process, including the 20-page form that captures crucial client information, and how his team uses a custom GPT trained on Clay capabilities to generate campaign strategies. We discuss the reality of personalization - why it's more of an amplifier than a core strategy, and why your offer and targeting matter far more than a clever first line. He walks through a creative campaign using AI to fully customize emails based on job title, industry, and company research, and explains why thinking about both spam algorithms and reply rates has become essential. We also explore his background in door-to-door sales, the agency's shift toward inbound marketing, and his perspective on the future of cold email as competition intensifies. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH AJ 👥 LinkedIn
💻 Website 👥 LinkedIn
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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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| Do Less, Sell More ft. Roshan Kathir | 18 Apr 2026 | 00:21:10 | |
In today's episode, I chat with Roshan, co-founder at Kale Acquisition, about building cold email systems for companies selling to local businesses—and why staying deeply involved in the revenue conversation long after the lead is generated is what separates a growth partner from just another cold email agency. We explore how Kale generates 250 positive replies a week for their top clients by sending around 30,000 emails weekly, then maps every reply through sentiment analysis directly into the client's CRM so the sales team has full visibility—qualified leads, booked calls, and pipeline all in one place rather than isolated systems. He also shares their unique sales approach: running anonymized outbound on behalf of prospects during the sales cycle itself, proving the system works before asking for a signature. And for their longest-running client, the engagement went from zero BD function to a team of 10 with a newly hired SDR manager—built from scratch over a year together. Roshan also breaks down the local business niche advantage: you're talking to an owner, not five layers of procurement, so sales cycles are short and decisions happen fast. His prediction: they're now actively scaling new client acquisition after years of product-first growth, running the Clay Toronto community, and building a system that retains clients well past the industry average of three to six months. Roshan shares his path from engineering at University of Ottawa to calling his co-founder Mike right as Mike was about to quit his job—20 minutes after his manager conversation—and together building an engineer-first approach to outbound that treats sales as a system problem, not a headcount problem. Enjoy 🙂
🔗 CONNECT WITH ROSHAN 👥 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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| 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. | |||
| Why Your LinkedIn Content Isn’t Making Money ft. Stijn Verhagen | 18 Apr 2026 | 00:13:07 | |
In today's episode, I chat with Stijn Verhagen, founder at Course Launcher, about a very specific niche: established LinkedIn personal brands with B2B offers—agency owners, coaches, consultants—who already have attention but aren't converting it into revenue because their content, DMs, and conversion systems aren't working together. We explore his content-chats-conversions flywheel and a recent client story that says it all: a creator with 50,000 followers who already had most of the pieces in place but not aligned—once Stijn synchronized content, DM strategy, and funnels, the client did $27,500 in the first 24 hours and booked 90 sales calls in three weeks. The car needed four wheels pointing the same direction, not three. His prediction for LinkedIn: the platform is splitting into two camps—fully human and authentic (voice notes, personal stories, offline connection) versus fully AI-automated—and because LinkedIn is connection-driven rather than follower-driven like Instagram, he suspects the human camp will win there. Stijn shares his journey from a 14-year-old making $1-2 per Photoshop design for gaming teams on Twitter during a sleepover, to marketing studies, to building landing pages and ads, to posting on LinkedIn at 20 and discovering that the same creative instinct that made him design Twitter banners could generate real revenue if pointed at the right system—now running a five-person team growing month over month with 3,000 enriched LinkedIn posts and hundreds of lead magnets stored in a vector database. His advice by follower tier: zero followers, do free work first and tie it to a specific result; 1K-3K followers, give away scalable assets but always attach a concrete outcome to them; 10K+ followers, build the backend CRM scoring system and start reaching out based on intent. Enjoy 🙂
🔗 CONNECT WITH STIJN
💻 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 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. | |||
| 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. | |||
| GTM Is Revenue Engineering ft. Sergio Perea | 15 Apr 2026 | 00:14:22 | |
