The GTM Engineer Podcast
A podcast for GTM (go-to-market) engineers who have found themselves automating sales workflows and building tooling. It features real workflows, metrics, and mistakes shared by expert GTMEs across startups, mid-market, and enterprise companies. Discussions cover tools like Clay, outbound stacks, and using AI effectively in the pipeline.
Episodes
GTM Teams Should Operate Like Product Teams ft. Andrew Davis
In today's episode, I chat with Andrew, Head of GTM at Arda, about the context engineering layer that most outbound stacks completely ignore. Arda is the easiest way to implement Kanban for small and medium-size manufacturers — tying physical Kanban cards to a digital backend connected to supplier ordering so factories never hit a stockout. Andrew's most valuable build isn't a campaign; i
Great GTM Strategy Starts With A Story ft. Aamir Massoud
In today's episode, I chat with Aamir Massoud, GTM Lead at Numero, about running precise, signal-driven outbound with a lean team inside one of the more complex enterprise sales environments — the office of the CFO. Numero is a vertical AI platform that deploys agents into finance and accounting workflows without ripping out ERPs or CRMs. Aamir breaks down why he starts every GTM build no
AI Gives Small Teams An Unfair Advantage ft. Cory Blumenfeld
In today's episode, I chat with Cory Blumenfeld, founder at BlueMoso, about giving business owners their time back by providing virtual talent for ops, admin, SDR, and client-facing roles, mostly for small business owners looking to scale past doing everything themselves. Cory breaks down his client acquisition mix, where warm referrals and affiliates lead but personal brand content on Li
Most GTM Advice On LinkedIn Is Bullshit ft. Tamara Omomo
In today's episode, I chat with Tamara Omomo, GTM engineer at Everphone, a device-as-a-service company that manages end-to-end device procurement for mid-size to enterprise fleets. Tamara walks through her account-monitoring build for enterprise buying committees: an agent that tracks news, podcasts, and LinkedIn activity for mapped stakeholders and alerts her team to engage in a relation
Don't Learn Automation Before You Learn Sales ft. Himanshi Shah
In today's episode, I chat with Himanshi Shah, founding GTM engineer at Scaletopia, about running outbound exclusively for marketing agencies that are too busy serving their own clients to book new business for themselves. Himanshi walks through two campaigns: one pulling Product Hunt launch data into automation tools to reach founders right as they ship, and another sourcing companies th
Cool Workflows Don't Close Deals ft. Jay Bhandari
In today's episode, I chat with Jay, a go-to-market engineer at Clay, about implementing AI across roughly 50 companies in the past year, from five-person shops in West Texas to 3,000-person organizations. Jay walks through his favorite recent build: an AI agent for an electronic sign company that pulls Google Street View images of churches and retail locations, scores the quality of thei
The Companies Winning AI Have Better Context ft. Taiwo Tella
In today's episode, I chat with Taiwo, founder at JourneyWise, about building a unified "allbound" platform that captures every touchpoint across marketing and sales instead of treating inbound and outbound as separate stories. Taiwo shares a client story where an Australian prospect ghosted after a demo, then returned nine months later citing their LinkedIn content, showing how non-linea
Your Skills Should Outlive Your Stack ft. Fahad Ali Khan
In today's episode, I chat with Fahad, a GTM engineer with a background in B2B sales, about running signal-based outreach at scale for an enterprise client. Fahad breaks down how he built a Clay table pulling multi-location account data through Serpo.dev's HTTP API, running parallel Clay agents to qualify accounts against the client's criteria and segment them into tier one, tier two, and
The Best GTM Engineers Think Like D2C Marketers ft. Neil Milne
In today's episode, I chat with Neil Milne, who runs his own GTM agency about running B2B GTM systems for newly funded startups. Neil breaks down how his agency steps in when founders are trying to decide between hiring a VP or a rev ops person, and instead helps them segment their ICP and build a repeatable system from scratch. He shares his favorite recent campaign for a London-based cl
Claude Is Becoming An Operating System ft. Robert Li
