In today's episode, I chat with Joe Deville, founder of Clay Works of Art, about building creative B2B outbound campaigns for SaaS and IT startups before Series B.
We explore his unique data collection approach using government databases like sam.gov, HIPAA violation websites, and public contract data to find intent signals. Joe shares two brilliant campaigns: an automated Reddit agent that mentions Ignite on cybersecurity threads (generating 7 meetings), and targeting government contract winners who lack required security certifications. He reveals his controversial take that personalization doesn't work at scale, preferring message-market fit over individual customization, and uses tools like Octave and Twain to craft copy that resonates with 15-20 people instead of one. Joe discusses his journey from IT desktop support to Microsoft Azure admin to SDR at Jamf, why sales rejection was 10x harder than coding, and his prediction that everyone will have an agentic AI "Pikachu" using LangChain for knowledge management, data analysis, and campaign optimization.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:26) What Clay Works of Art Does and Client Focus
(01:32) The Process: Data Collection and Positioning
(04:07) Creative Campaign 1: Automated Reddit Agent for Ignite
(05:35) Creative Campaign 2: Government Contract Winners
(06:55) Copywriting Philosophy: Why Personalization Doesn't Work
(08:41) Journey from IT Admin to Sales (10x Harder Than Coding)
(12:01) Future of GTM: Agentic AI as Your Right-Hand Man
(13:42) When Deep Fakes Became Real (The New Source of Truth)
(14:56) Closing and Contact Information
🔗 CONNECT WITH JOE
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
In today's episode, I chat with Mike Ellis, co-founder at Kale Acquisition, about building end-to-end cold email systems for companies targeting local businesses.
We explore how they generated over $1.5 million in closed revenue for one client in a year, why they focus on high-ticket full-service offerings instead of lead-gen only, and Mike's VC-style approach to picking clients with the best differentiated offers. He shares his journey from BDR at a SaaS company that grew from $500K to $10M ARR through cold email, becoming an early Clay expert, and eventually niching down to local business targeting. Mike reveals his infrastructure strategy of buying twice the inboxes needed and rotating every four weeks, why deliverability matters more than fancy Clay tables, and his controversial take that aspiring agency owners should work at an established agency first to learn best practices and build vendor relationships.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:28) What Kale Acquisition Does and Local Business Focus
(01:06) Journey to Finding the Niche
(03:34) $1.5M in Closed Revenue: The Real Success Metric
(05:38) Why High-Ticket Full-Service Beats Lead-Gen Only
(07:03) Thinking Like a VC: Picking Clients With Best Offers
(08:14) Testing Campaigns for Target Clients Before Signing Them
(10:11) Why Local Business Data Is Different (And Harder)
(11:16) Deliverability: The Most Important Thing Nobody Focuses On
(12:27) Journey from House Painting to BDR to Agency Owner
(13:48) Productizing the Offer: When and How
(15:36) Future of Cold Email: Distribution and Brand Will Win
(17:04) Infrastructure Strategy: Buying 2x Inboxes, Rotating Every 4 Weeks
(18:21) Best Advice: Work at an Agency First (Not What Mike Did)
(20:21) Closing and Contact Information
🔗 CONNECT WITH MIKE
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
In today's episode, I chat with Ronan Leonard, CEO at Intelligent Resourcing, about building intent-based GTM strategies that focus on the 5% of prospects actually in-market.
