Bill Stathopoulos

Founder

👋 I'm Bill, and here's my story:

1. Building SalesCaptain, an Outbound & AI GTM agency for B2B SaaS to $3M+ ARR, while being a digital nomad for 4 years.
2. Authored a book - "Cold Email Secrets"
3. Scaled a Growth Marketing Agency to $1M ARR at the age of 28. Grew the team from 7 to 25+ employees in 3 years. Closed clients like Nestle, Revolut, GE, and the Singapore Airport.
4. Helped multiple startups go from zero to $5M+ revenue in 18 months since 2015
5. Trained 2,500+ Growth Marketers in the last 5 years
6. Built the speakers lineup for Ad World, with 50k+ attendees and 100+ speakers, making it the largest advertising conference in the world
7. Interviewed Seth Godin, Scott Galloway, Arianna Huffington, Rory Sutherland, the CMO of Samsung, the CMO of Hubspot, and 30+ world-class Marketing executives.
8. Published the book “Cold Email Secrets”, the bible of modern Outbound & GTM. 
9. Named “Top Lead Generation Voice” on LinkedIn in 2024
10. Became the Clay Club Host in London, leading a team of 15+ GTM Engineers

What you'll get working with me:
🧲 Your Go-To-Market (aka GTM) Strategy
🏀 Optimize your Marketing channels; make the most of your budget
🏆 Build systems for User Acquisition, Activation, Retention, and Revenue

Peace, love & growth ✌️

Bill

Co-Founder

We build and scale Outbound Sales systems that include multi-channel prospecting, lead response, and our cutting-edge processes to help you build your business.

Most people who call themselves GTM engineers won’t last the next 12 months!

That’s exactly why we built the SalesCaptain AI GTM Coaching Program.
For the next cohort, we’re opening one scholarship seat.
One person gets full access for free.
 
The market is already separating surface-level skill from real capability.

Knowing one or two tools does not carry a team anymore.
Budgets tighten, channels and tools change fast and last year’s plays are expired.
 
Running GTM now requires command of the full motion.
From data to message to campaign to pipeline. And from first signal to booked meeting.
 
The program runs for 8 weeks and I teach it myself.

We work through:
* Outbound structure
* Clay list building
* Campaign setup and copy
* GTM systems and infrastructure
* Operating as a GTM engineer inside a real team
 
We have weekly live sessions, a private Slack channel and all recordings included.
The scholarship gives full access to all of this.
 
To apply 👇 
Comment GTM and repost this post.

 
We’ll announce the selected participant at the beginning of December.
 
We’re training the next top 5% of GTM engineers.
This scholarship makes space for one more.

The program's link is in the 1st comment.
#aigtm #scholarship #gtmengineer #clay

CEO, SalesCaptain | Clay London Club Lead 👑 | Top lemlist Partner 📬 | Investor | GTM Advisor for $10M+ B2B SaaS

We walked into a time machine and saw what GTM looks like in 2028.
That’s what Clay Club Paris felt like.

After talking with Varun Anand (Clay), Charles Tenot (lemlist), Frank Sondors 🥓 (Salesforge.ai 🔥) and other operators in the room, the pattern were obvious.

The strongest teams aren’t arguing about tactics or tools anymore.
They’re redesigning their GTM in 2026 around these 5 values:

1️⃣ SYSTEM DESIGN
The strongest teams build GTM as one connected system. CRM, enrichment, outbound and reporting move as one. If people are still moving data manually between tools, no matter what you do, this setup won’t scale.

2️⃣ ACCOUNT STRATEGY
The best teams spend more time deciding who not to target than rewriting copy. Insisting on volume is nothing but a way of hiding weak targeting.

3️⃣ DATA
Pipeline quality depends on your data quality. 
Find unique data sources that will set you apart. Make sure your Outbound decisions are not relying on opinions, they must rely on signals.

4️⃣ PEOPLE & PARTNERS
- Great hires think in workflows, not tasks, they design how leads, data, and decisions flow across the team.
- The strongest partners run their own product in production (example: Clay). If they don’t trust it for their own GTM, they won’t make yours better.