In today's episode, I chat with Robert Li, director of AI at Australia GTM, about what happens to GTM engineering once agent swarms start doing the work tools used to do. Robert breaks down how Australia GTM takes founder-led, scrappy startups from GTM strategy through to GTM and AI engineering, often working with VC-backed companies out of the Vesta community. He walks through a client p
Every Great GTM Engineer Is A Hybrid ft. Nick Goehler
In today's episode, I chat with Nicolas Goehler, who leads GTM and ops at MPM Labs, about breaking out of email and LinkedIn entirely and building outreach around Telegram for the web3 and blockchain space. We get into why MPM Labs focuses on connecting crypto-native startups (prediction markets, perp DEXs, trading platforms) with the right users and partners, and why Telegram now outperf
Great GTM Starts With Weird Problems ft. CheeTung Leong
In today's episode, I chat with CheeTung Leong, founder at The GTM Architects, about helping mid-size B2B software and services companies build genuinely AI-native go-to-market systems—not just bolting AI onto the same old ZoomInfo and Outreach pipeline. The campaigns he walks through are real problem-solving exercises: finding car washes and narrowing a massive TAM down by digging into p
Agencies Need Retention Systems, Not Better Outreach ft. Brian Attarbashi
In today's episode, I chat with Brian Attarbashi, founder at AI Bees and AI Ark, about what it actually takes to run a 50-person outbound agency across 17 countries while simultaneously building a data tool designed to fix the exact problems you keep running into as an agency. AI Bees delivers what Brian calls "meet me leads"—qualified replies handed to an AI that takes the conversation f
Learn Sales Before You Learn Clay ft. Sashank Koundinya
In today's episode, I chat with Sashank, GTM engineer at Interact, about what it looks like to run 15 simultaneous demand-generation engines for a category-creation product—where the job isn't capturing existing demand but making people care about a problem they don't yet know they have. The standout campaign is a segmentation approach that buckets prospects by how urgently the product so
AI Makes Customer Research More Important ft. Maitri Gandhi
In today's episode, I chat with Maitri Gandhi, product marketer at Hoshizaki America, about what GTM looks like in one of the most traditional B2B industries out there—commercial ice machines and refrigeration. Hoshizaki sells through a layered channel model spanning dealers, distributors, end users, and consultants, each with completely different priorities, which means Maitri is managin
The Future Of Sales Is More Human ft. Tom Dingwall
In today's episode, I chat with Tom Dingwall, AI Growth Manager at Passionfruit, about why the future of GTM engineering is human connection enabled by AI — not AI replacing humans. Passionfruit is a freelance marketplace helping companies flexibly resource their teams, with an AI tool (PIP AI) built on top to help marketers free up time from repetitive work and focus on real relationship
Your Offer Matters More Than Your Tools ft. Mohamed Hamdi
In today's episode, I chat with Mohamed Hamdi, GTM Engineer at ISkala Business Solutions, about how clean data and strong offer framing can drive thousands of qualified leads — including 7,000+ interested signups for a single US client. ISkala builds continuous outbound systems for B2B companies across the MENA region (and select US/UK clients) in SaaS, services, and agency models. Mohame
The Next 5 Years Will Change Everything ft. David Tile
In today's episode, I chat with David, founder at Nerdy Joe, about running a sales development agency that blends old school deal-making with engineering—cold calling, door knocking, Clay tables, and workflow automations all under one roof, with a team based in Serbia and a client concentration in B2B manufacturing and business brokerage. The campaigns he's most proud of aren't the flashi
It's Easier To Build A Product Than Market One ft. Gunveen Kaur Bedi
In today's episode, I chat with Gunveen, founder at Growzle, about building an offshore marketing team for bootstrapped London startups who need agency-quality GTM work at half the cost—and helping Indian startups expand into the US, UK, and Europe. The campaign story is a great one: a client handed over a list of 4,000 UK companies and said "go get us calls." Gunveen's team filtered it d
The Biggest Markets Are The Easiest To Sell ft. Nick Block
In today's episode, I chat with Nick, founder at Revo GTM, about what cold email looks like when you're sending 20 million emails a month and targeting 100 million by end of year. At that scale, the thinking flips entirely—instead of taking a client and figuring out how to scale them, Nick starts from the infrastructure and asks which markets are actually worth pointing it at. The answer
