Andy Mewborn

Distribute.so

I use to be young & cool. Now I do b2b SaaS. 

Husband. Dad. Ironman. Pilot. Taco lover. 

Founder of Distribute // Co-founder of Taplio (acq. by Lemlist) // Early @ Outreach.io.

Creator

A community of over 4,000+ B2B professionals growing together on Linkedin.

• "Brand30 absolutely did wonders for my business." -Maritha Koortzen

• "Brand30 changed the trajectory of my life...To say it’s opening doors for me is an understatement" - Amanda Stern

• "Brand30 provided the group accountability and expert advice I needed to more than double my LinkedIn engagement in just one month" 

🚀 Start Building An Audience Of Potential Buyers On LinkedIn In 30 Days👇

• https://www.brand30.io/

most sales reps kill deals with their follow-ups (here’s how to fix it)

so i’ve been in sales for a while, and the one thing that still blows my mind? how many reps completely tank their chances with shitty follow-ups. not because they’re spamming people, because they’re sending nothing.

"just checking in"
"wanted to circle back"
"following up on my last email"

like, checking in on what? you never gave them anything to actually respond to. prospects aren’t mind readers. if you don’t say something useful, they’re gonna ignore you.

so what actually works? here’s what i’ve seen:

instead of "just following up," try:

"i recorded a 2-min video showing how [similar company] cut their onboarding time by 40%. thought of you because you mentioned this was a bottleneck last time we talked."

instead of "wanted to circle back," try:

"saw this article about [industry trend] and immediately thought of our convo. the part about [specific insight] lines up with what you said about [their challenge]."

instead of "any updates?" try:
"quick question, are you still focused on [goal they mentioned], or have priorities shifted? context changed, so i don’t want to waste your time."

the pattern here is simple:

• give value first
• show you actually listened
• make it about them, not your quota
• make it easy to respond (ask a specific question)

i built a tool that does this automatically. it pulls call recordings, videos, and docs into one link so you’re not just sending another empty "checking in" email. not because reps are lazy, because prospects are busy, and they don’t have time to guess what you want.

Andrew Mewborn

Sellers

What's more valuable: relationship selling or solution selling?

A) Relationships first – People buy from people they trust
B) Solutions first – Buyers want problems solved, not friends
C) Value selling – ROI conversations close deals faster
D) Consultative approach – Be an advisor, not a vendor

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

What's more valuable: relationship selling or solution selling?

Sellers 

You're in a slump. First thing you fix?

A) Activity levels
B) Mindset
C) Messaging
D) Target accounts

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Sellers

Should you ask about budget in the first call?

A) Always - It qualifies prospects immediately and saves time
B) Sometimes - Only after establishing clear interest and need
C) Rarely - Money talk too early creates resistance
D) Never - Discussing budget before value cheapens your solution

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Should you ask about budget in the first call?

Sellers

What’s the worst sales advice you’ve received?

A) “Always be closing” – Aggressive pressure turns prospects off
B) “Fake it till you make it” – Authenticity matters more than acting
C) “Price isn’t a problem” – Dismissing budget concerns backfires
D) “Never take no for an answer” – Respect boundaries to build rapport

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

What’s the worst sales advice you’ve received?

Sellers

Commission vs. salary: What motivates salespeople best?

A) Pure commission – High risk, high reward drives peak performance
B) Base + commission – Security with upside creates optimal motivation
C) Straight salary – Removes pressure, focuses on customer success
D) Team bonuses – Shared success eliminates internal competition

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Commission vs. salary: What motivates salespeople best?

Sellers

Should sales managers still carry a quota?

A) Full quota – Can't coach what you don't practice 
B) Half quota – Need skin in the game 
C) Token quota – Just enough to stay sharp 
D) Zero quota – Let leaders lead, sellers sell

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Should sales managers still carry a quota?

Sellers

How much does luck contribute to success in sales?

A) Significantly – Being at the right place at the right time often makes all the difference.
B) Moderately – Luck plays a role, but skill and effort are more important.
C) Minimally – Success is mostly the result of hard work, strategy, and persistence.
D) Not at all – It's all about skills, planning, and execution. Luck doesn't come into it.

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

How much does luck contribute to success in sales?

Sellers

Which comp structure would you rather live on?

A) 70 % base / 30 % commission – stability rules
B) 50 / 50 – balanced risk-reward
C) 30 / 70 – big swings, big wins
D) 0 / 100 – eat what you kill, baby

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Which comp structure would you rather live on?

Sellers

Is AI replacing salespeople or empowering them?

A) Replacing – Only top 20% of reps will survive automation
B) Empowering – AI handles admin, humans handle relationships
C) Overhyped – Human psychology can't be automated
D) Transforming – The role evolves but never disappears

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Is AI replacing salespeople or empowering them?