5️⃣ COMMUNITY
A few hours in the right room replaces months of trial and error (that's why events like Clay Club matter). 
Make sure you invest in attending/organizing the right events and talking to real operators. If people travel to be there, you know that room matters.

If you want to build GTM the way the strongest teams do, tomorrow I’m sitting down with Davide Grieco, Clay’s Head of Growth.

We’ll walk you through how Clay (a $3B+ company) runs its own GTM internally. 
Prepare your questions, we're revealing everything.
Here's the link: https://lnkd.in/egmdt3uy

P.S. A Paris trip isn’t complete without a stop at lemlist. That team is exemplary of these GTM values.
Later, Julia Guenier told me the visit landed with them, and the energy after it was 🔥. That meant a lot :))

A $30M SaaS CEO confirmed something to me that most GTM teams don’t want to hear:
AI isn’t making sales faster.

Last week in Bucharest, I spent an hour with Charles Tenot, CEO of lemlist.
Talking about the uncomfortable parts of building a real SaaS company.

What became obvious fast to both of us was this 👇 

Growth almost never stalls because of the market.
It stalls because companies stop building for customers.

Lemlist didn’t hit a wall because demand disappeared.
 They hit it because too much energy went into fixing systems,
and not enough into shipping things users cared about.

Charles walked me through a few decisions most teams won’t touch, but for Lemlist they changed everything:

- They killed SEO even though it worked.
- They stopped writing content they wouldn’t read themselves.
- They rebuilt the team around product velocity, not headcount.
- They treated brand like an asset, not a channel.
- They accepted the truth about AI: it looks better in RevOps than in real sales workflows.

In his words:
“AI looks great in operations. Sales barely uses it.”

And that gap explains most “AI transformation” failures.
We’re building software for teams that design workflows…
Not for the people who actually run them.
Until AI lives inside the rep’s day, not just inside the dashboards,
productivity will stay flat.

We also went deep on:
– Why traffic lies
– Why attribution rarely tells the truth
– Why dashboards don’t create leverage
– Why outbound is shifting from volume to precision
– And why CEOs shouldn’t fix problems, they should clarify them

This was a founder conversation about what breaks, and what actually fixes it. And I really appreciate his openness and honesty.

If you’re building SaaS, leading GTM, or trying to grow without getting lost… believe me, you’ll see yourself in this!

Full interview is live: https://lnkd.in/eznRgyTr

#lemlist #aiinsales

Last night we brought together 20+ GTM leaders for a private dinner in Bucharest 🇷🇴  on the sidelines of Tekpon AI Summit.

Lately, I’ve started making these small, private dinners a regular thing.
It’s my way of being focused on real conversations with the people running GTM every day, and staying close to the actual operators, about what’s working and what’s breaking and what they're doing next.

Here are some key points from the conversations we had:

- AI is forcing org design changes. GTM teams are getting leaner, more cross-functional, and structured to ship faster (not just operate faster).

- Outbound in commoditized markets needs more than volume, strong positioning and localization are becoming (the) real differentiators.

- Scaling product-market-fit isn’t one playbook. Early-stage teams need speed and a sharp narrative. Later-stage teams are solving for specialization, structure, and focus.

I love these insights because they come from unscripted conversations between people actually building.

Next dinner is in London on Dec 2.

Thanks to everyone who joined the table 💚 
Frank Sondors 🥓, Mike Korba, Ciprian Vlad, Cristian Dina, Robert Jackson Batiste Pasquet, Ignacio Villanueva Martin, Catalin Gealapu, Robert Strobl, Marijana Gligoric, Osman Koc, Hai Ta, Abdul Mukati, Alina Mitrica, Alina Ionciu, Dan Tabaran, Elizaveta Chugunova, Mihai Vinatoru, Fulvio Covone, Tommaso Fè and of course Theo Kanellopoulos.

Apologies if I missed anyone, let me know in the comments.

#gtm #dinner

95% of go-to-market teams are drowning in data,
and 0% know what to do with it!
 
That’s the brutal gap we uncovered yesterday in our live session with Davide Grieco (Head of Growth at Clay).

I will get straight to it.

Here are 6 things the most advanced teams are doing (and you should be copying in 2026):
 
1️⃣ Leads → pipeline, only when routed intelligently.

