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
(00:24) What Enablement.ch Does and Client Profile
(01:00) Client Onboarding: The First 30-60-90 Days
(02:40) Creative Campaign Example: Demonstrating Process in Real-Time
(05:40) Multi-Channel Strategy: Email, LinkedIn, and Phone
(07:00) When to Go High-Volume vs Account-Based
(08:40) Gilbert's Journey into GTM Engineering
(10:00) The Rise of the GTM Engineer Role
(11:00) Future of Sales Teams and Automation
(12:40) Human vs AI in Sales Development
(14:00) MCP Services and Autonomous Agents
(15:40) Closing and Contact Information
🔗 CONNECT WITH GILBERT
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
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