Most People Are Learning The Wrong Skills ft. Carly Louw
In today's episode, I chat with Carly, GTM engineer at Mako Professionals, about building outbound systems for recruitment agencies—first for Evolution Group in the Netherlands placing financial staff, now for Mako Professionals in the US sourcing SAP and Oracle architects. The standout workflow is a Clay-based candidate scoring table that scrapes job posts and candidate profiles, runs an
The Real GTM Edge Has Nothing To Do With Tools ft. Omar Farghaly
In today's episode, I chat with Omar, GTM engineer at Saltfish, an early-stage SaaS company in Sweden building interactive demos for other SaaS products. Omar joined as their first GTM hire with a mandate to take them from selling only in Sweden to conquering Europe, the US, and the MENA region—owning the full process from ICP definition to booked meetings. The campaign he walks through i
This Is What Modern Community-Led Growth Looks Like ft. Juan Luis Ramirez
In today's episode, I chat with Nelson and Juan from Tennis One, a tennis coaching academy in Auckland, New Zealand, that's building itself into a lifestyle brand rather than just a service. The GTM story here is unlike anything else on the show: Juan runs an influencer outreach operation entirely on Instagram DMs, targeting micro to macro influencers between 5K and 50K followers whose co
Don’t Become A GTM Engineer In 2026 ft. Enzo Carasso
In today's episode, I chat with Enzo Carasso, founder at C17 Lab, about why he's actively steering away from B2B SaaS clients and going deep on professional services, manufacturers, and logistics—industries that represent 80% of US GDP but get ignored by most outbound agencies chasing the same SaaS slice. The campaign story is one of the best on the show: a client getting 500 leads a mont
The GTM Industry Has A Shiny Object Problem ft. James Barrell
In today's episode, I chat with James, founder at Litehouse, about why offer, volume, and deliverability are still the three pillars that actually move the needle—and why most of the fancy workflows people post about on LinkedIn are more performance than necessity. The standout campaign is a competitor-ranking angle for a local SEO client: find what keyword the prospect wants to rank for,
Cold Email Is Becoming An Engineering Problem ft. Swagatam Maji
In today's episode, I chat with Swagatam, GTM engineer at oneaway, about collapsing 12 Clay tables into one and routing leads into 12 campaigns from a single source of truth—a restructure that produced 223 interested replies at a 7.12% interest rate in 30 days for a major data provider client. The campaign had five angles: showing US founders that the tool already had their colleagues' ph
Great Content Converts Better Than Outreach, Here's Why ft. Tiffany Spahl-Nally
In today's episode, I chat with Tiffany, founder at RevEnvy, about why leading with content before outreach changes the entire dynamic of that first sales call—instead of fighting for credibility from zero, the prospect already knows you, trusts you, and has been getting value from you before you ever asked for their time. RevEnvy runs LinkedIn outreach, email, and SDR calling like most l
Behind ElevenLabs’ GTM Culture ft. Marc Pierre
In today's episode, I chat with Marc, GTM Director for LATAM at Eleven Labs, about what it actually takes to open a brand new region for a company that already has strong penetration in the US and Europe—building a hub in Mexico City, covering the entire Latin American market except Brazil, and going after enterprise tech and consumer companies that can use Eleven Labs' voice AI to automa
AI Is Learning How To Run GTM Teams ft. Leo Sadeq
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 bui
AI Made Cold Email Worse ft. Michael Gardiner
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 mor
This Is What AI-Native Outbound Looks Like ft. Helena Callado
In today's episode, I chat with Helena, GTM engineer at Asksuite, a global hotel tech company bringing AI-driven automations to hotels worldwide. Helena works on the inside—revenue operations, data systems, Power BI dashboards, and the automations that connect all the tools together—rather than on the client-facing side, which makes for a genuinely different perspective on what GTM engine
The GTM Workflow That 100X’d Their Output ft. Danilo Prelevikj