In today's episode, I chat with Sergio Perea, founder at Boost Hero, about what he calls revenue engineering—treating GTM as a system, not a guessing game, by optimizing every part of the funnel from how leads enter to where deals slow down, with data, tools, and clear processes rather than random growth hacks. We explore his core philosophy: AI is a maximizer, not a foundation—you need solid business fundamentals, a clear ICP, a differentiated offer, and simple communication first, and only then does AI actually amplify results instead of amplifying confusion. He also shares his approach to service-based offers: give away 5% of the process for free as a no-brainer lead magnet, so the prospect experiences your quality and thinks "if they did this much for free, imagine what the other 95% looks like." His prediction: teams will get dramatically smaller while revenue goes up—billion-dollar companies with two or three people is not far off, and we're already seeing early signals with companies like Shopify growing 50% while cutting headcount. Sergio shares his path from top-performing B2C appointment setter for e-commerce coaches, to moving into biotech and scientific animation in B2B, to spending three years building out a full-funnel GTM system for one client before discovering Clay through that same client and using Claygent to pull clinical trial data for biotech prospects—the moment that made him go all in. His advice: learn business and economics first, then find the AI tools that execute those fundamentals better—because clients don't pay for someone who knows a piece of software, they pay for someone who understands the whole funnel and can deliver real revenue. Enjoy 🙂
🔗 CONNECT WITH SERGIO
💻 Website 👥 LinkedIn
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| 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. | |||
| AI Won’t Replace GTM ft. Daniel Lindenbaum | 14 Apr 2026 | 00:26:21 | |
In today's episode, I chat with Daniel Lindenbaum, GTM engineer with nearly 15 years across sales, business development, and operations, about the insight that shaped his entire career: the biggest breakdowns in GTM aren't in the pitch or the delivery—they're in the handoffs between sales, ops, and client success, and that's exactly where GTM engineering lives. We explore his "rhythm system" approach to GTM—structuring the entire funnel around a predictable weekly cadence where Monday is qualification, Wednesday is nurture, and Friday is re-engagement, so sales, ops, and marketing all move like a metronome instead of reacting to chaos. He also shares how he built Clay to treat lead data as a living thing—automatically re-prioritizing leads in the CRM when they changed jobs, raised funding, or appeared on a podcast—so the team was always having timely conversations instead of chasing cold lists. On cold email philosophy: don't give everything in the first message, open with a genuine question that shows you understand their current reality, and use the KPI of opens (not just sends) to identify the nine people out of fifty worth a high-quality human follow-up. His prediction: GTM engineering moves from automation to intelligence—not more volume but more contextual timing, from one rigid playbook to modular micro-GTMs for enterprise, partnerships, and regional growth that can flex quickly. Daniel shares his path from call centers at Verizon in 2012, to property management, to near-shore staffing at Astonish where he connected Apollo, Clay, and internal CRMs into end-to-end GTM frameworks, eventually realizing there was an actual title for what he'd been doing all along. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH DANIEL
💻 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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| Inbound > Outbound? Hear It From a GTME ft. Omar El sayed | 13 Apr 2026 | 00:15:07 | |
In today's episode, I chat with Omar, GTM Engineer at Flexcode, an Odoo partner operating across Europe and the GCC, about the research-heavy, high-stakes world of selling enterprise ERP implementations to C-suite buyers where you get exactly one shot and the work before outreach is double or triple the work after. We explore Omar's philosophy on personalization: use Clay and AI for research—college background, industry, company stage, market share, growth signals, family vs. corporate business—but write the message yourself, because AI-generated copy at this level is immediately spotted and the cultural nuance of speaking to a Harvard-trained finance executive versus a technology-school founder versus a GCC business owner requires a human touch that LLMs consistently miss. He also shares his channel strategy: LinkedIn and email only in Europe due to GDPR, but in the GCC, cold calls and WhatsApp outreach work extremely well because decision makers run their businesses on WhatsApp—sending around 100-140 targeted outreaches per week across both regions. His contrarian prediction: AI in GTM is a bubble similar to the dot-com era—real value will emerge but the hype is disproportionate to the investment, tool costs will eventually exceed product value, and the cycle will reset back to mindset and strategy as the actual differentiator. Omar shares his path as a double-major biomedical and systems engineering student, from knowing nothing about lead generation to an internship at Voyance Health where a mentor taught him the full SDR process, to a cloud engineering stint, to joining Flexcode as a hybrid SDR-marketer-technical-implementer who now contributes to both selling and building Odoo itself. Enjoy 🙂 (00:00) Introduction to Outbound Wizards 🔗 CONNECT WITH OMAR
💻 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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