Sellers

Remote selling vs. in-person: Which closes more deals?

A) Remote wins – Efficiency and scale beat face-to-face
B) In-person dominates – Trust requires physical presence
C) Hybrid approach – Use both strategically based on deal size
D) Industry dependent – Complex B2B needs in-person relationships

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Remote selling vs. in-person: Which closes more deals?

Sellers 

How far would you go to close a high-value deal?

A) Bend policies – Adjust terms slightly to meet client demands
B) Offer extras – Throw in freebies or extended support
C) Escalate internally – Loop in execs to approve exceptions
D) Never compromise – Stick to standard offerings to maintain integrity

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

How far would you go to close a high-value deal?

Sellers

Do sales reps really need to use the CRM?

A) Every detail – Data is the new oil 
B) Key stuff only – Quality over quantity 
C) Bare minimum – Just enough to not get fired 
D) CRMs kill deals – I track my pipeline in my head

P.S. - 15,000 sellers stopped writing follow-ups. Take the 2-min quiz to see what they switched to: https://lnkd.in/eNYQ3DeQ

Do sales reps really need to use the CRM?

Sellers

Do good looks matter in sales?

A) 100 % – Beauty opens doors before product does
B) A bit – Looks earn attention, skill seals the deal
C) Barely – Confidence > cheekbones
D) Zero – Quota is blind to pretty faces

P.S. - Still writing follow-ups manually? This 60-second quiz builds you an AI system that does it for you: https://lnkd.in/eNYQ3DeQ

Sellers

Worst thing a manager can say?

A) "Just trust the process"
B) "What's your plan to hit quota?"
C) "Let me join your next call"
D) "Top reps aren't struggling"

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

Sellers

Which role do you think is the hardest in sales?

A) SDR 
B) Account Executive 
C) Account Manager 
D) Sales Manager 

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Which role do you think is the hardest in sales?

Sellers

What's the biggest lie in B2B sales?

A) "I'll circle back next quarter" (They won't) 
B) "Budget isn't an issue" (It always is) 
C) "We're the decision maker" (Committee of 12 enters chat) 
D) "Your product is perfect" (Here comes the ghosting)

P.S. - Steal my 1-pager email follow-ups: https://lnkd.in/eQr9JQhq

Sellers

Is "fake it till you make it" acceptable in enterprise sales?

A) Essential – Confidence sells more than competence 
B) Sometimes – Strategic bluffing is part of the game 
C) Risky – One Google search can tank your credibility
D) Never – Authenticity beats artifice every time

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Is "fake it till you make it" acceptable in enterprise sales?

Sellers

Who's harder to sell to?

A) CFOs – Every penny is their first-born child 
B) CTOs – They'd rather build than buy 
C) CEOs – Good luck getting past their gatekeepers
D) Procurement – Where deals go to die slowly

P.S. - Took me 2 min to find out I was wasting 11 hrs/week on follow-ups. Take the quiz, get your number: https://lnkd.in/eNYQ3DeQ

Sellers

How do you respond when a prospect ghosts you late in the deal?

A) Persistence: Keep following up until you get a response, showing your commitment to helping them.
B) Pause and Reflect: Give them space for a while, then reach out with a new angle or valuable insight.
C) Closure Attempt: Send a "break-up" email to prompt a final decision, making it clear you're moving on.
D) Seek Feedback: Reach out for feedback to understand what went wrong and learn for the future.

P.S. - If your follow-ups take longer than 60 seconds, you're doing it wrong. Take the quiz: https://lnkd.in/eNYQ3DeQ

How do you respond when a prospect ghosts you late in the deal?

Certified Clay Expert & Agency owner | I'll help you build a scalable outbound engine that gets meetings booked on autopilot in the next 180 days | Visit Youtube: @growth-today to see how

Growth shouldn’t feel random.

Most of the B2B companies hit the same walls:
Inbound leads that don’t convert

Outbound that burns reps out without results

Partnerships that look good on paper but never drive pipeline

A CRM full of noise instead of reliable data


I’ve seen it across founders, sales leaders, and marketing teams. The problem isn’t effort, it’s the lack of a repeatable, scalable GTM system.
That’s what we build at Growth Today.