We explore how he enriches CRM "dark data" to identify true ICPs, turning 4,000 stale contacts into 250 qualified opportunities. Ronan shares creative campaigns like monitoring Australian government sites for workplace safety violations to target construction companies, and using lookalike audiences to reach competitors of fined businesses. We discuss his pivot to answer engine optimization (AEO) that generated a $100K deal in four weeks, why LLMs convert 4-6x better than Google traffic, and his accidental journey from cruise ships to events to GTM engineering. Ronan also reveals why companies without AI automation will be out of business in 2-3 years, and his philosophy that the only competitive advantage is the rate at which you learn.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:28) What Intelligent Resourcing Does and Signal Focus
(02:33) The Onboarding Process: ICP and Signal Mapping
(04:32) Enriching CRM Dark Data for Hidden ICPs
(06:29) Creative Campaign: WorkSafe Violations and Lookalikes
(08:13) Mapping Your Entire Serviceable Market
(09:53) Answer Engine Optimization Success Story
(12:26) Why AEO Converts 4-6x Better Than SEO
(13:30) Journey from Cruise Ships to GTM Engineering
(16:03) The New Google Moment (AI and Automation)
(18:50) Future of GTM: Mainstream Adoption in 2-3 Years
(19:53) Advice for New GTM Engineers: Crawl, Walk, Run
(21:29) Closing and Contact Information
🔗 CONNECT WITH RONAN
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
In today's episode, I chat with Yusuf Ahmed, founder of Zevenue, about orchestrating AI-powered outbound systems for early-stage startups with 2-200 employees.
We explore his five-step onboarding framework that launches campaigns in 14 days and reaches peak volume by day 75. Yusuf shares a creative campaign using the OCEAN personality model to automatically adjust email length and tone based on prospects' LinkedIn and Twitter content, built entirely in Clay and Repl.it. We discuss a pre-Clay era story of manually researching e-commerce checkout flows to identify tech stack weaknesses, his approach to multi-channel outreach including Instagram for B2B, and why he believes the GTM engineering space will become dramatically easier within five years. Yusuf also reveals his accidental journey from laid-off SDR to agency founder during the pandemic.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:26) What Zevenue Does and Client Range
(01:15) The Five-Step Onboarding Framework
(02:54) Creative Campaign: OCEAN Personality Assessment
(05:42) Pre-Clay Era: E-Commerce Checkout Research Campaign
(09:06) Multi-Channel Strategy: Email, LinkedIn, Calls, and Instagram
(11:24) Journey from Laid-Off SDR to Agency Founder
(14:25) Future of GTM: AI Orchestration Becoming Simple
(16:53) Closing and Contact Information
🔗 CONNECT WITH YUSUF
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
In today's episode, I chat with Tom Veysey, GTM engineer at Flowd, about building high-volume campaigns for traditional B2B industries and the overlooked alpha in UK construction and logistics companies.
We explore two creative campaigns: using job posting volume and lead scoring to find perfect hiring managers, and scraping thousands of brick-and-mortar businesses via Google Maps to sell booking systems. Tom shares his journey from opening a restaurant in Bangkok to becoming a Clay specialist, why he's shifting from multi-channel to email-only campaigns for simplicity, and his prediction about companies bringing GTM in-house. We also discuss the hidden costs of multi-channel coordination, why volume beats fancy workflows, and Tom's plan to create courses for sales leaders trying to master Clay's "$800 version of Excel."
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:27) What Flowd Does and Client Focus
(01:02) Why Traditional UK Industries Are Goldmines
(02:46) Creative Campaign Stories: Job Postings and Brick-and-Mortar
(05:20) Why Volume Beats Fancy Clay Workflows
(06:29) Journey from Bangkok Restaurant to GTM Engineer
(09:01) Email-Only vs Multi-Channel Strategy
(12:21) Future of GTM: Agencies vs In-House Teams
(14:00) Creating Courses for Companies Using Clay In-House
(14:47) AI Agents Using Clay (The Future?)
(16:18) Closing and Contact Information
🔗 CONNECT WITH TOM
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
In today's episode, I chat with Wesley Hoang from Cymate, a GTM firm working with over 100 tech startups from YC, First Round, and Techstars.