Webinar signups, demo requests, product usage...all of it lands in Slack or your CRM. But without prioritization, reps don’t know where to focus, and leads go cold. 
Top teams auto-score and route leads based on fit, behavior, and deal potential, so sales only acts when it matters.

2️⃣ Intent doesn't always trigger action.

A single website visit doesn’t trigger a sequence. Clay’s team proved that orchestration only works when fit + behavior + value are layered before making a move.
 
3️⃣ The 3-dimensional scoring system.

Leading teams score every account across these 3 core dimensions👇 

1. Account Fit Score: Tech stack, GTM motion, sales team size.
2. Engagement Score: Product usage, events, LinkedIn activity.
3. Contract Potential: Will this account be worth $5K or $500K?
 
4️⃣ Every account gets routed into one of these 4 tiers:

- Low fit, low engagement → Ignore or self-serve.
- High fit, low engagement → Educate & warm up.
- Low fit, high engagement → Monitor with product nudges.
- High fit, high engagement → Full GTM firepower: sales + ads + content.
 
5️⃣ Go-to-market teams are in sync

Sales, Marketing, and RevOps work off the same live dashboards (powered by Clay) where scores, tiers, and signals update in real time.
 
6️⃣ Everything maps back to revenue.

Every live stream, post, and paid ad is tracked, not just by clicks, but by which ICP accounts engaged. Engagement score goes up → campaign triggers fire → pipeline grows.
 
Is this just another GTM framework? ❌ 
No, This is what Clay, a $100M ARR company (with a $3.1B+ value) is doing internally, and it’s working.

I'm sharing the full slides from the session, because I believe every GTM team should have this playbook!

Comment SLIDES and I’ll DM you the full deck.
+ Link to the full webinar video in the first comment.

LFG🔥

We built a predictive outbound engine for a $35M SaaS that finds buyers before they raise their hand. 
This changed their pipeline forever.

Before, this is how Outbound worked 👇 

You would scrape lists, launch cold emails, and hope someone was “in market.” 
Most replies--> Not interested/Wrong timing/ Or worse-no reply at all.

Now, our process changed that model.

Here’s how we do it:

1️⃣ Step 1: Start with intent

We use Propensity, Bombora and Warmly, to track which companies are researching relevant topics.
No more industry limits, we open the filters wide to spot interest across every sector.

💡 Optional: Add a growth filter if you want to get even tighter, but the main thing is finding those “hidden” buyers.

Output: A live list of companies already searching for solutions you offer. These are not cold leads, they are future buyers you catch before the market does.

2️⃣ Step 2: Enrich and qualify, fast.

Now we drop those accounts into Clay or BetterContact

We pull:

→ Company size, revenue, funding, HQ
→ Who they’re hiring (remote, distributed roles)
→ Decision-makers in HR, Ops, IT, Finance (or whatever is relevant)
→ Fresh news: funding, layoffs, partnerships, expansions...etc

Every bit of context shapes your outreach (No more “saw you have a dog” lines. Each message hits real pain points, in real time.

The result?

A pipeline full of warm accounts, primed for outbound. 
Each one shows real signals.

The best part: These leads convert. 
We see up to 4-5% positive reply rates, and half of those turn into booked calls.

Outbound is about building systems that spot real buying intent, enrich every record, and make every touch count.

Want to see how this works for your team? DM me or drop a comment below and I’ll show you our workflow.

#outbound #saas #b2b #workflow #clay

Most outbound problems start in the same place: 
You’re talking to the wrong people.

I see teams rewriting copy 10 times, testing 4 versions of the offer, arguing about subject lines…
and the reply rate is still stuck at 1–2%.

This is not because the email is bad.
It's because the list is.

Here’s the simple way I look at outbound:
→ Targeting: who you’re reaching
→ Messaging: what you’re saying
→ Offer: what you’re proposing
(+ Deliverability and Infra: whether your email even lands)

If the audience is off, nothing else matters.

You can’t “out-copywrite” a bad list.
The only soft KPI I obsess over is positive replies.
(Not replies, POSITIVE replies).

If those aren’t moving, you’re hitting the wrong segment, full stop.