Instead of disconnected tools or random campaigns, we design and implement repeatable GTM engines across sales, marketing, and partnerships that…

✅ Enrich and qualify data
✅ Activate inbound leads into real opportunities
✅ Automate outbound prospecting
✅ Keep CRMs clean and reliable
✅ Orchestrate multi-channel campaigns
✅ Make BDR teams more effective or fully replace them
✅ Align marketing + partnerships with sales for compounding growth

Recent wins:

 → Built a clean, automated CRM that doubled conversion rates
 → Launched a content-driven demand gen engine that 3x’d inbound lead quality
 → Systematized partner outreach → pipeline from alliances grew 40% in 6 months

Growth doesn’t come from more outreach or more tools.
It comes from building the right system once and scaling it.
If you’re a B2B founder or revenue leader serious about building predictable pipeline, let’s connect.

Book your call: https://calendly.com/growth-today/intro-meeting

Brigitta Ruha

You can have the best product in the world…

But without GTM

Nobody sees it.
Nobody hears about it.
Nobody gets it.

Because GTM isn’t some launch moment or a slide deck.

It’s the day-to-day clarity around:

who you’re actually talking to,

why they should care right now,

and where your message shows up.

I’ve seen solid products stall simply because that part was fuzzy.

Nothing was wrong with the product.

The path to the buyer just wasn’t clear.

GTM is what turns good work into traction.

Without it, even great products stay invisible.

Some examples:

- A great product, but no clear ICP → everyone’s “a fit,” so no one really is
- No value in messages → buyers don’t care 
- Good messaging, but wrong channel → you’re explaining value where your prospects aren’t paying attention

You can check Rippling, Drift, Gorgias, and many more companies

Your real moat isn’t the product…..

It’s how consistently (!) you can reach the right prospects at the right moment.

Distribution is most important
(on email, on ads, on cold email).

Be #ATOM

Always Be Top Of Mind

Where it makes sense & wherever you can

Co-Founder @Growth Today | We Build Repeatable GTM Engines Across Sales, Marketing & Partnerships 🚀

I launched 12 campaigns before realizing I was doing it backwards

The thing is, I kept starting with tactics when I should've started with structure

So here's what works when you're building a multi channel GTM campaign…

1. Audience & Triggers 

Figure out who you're talking to and when they're paying attention. 

2. Messaging Angles 

Write the story that stops them mid scroll. They need to relate with your message

3. Channel Mix 

Meet buyers where they usually hang out. 
LinkedIn + email + ads only work if your audience is there

4. Execution Rhythm 

Map the timing so it feels natural, not like you're screaming into every channel at once 👀

5. Impact Review 

Look at what worked and what flopped, coz that’s the point where you learn and get better

Pretty basic but make big changes in your campaign results

I made this cheatsheet so you don't have to learn it the hard way like I did 👇

Btw, do you plan campaigns step-by-step or just dive in?

Does your LinkedIn outreach feel like a never ending juggling act?

You’ve got Slack, Clay, Instantly, and a bunch of other tools running, but they don’t always play nice together. 😅

It’s easy to feel like you’re constantly switching between apps, trying to keep everything in sync 

But the reality is, you're losing time and missing opportunities in the process.

Now, with all these integrations working together seamlessly, everything just clicks.

Aimfox has my back.

No more headaches from jumping between platforms.

When everything works together, it’s like a smooth-running operation. 

I can focus on what I do best 

building real connections instead of battling with tech. And honestly, that feels like a superpower. 😎

When I started doing outbound, I thought more leads would bring better results

I'd export massive lists, send countless emails, and wait for replies

Most of the time, it never worked

Then I learned the hard way that I had to reach out to the right people instead of more people

I was spending hours every week chasing leads that were never going to convert

Had to change that, so I stopped obsessing over quantity and started caring about data quality

- Accurate emails 
- Verified contact info
- Actual decision makers

Started building a workflow around tools that actually delivered clean data.

Prospeo.io helped me with better email finding, and I could finally focus on leads that actually mattered..

That one modification changed my entire approach to outbound

So, if you're still in the guessing phase, I totally get it.

I was there too…. for way too long. 😅

But once you experience what it's like to work with quality data, there's no going back

Your outreach gets sharper, and your replies get better

P.S. If your lead list feels overwhelming or your bounce rate is increasing,it might be time to rethink your data sources. just saying. 😉

I replied to only 1 out of 50 personalized messages I got last month

You know why that one message was different?

It was talking about the problem I actually had.

the other 49? same tired playbook:

- loved your recent post!
- saw you're hiring!
- big fan of your work!

I know these messages took effort.

Someone looked at my profile.
someone tried to find a hook.
someone hit send hoping for a reply.

But effort doesn’t create relevance

and that's the reason why most outreach falls apart

Dropping my name or mentioning my company isn't personalization

Real personalization comes when someone shows they understand the real problem

Not just surface-level stuff anyone could find in 10 seconds.

👇 peep the graphic for 11 messages that feel personal but really aren't

The fix is better questions

→ what problem might they actually have right now?
→ how could I genuinely help?

answer those first. then hit send 😉

p.s. if you wouldn't reply to your own message, your prospect won't either.