In today's episode, I chat with Danilo, founder at Viralnetix, about why he's deliberately steering away from the oversaturated B2B SaaS and IT services space and into niches most agencies won't touch—insurtech, CPG brands, and others where two-plus years of domain experience becomes the actual differentiator rather than just another Clay workflow. He walks through two campaigns in detail
Trust Is Becoming The Real GTM Advantage ft. Mohammed Sarvar
In today's episode, I chat with Sarvar from CBREX, about building a talent OS that sits between enterprises with complex hiring needs and the specialized recruitment agencies best equipped to serve them—a marketplace model that took 7-8 years of face-to-face credibility building to get right, and one that only works because the team was disciplined enough to say no to agencies and clients
You Don’t Need 20 Tools To Get Results ft. Soumya Surabhi
In today's episode, I chat with Soumya, founder at GTM Walnut, about engineering revenue pipelines through AI-powered GTM automations that span marketing, outbound, CRM, and content. Soumya works primarily with B2B SaaS and services companies from seed to Series C—companies that have found product-market fit and are now trying to scale. She walks us through two very different campaign typ
Cold Email Basics Nobody Teaches You ft. Gerda Ance Rieksta
In today's episode, I chat with Gerda, from Leadprinter AI, about running end-to-end cold email systems for B2B companies across a surprisingly wide range of niches—SaaS, video agencies, investment firms, solar panels, real estate, conferences—with a bold guarantee of minimum 20 leads per month or extensions and refunds, which has only failed twice out of 200 clients. We explore two campa
Lazy People Make The Best Growth Hackers ft. Jan Strøm
In today's episode, I chat with Jan Strom, founder of VojVoj, about building a content creator platform that merges the monetization model of OnlyFans and Patreon with the discovery mechanics of TikTok and Meta—replacing the like button with a financial differentiator where every engagement costs real currency, so the algorithm rewards quality over quantity and creators start earning from
Your ‘Perfect’ Campaign Will Fail ft. Felipe Soza
In today's episode, I chat with Felipe Soza, Head of Ops at Outreach Engine, about building GTM systems that go beyond cold email—understanding each client's offer from the core, then building the entire revenue engine around it across whatever channels and methods will actually get results, rather than just running campaigns and calling it done. We explore his most engineering-heavy camp
AI Is Not Your GTM Strategy ft. Kumar Sahil
In today's episode, I chat with Kumar Sahil, founder at Dwary Intech, about specializing in GTM for AI SaaS companies and product-based startups—a niche he jumped into early when the AI boom hit and realized that while everyone was talking about using AI, very few people understood how to use it to actually earn money and understand the market. We explore his most interesting campaign: a
Complex AI Workflows Are Mostly Useless ft. Tanay Mishra
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
How Top GTM Engineers Actually Build Campaigns ft. David Tasev
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 oppo
Do Less, Sell More ft. Roshan Kathir
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 client
Why Your LinkedIn Content Isn’t Making Money ft. Stijn Verhagen
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
GTM Is Revenue Engineering ft. Sergio Perea
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 s
AI Won’t Replace GTM ft. Daniel Lindenbaum
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 syst
Inbound > Outbound? Hear It From a GTME ft. Omar El sayed
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 resea
We Charge More And Clients Never Leave ft. Mike Ellis
In today's episode, I chat with Mike Ellis, co-founder at Kale Acquisition, about building end-to-end cold email systems for companies selling to local businesses—restaurants, home services, and anyone with a geographic dimension to their sales—and why the $1.5M in closed revenue they generated for their best client in about a year had nothing to do with a fancy Clay table and everything
The Ferrari Analogy You NEED To Hear ft. Jordan Lange
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 Zapi
Busy ≠ Productive ft. Johannes Fessler
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 V
Your Funnel Is Backwards ft. Nate Calhoun
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 explo
Turn AI Into an Operator, Not a Creator ft. Nik K.