We learned this building campaigns for both early-stage teams and big brands.
- More volume won’t fix it.
- Personalization won’t fix it.
- A clever opener won’t fix it.

Here’s what actually works:
→ Pull real data from your CRM before you guess anything
→ Build a list around pain, not job titles
→ Use Clay to enrich and filter, don’t just scrape everything that moves
→ Test in small batches (50–100) before scaling
→ Watch for buying signals, not vanity signals
→ Protect your domains

When you get the audience right, everything downstream gets easier.
Your message lands.
Your offer makes sense.
Deliverability improves because people actually respond.

Curious: what’s the targeting mistake you see most often?

#targeting #leadgen #deliverability #gtm #outbound

Just because you can see a signal doesn’t mean you should use it in your outreach.

In the webinar we had with Frank Sondors 🥓 from Salesforge 🔥, we talked about one of the easiest ways teams break intent-based campaigns:
 
They take the signal…
and put it straight into the first line of the email.
 
“Hey, I saw you joined this webinar.”
“Hey, I noticed you liked that post.”
 
Good signal + bad experience = dead reply rate.
 
I shared what I call the Underwear Rule:

You can have deep visibility on a prospect, but you don’t have to mention everything you know.

Here’s how to use signals properly (and actually increase replies):

1. Use the signal to pick the right audience

Signals tell you who’s worth contacting, not what to write.
Examples: webinar topic, pricing page visit, post engagement, job change.

2. Write the message around the problem, not the signal

Don’t say “I saw you…”
Instead, talk about the challenge the signal points to.
That’s where relevance comes from.

3. Keep the opener clean

Lead with an idea, question, or observation, not creepy surveillance.
Your first line sets the tone.

4. Use the signal to choose the CTA

Hot signal: ask about timing.
Warm signal: ask about priority.
Cold-ish signal: ask about relevance.

5. Let the signal guide your segmentation, not your copy

Signals = filters.
Your copy = insight.
That’s the whole game.

I would love to know which signal would win "The most useful" award in your outbound this year?

#intent #intentsignals

A $3.1 Billion company is not built only on features.
The secret sauce is in how teams move.

Clay didn’t become the giant it now is only by shipping better software.
They did by rewriting how a GTM company is designed.

I saw it up close.

I remember in March 2024 we were running webinars teaching teams how to use Clay.
Back then, most had heard of it.
But very few knew how to build systems with it.

Since then, as SalesCaptain we’ve touched Clay from every angle:
• Webinars, events and Clay Clubs
• Running Clay workflows inside 60+ real teams
• Building and sharing Clay tables that went viral on LinkedIn
• Being recognized as a Clay Solutions Partner
• Watching our team build tables from mid-air paraglides and under the Great Pyramid of Giza as part of the Clay World Record
...etc

And here’s what I want to highlight 👇 

The most impressive thing about Clay was never just the product.
It was the operating system behind it.

Clay doesn’t run like your typical SaaS company.
It runs like a studio.
Builders, operators, community, partners…
All working in public.
All sharing what actually works.
All treating GTM as a craft, or an art.

Examples from inside Clay:
👉 Marketing, Growth and Sales don’t “align”, they operate as one system.
👉Accounts don’t move by MQL stages, they move by behavior.
👉Teams aren’t built around channels, but around buyer movement.

Notice anything?

GTM in Clay is not a department.
It is company design.

On December 9, Davide Grieco (Head of Growth at Clay) and I are going live and revealing EVERYTHING.

We’ll walk through:
• How Clay designs teams around the buyer journey
• How growth connects sales and marketing in practice
• How decisions run on signals
• How execution scales without adding layers
• How the same operating model runs inside SalesCaptain and across every team we work with.

If you’re still trying to “optimize” your GTM,
Time to wake up!
Your competitors are redesigning their companies around it.

Tuesday, December 9: https://lnkd.in/egmdt3uy

(Picture from the latest Clay Club in Paris with Varun Anand Co-Founder of Clay, Charles Tenot CEO of lemlist, and Frank Sondors 🥓 CEO Salesforge.ai 🔥)

The 30+ Clay workflows we rely on going into 2026.