Every B2B deal has 6 people you need to win over

Have you been in a situation when:

The Champion is excited, pushing it internally, everything's moving... and then it just dies. 😅

Happened to me too many times before I figured it out

I was only talking to The Champion

But while they were selling for me, there were 5 other people I completely missed:

So I started mapping out who's who in every deal.

Added those 6 people on visuals

Once I started paying attention, deals became way less confusing.

I could anticipate objections and address the right concerns for each person.

Because you're not selling to one person, you're navigating a whole committee.

We used to start every day putting out fires.

Slack pinging, campaigns underperforming, and by 6 PM, we'd wonder:

"wait, what did we actually do today?" 😅

So we built a simple morning routine

90 minutes, same time every day.

Review the important things → decide what to fix → tell the team what to do.

That's it.

This is what we check:

→ pipeline health
→ outbound performance
→ ICP drift (are we still talking to the right people?)
→ buying signals (who's ready to talk now?)
→ sequence copy
→ meeting quality (are we booking real opportunities?)

Then we pick the top 5 things that worked today.

and we tell the team in one Slack message.

done.

It's not perfect, but it keeps us from drowning in reactive work.

Is your morning routine anything similar? 😀

Got a BDR team but struggling to get results from cold calling? Here’s the situation:

- No dedicated resources to cold call
- BDRs haven’t cold-called yet and AEs are swamped
- Already cold calling, but can't systematize because RevOps is overloaded

We help by running automated outbound for BDR teams while also focusing on Tier 1 accounts with personalized messaging.

Here’s how we do it with Growth Today:

→ We pull audiences from all GTM initiatives:

     - Handraisers 🙋‍♂️, leads who responded but didn’t convert, app installs,        dead leads, cold audiences

→ Auto-generate tasks for BDRs:

   - Programmatic leads → Our BDRs cold call
   - Tier 1 accounts → Your BDRs cold call

→ We integrate with SDRs to optimize the process and drive enterprise deals

Here’s how we set it up:

→ Sync Instantly data to HubSpot (or Salesloft/Outreach for Tier 1)
→ Pull data from HubSpot/SFDC, enrich with Clay
→ Maximize phone numbers with services like Forager, Prospeo.io and                  LeadMagic
→ Update/Create contacts with fresh data
→ Push contacts to Orum 🥇 to automate cold calling

And the best part :

We summarize everything into a cold call opener, so your BDRs don’t need to read through 50 fields.

Next post: I’ll share cold call opener results ...hit 🔔 on my profile for updates.

P.S.:

If your BDRs need support or you want to systematize cold calling for Tier 1 accounts, DM me!

Your best email insights aren’t in your CRM, they’re in your prospect’s context

I have seen few teams personalizing with whatever data is easiest to grab

Titles, Locations… maybe a LinkedIn mention if they’re feeling fancy. 😅

But the best way is to look beyond the fields in your CRM

The tiny clues that tell you:

“Hey, this person might actually care about what you’re saying.”

We pulled together 10 relevance cues you can use today, including:

- Role pains
- Timing triggers
- Intent signals
- Tech gaps
- micro-segments
- human insight

All the good stuff you wish your CRM captured.

None of this is hard

Start with one signal.

Test it.

See how people respond when the email finally feels like it was written for them, not at them.

And if you already personalize this way, I’d love to hear what signals work best for you. 🙋🏻‍♀️

SaaS companies don’t buy the way we think they do.

(probably you already know this)

You email one person. They like it…. They even agree with it. But they’re not the ones deciding 😅 

Or they need to check with someone else. Or they forward it internally…

…and then it gets passed around internally.

SaaS decisions usually involve more than one person.

Those decisions usually live across teams.

Different people, different priorities.

Founders look at the big picture. Sales looks at the pipeline. RevOps cares about process. 

Tech worries about scalability, products, the roadmap, yada yada.

Everyone’s looking at the same challenge. Just from a different angle. 👀 

This is where a lot of GTM motions stop making sense.

When everything is aimed at one person, and we wait for a yes, we’re oversimplifying how SaaS actually buys.

What changed for me was thinking through:

Who else is involved? Who else influences the decision? Who else also needs to feel confident before anything moves?

That’s also why tools like saasyDB are useful in practice.

You can get the whole buying committee from a very accurate and simple Saas database

& loop them pre or post-sales as you’d like!

One company + whole buying committee = for 1 credit 💪 

If you haven’t tried out SassyDB and you’re targeting SaaS, do it. super easy to use and accurate, fresh database 🥁 ✌

taplio

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taplio

The Battle

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Brigitta Ruha

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