We explore why they won't onboard clients without a proven sales process, the brutal reality of multi-month testing phases, and Wesley's unique copywriting test: record your email as a voice note and play it back - does it sound like a friend talking? We discuss the personalization debate (it can boost meetings from 10 to 15, but won't save a bad campaign), why high-volume email still works when done right, and Wesley's prediction that cold email is becoming the B2B equivalent of consumer ads. He shares his journey from Apple software engineer to agency owner, and why early-stage startups are the perfect clients for cold outreach.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:27) What Cymate Does and Client Focus
(01:35) The Onboarding Process and Sales Process Requirement
(04:03) Copywriting Philosophy: The Voice Note Test
(06:11) Personalization vs Relevance Debate
(08:03) Email vs LinkedIn Channel Strategy
(09:44) Journey from Apple Engineer to Agency Owner
(11:39) Why Target Early-Stage Startups?
(13:18) Future of Cold Email: Becoming Like B2B Ads
(16:30) Multi-Channel Integration and Private Ad Networks
(17:49) Closing and Contact Information
🔗 CONNECT WITH WESLEY
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
In today's episode, I chat with Hlib Storchak, GTM engineer at Strongest Group, about building targeted outbound campaigns for niche markets and the power of simple, repeatable strategies.
We explore a creative campaign for tennis hardware companies that required scraping Google Maps, federation websites, and using AI to research court counts, renovation history, and tournament hosting. Hlib shares his PVP (Personalized Value Proposition) approach offering Finnish meeting bookings as a lead magnet, achieving 60% positive reply rates. We discuss his journey from failed SMMA attempts at 17 to mastering cold email, why he ignores the noise of complex workflows, and his prediction that sales teams will get smaller but more leveraged. Hlib also reveals his timeless strategy of targeting competitor followers on LinkedIn that works across every client.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:26) What Strongest Group Does and Client Types
(02:18) Most Creative Campaign: Tennis Hardware Segmentation
(05:53) PVP Campaigns and Finnish Meeting Lead Magnets
(08:24) Journey from SMMA to GTM Engineering
(10:42) How Instantly Changed the Game
(12:44) Future of GTM: Data Layer and Intent-Based Targeting
(14:15) Smaller, More Leveraged Sales Teams
(15:23) Advice for New GTM Engineers: Cut the Noise
(17:01) Why You Don't Need 100-Step Clay Workflows
(19:24) Closing and Contact Information
🔗 CONNECT WITH HLIB
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:29) What Front Row AI Does and Stealth Mode Strategy
(02:14) Agency-First Approach to Product Market Fit
(03:50) Client Onboarding Process and Lookalike Generation
(06:10) Deliverability as Priority One
(08:00) LinkedIn vs Email for Cold Outreach
(10:04) Journey from Quantitative Trading to GTM Engineering
(12:22) Data-Backed Copywriting and ESPs Insights
(14:15) Reply Management and SDR Handoff Process
(17:31) Future of GTM: Integration and Communication Tracking
(20:00) Why AI SDRs Aren't the Answer
(21:12) The Need for More Deep-Tech Innovation
(21:54) Closing and Contact Information
🔗 CONNECT WITH CEYHUN
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:28) What Moaaz Does and Agency Model
(01:39) AI Automation and Agentic Systems
(03:11) Tool Stack and Infrastructure
(04:49) Most Creative Campaign: UK Company Registry Automation
(07:24) Journey from Software Engineering to GTM
(09:10) Transitioning to His Own Agency
(10:20) The Future of GTM Agencies and Market Maturation
(13:00) Why Selling Leads Isn't a Business
(13:52) Closing and Contact Information
🔗 CONNECT WITH MOAAZ
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:27) What Relevance AI Does and Client Focus