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 profi
Lead Gen Is NOT Your #1 Problem ft. Sahil Hossain
In today's episode, I chat with Sahil, fractional GTM engineer working with companies that have small TAMs—sometimes as tight as 1,500 accounts—where mass cold email doesn't make sense and the real value comes from building smart in-house GTM systems. We explore his highest-ROI win: not more pipeline, but faster lead routing—building an automated system that pushed positive replies straig
The Difference Between Builders & Operators ft. Terhile Ikyo
In today's episode, I chat with Terhile, fractional GTM engineer working across two clients in the UK and US, about doing GTM work across verticals most engineers never touch—e-commerce wholesalers, boutique shops, and brick-and-mortar businesses. We explore his campaign for a seasonal product supplier targeting boutique shops, where paid social wasn't viable because the audience skews ol
4 Weeks Can Change Your Career ft. Lucas Paiva
In today's episode, I chat with Lucas Paiva, GTM Engineer at Scient, about building Brazil's GTM engineering ecosystem from the inside—Scient is a go-to-market consulting firm founded by Silicon Valley alumni who brought frameworks like Winning by Design to Brazilian companies doing 50M+ ARR, and Lucas sits at the intersection of their education arm, running a six-week GTM Engineer Certif
AI increased speed, not accuracy ft. Jéssica Aires
In today's episode, I chat with Jessica Aires, Growth and Marketing Lead at Abstra, about running B2B sales-led growth for a Brazilian finance automation SaaS targeting CFOs and finance managers—covering revenue operations, performance ads, outbound automation, and co-founder-led content all at once. We explore her core insight on list quality: Sales Navigator data is roughly 30% wrong at
Stop Automating Everything ft. Darrio Dean
In today's episode, I chat with Dario Dean, GTM Engineer at Reach, about being the first GTM engineer hired at a merchant of record company helping SaaS and e-commerce businesses expand globally—and what it looks like to build GTM strategy from scratch in-house versus the rinse-and-repeat agency world he came from. We explore his favorite campaign: a LinkedIn content agency client targeti
SDRs Are Changing ft. Dave Wilkins
In today's episode, I chat with Dave Wilkins, founder of SDR Leaders of EMEA (and USA and APAC), about his mission to define what the sales development function should look like in 2030—giving leaders from first-time managers to VPs running 250-plus person SDR orgs the roadmaps they need to evolve the role into the revenue-critical function it should be. We explore what Dave is seeing acr
First-Party Data Is The New Moat ft. Clark Hess
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 scraper
Average GTM Is Dead ft. Filippo Greco
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
You’re Overcomplicating Outbound ft. Thomas McCourt
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-ag
Everyone Is Targeting The Same People ft. Walter Silveira
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 e
Data Beats AI Every Time ft. Ritesh Osta
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 larg
Calls → Insights → Revenue ft. Daniel Zacks
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 aut
Find Revenue Gaps, Not Just Leads ft. Filip Nakov
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
Don’t Automate What You Don’t Understand ft. Sachin Singh
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 compa
The Secret to Enterprise-Level Messaging ft. Akio Aida
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 whe
Do Things That Don’t Scale (in Sales) ft. Tim Dröscher
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 tha
Cold Email Alone Doesn’t Work ft. Michael Slawson
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 bef
The LinkedIn Voice Note Outbound Strategy ft. Hayley Brodeur
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 do
The 9 Campaign Outbound Test ft. Abrar Hussain
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 en
How Great Salespeople Think ft. Colin Chapman
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
Stop Cold Emailing Everyone ft. Imran Adam
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 happenin
Founder-Led Social Selling ft. Ricardo Oliveira
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
Simple Outreach Still Works ft. Ada Patience Arembang
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—scrap
Cold Calling Is NOT Dead ft. Carlos Iborra
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 si
Industry Knowledge Beats Automation ft. Kartik Kumar Sahu
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. W
The Future of Sales Is Propensity ft. Sid S.
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 Sa
Latin America Is 2019 USA ft. Daniel Trujillo
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 traditional
Winning in Small TAM Markets ft. Zachary Dell'Acqua
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 C
The Bar for Cold Email Is Shockingly Low ft. Harshil Bhimani
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 campa
How C17 Books 5+ Meetings a Day ft. Harvey Le
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