(00:57) Helping Early-Stage Startups with GTM
(02:36) Most Creative Outbound Campaign Story
(04:10) The Company and Their Offering
(04:57) Email vs Multi-Channel Outbound Strategy
(07:58) Zinonas's Journey into GTM Engineering
(10:19) The Future of GTM Engineering
(14:11) Closing and Contact Information
🔗 CONNECT WITH ZINONAS
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:16) What ColdIQ Does and Services Offered
(01:59) Client Stories: Inbound-Led Outbound Systems
(05:17) Volume vs Precision: 7K Emails vs 200K
(06:10) Reusing Lists and Burning Reputation Myths
(07:24) Building Multi-Channel Orchestration Systems
(08:35) Strategy Over Creativity: What Actually Works
(09:47) Skip the Frameworks: Lead With Value in 10 Words
(11:11) Why AI Gets "Drunk" in Clay After 1K Contacts
(12:02) Using Perplexity for Research, Not Full Copy
(13:06) ColdIQ's Implementation of Twain for Copywriting
(15:36) Louis's Journey: From Sales to Cold Email
(18:00) Joining ColdIQ and the Culture of Learning
(21:05) Future of Agencies: Tools Make DIY Easier
(22:40) The Agency Model is Under Pressure
(26:10) Closing and Contact Information
🔗 CONNECT WITH LOUIS
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:15) What AeroSend Does and Who Uses It
(00:50) Why Clients Switch to Private Infrastructure
(02:02) Namit's GTM Strategy: 60% Cold Email
(03:12) The Power of Content-Driven Inbound Leads
(04:14) Client Results: 3-5x Reply Rate Improvements
(05:28) Namit's Journey from Agency to SaaS
(06:25) First Principles Approach to Deliverability
(07:35) Why Copy and List Quality Still Matter
(09:00) Building a Copy Analysis Engine
(09:30) The Future of Cold Email and Omni-Channel
(11:00) Aggressive Multi-Touch Without Hard Pitching
(12:00) Closing and Contact Information
🔗 CONNECT WITH NAMIT
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:29) What UltB Does and Expert Partner Status
(02:21) 30/60/90 Day Client Onboarding Process
(04:07) Partnership Philosophy vs. "Press Play" Service
(05:51) Flowa Workflow Automation Platform
(07:26) Creative Forwardable Email Campaign Strategy
(09:47) Education Sector Custom Scraping Case Study
(12:28) Relevance Over Fancy AI Tools Philosophy
(14:06) Video Sales Letter Framework and Strategy
(16:23) Timing vs. Relevance in Cold Outreach
(18:31) Micro-ICP Mapping and Volume Strategy
(20:14) Ratko's Journey from Forex to B2B Sales
(23:32) Growing UltB from 5 to 15 Team Members
(24:59) Future of Cold Email: Return to Relevance
(27:40) Multi-Channel Engagement Strategy
(29:36) Segmented Approach: Scalable vs. Account-Based
🔗 CONNECT WITH RATKO
🔗 CONNECT WITH SAURAV
🎥 YouTube Channel
🐦 X (Twitter)
📸 Instagram
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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 🙂
(00:00) Introduction to Outbound Wizards
(00:27) What Growth SDR Does and Client Focus
(01:24) Collaborative Process and 30/60/90 Day Framework
(02:16) Experimentation-Driven Campaign Strategy
(02:54) Government Database Validation Case Study
(04:44) Website Development Agency Targeting Case Study
(07:19) Multi-Channel vs Email-First Approach
(08:07) AIvers' Journey from SDR Manager to Agency Owner
(10:09) Future of GTM Engineering and Custom Tooling
(12:03) Advanced Python Scripts for Campaign Optimization
(14:33) Advice for Aspiring GTM Engineers
(15:56) Closing and Contact Information
🔗 CONNECT WITH AIVERS
🔗 CONNECT WITH SAURAV
🎥 YouTube Channel
🐦 X (Twitter)
📸 Instagram
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:15) What medialab Does and Target Clients
(02:11) 30-60-90 Day Client Onboarding Process
(03:42) Beyond Firmographics: Defining True ICP
(05:00) ERP Software Example: Outgrowing Xero/MyOB
(07:06) ICS vs ICP: Ideal Client Situation
(08:13) Event Management Timing Example
(10:01) Workshop Approach to Uncover Intelligence
(11:10) Using RB2B for Intent Signal Capture
(13:00) Enterprise Automation Challenges
(14:00) Inbound Use Cases and High Reply Rates
(15:03) Building Sales Intelligence for Enterprise ABM
(17:03) Exploring New Channels: Instagram, WhatsApp
(19:12) Physical Gifting and Offline Strategies
(20:33) Partnership Model for Channel Execution
(21:40) Nico's Journey into GTM Engineering
(22:50) First Client Loss and ICP Learnings
(24:00) Future of GTM Engineering Functions
(25:40) Why Startups Will Win with Early Adoption
(27:23) Closing and Contact Information
🔗 CONNECT WITH NICO
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:16) What EOC Works Does and Client Sweet Spot
(01:11) 30-60-90 Day Client Process
(02:43) Creative Campaign Strategies
(05:08) Advice-Based Messaging Approach
(06:14) Dog Food Donation PS Line
(07:06) Multi-Channel vs Email Focus
(08:38) Newsletter as Long-Term Play
(10:01) Pranav's Journey into Cold Email
(11:31) Impact of AI on the Industry
(12:00) Open Router and Clay Integration Tips
(14:00) Future of GTM: Schedulers and Tool Pickers
(18:23) Closing and Contact Information
🔗 CONNECT WITH PRANAV
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:16) What Kamil Does and His Client Focus
(01:25) Building Custom Outbound Machines with Clay
(04:00) Most Creative Campaign: UK Recruitment Agency
(07:17) Cold Calling + Email Automation Strategy
(08:38) Using Cold Calling to Test Product-Market Fit
(10:20) Kamil's Journey: Electrical Engineering to GTM
(12:40) Why Engineers Make Great Sales People
(13:00) Delivering 600:1 Contact-to-Reply Rates
(14:30) Working with Apex Fractional on Enterprise AI
(15:00) The Future of GTM: AI's Role and Limitations
(17:00) Clay's Evolution: Startups to Enterprise ABM
(18:30) Will GTM Engineers Automate Themselves Out of Jobs?
(21:10) Advice for New GTM Engineers Starting with Clay
(22:30) Closing and Contact Information
🔗 CONNECT WITH KAMIL
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:13) What GTM Partner Does and Client Focus
(01:04) First 30-60-90 Days Process
(03:20) Creative Campaigns vs Fundamental Triggers
(04:38) Copywriting Process and Using Claude
(06:05) Relevance vs Personalization
(07:03) Cold Email vs Multi-Channel Debate
(08:19) Finding the Right Niche and ACV Requirements
(10:01) Pierre's Journey from Data Analytics to GTM
(11:19) Current Location and Remote Work
(12:11) Future of GTM and AI SDRs
(13:43) Building Custom Outbound Engines
(15:30) Closing and Contact Information
🔗 CONNECT WITH PIERRE
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:21) What OneThousandPieces Does and Client Profile
(01:30) Typical Client Engagement Process
(02:46) Understanding Different Team Priorities
(04:00) Content-Driven Sales and Automation Opportunities
(05:12) Most Creative Use Cases: Three Examples
(05:50) Buying Intent Signal Tracking
(06:40) Enterprise Account Research Dossiers
(07:40) Influencer Engagement Monitoring
(09:40) The Value of Automated Intelligence vs Manual Research
(10:50) Journey to Becoming a Clay Expert
(12:20) Finding Your Niche in GTM Engineering
(13:20) Importance of Storytelling in Sales
(14:00) Future Trends: Training and Internalization
(16:00) The Changing SDR Role and Team Structures
(18:00) B2B vs B2C Marketing Lessons
(19:20) GTM Engineers as Support Functions
(20:15) Ideal Pod Structure for Modern Sales Teams
(21:00) Closing and Contact Information
🔗 CONNECT WITH ALEXIS
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.
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
(00:12) What TAM Acceleration Does and Client Profile
(00:54) The 90-Day Onboarding Process
(03:24) Case Study: Transportation Company Success Story
(08:08) Multi-Channel vs Cold Email Strategy
(11:30) Matteo's Journey into B2B
(16:06) Future of Clay and DevOps Applications
(19:02) Closing and Contact Information
🔗 CONNECT WITH MATTEO
👥 LinkedIn
💻 Website
🎥 YouTube
📧 Email - matteo.fois@timeacceleration.com
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
🙏 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.