Yesterday we had an amazing webinar with Frank Sondors 🥓 from Salesforge 🔥, where we walked through the top Clay and GTM workflows going into 2026.

Here's a quick recap since many asked for a breakdown 👇 

- The old B2B GTM game of add reps, push more emails, hope for pipeline is breaking down. AI is everywhere and channels are flooded. 
Getting the right attention is hard and costs keep climbing. 

Here’s how we are facing this:

→ Clay became our GTM data warehouse. We plugged in 150+ sources: intent, CRM, hiring, events, social, you name it. 

→ We split outreach into 3 layers: 
1️⃣ AI Outbound for hyper-personalized reach at scale (50+ signals, real data enrichment, real prospect pain points). 

2️⃣ Intent-Based Audiences for targeting people who show the right buying signals (hiring, visiting our site, mentioning us, attending events). 

3️⃣ Inbound-Led Outbound for those already aware and engaged with our brand (catching the warm leads before they go cold). 

→ Every workflow runs off real-time triggers. New CMO hire/Product launch/ Company raises a round...etc, they get a message they’ll actually want to open. 

→ A small team of 5-6 reps built enough pipeline to keep pace with teams of 50. (Yes, really, ask Frank Sondors 🥓) 

→ We ran event workflows for speaking gigs, sent local cues in cold outreach, and mapped out who in our ICP was moving jobs.

→ Before, we relied on “more hands.” Now, it’s “more brains”. This means automation, data, signals, and speed, all working together through workflows that talk to each other. 

The truth is, traditional outbound is not coming back (you need to let go).

GTM needs to evolve, and the systems behind it are now the biggest advantage. 

The full slide deck from the webinar is ready for anyone who wants a closer look. Drop “CLAY” below if you want it. 

#clayworkflows #gtm #webinar

On 9 Dec, you’ll see exactly how Clay uses Clay to run its own GTM motion.
(And how that’s shaping everything we build for 2026.)

Yes, we are unveiling the system we operate on daily.

Because if I opened your CRM right now, could you show me the 20 accounts you’d bet your quarter on?

And i'm not talking about the logos, or leads that “feel hot.”
But the ones that actually matter right now, who fit, who are in market, have money and will move.

That’s the standard Clay runs on internally.

Every account is scored by what we call at SalesCaptain, "The GTM Rule of 3"
1. Fit: Who actually matters
2. Behavior: Who’s active, showing intent
3. PCV: Where the deal value sits

High Fit, High Behavior, High PCV --> Sales moves.
Low Fit, Low Behavior --> CRM automation takes over.
This ensures marketing and sales don’t argue about stages, instead, they move accounts.

This is the model we’re using internally at SalesCaptain.
And it’s the same framework we implement across companies building high-efficiency GTM engines.

On Dec 9, Davide Grieco and I will walk you through:

• How GTM is shifting from channel-first to signal-first
• The matrix Clay uses to map every account to TOFU, MOFU, BOFU
• What real account prioritization looks like using data + AI
• The workflows teams should build going into 2026
• Case studies from Clay and SalesCaptain teams in the field

You’ll leave with a working model for how to run GTM in 2026.

You don't want to miss this.
More details and link in comments.

JSESSIONID

li_at

Sales Navigator

90% of teams using AI personalization are fooling themselves.

Why?

Because a like is not demand.
And a comment is not intent.

We both know most prospects give you NOTHING to personalize.
No posts, opinions or any real signal.
Just a job title and a logo.
(Scroll LinkedIn  and you’ll see it.)

So what happens?
You scrape a name.
Grab a company.
Dump it into a prompt.
AI spits out something that looks personal.

But where’s the connection?
Nowhere.

Then comes the big mistake:
Someone liked a post.
So you assume interest.

❌ Wrong.

That person might be bored.
Half-asleep on a train.
Doomscrolling before a meeting.
Nothing about that means they want to buy.

Activity is not intent.

AI can’t create demand out of thin air.
So you end up sending “custom” messages that are all the same
except for the first name, and calling it personalization.

Here’s how we actually run it at SalesCaptain (and how you should too):

1. AI filters by company, role, and pattern
2. Write by segment, not fantasy personas
3. Use variables for real context
4. Keep the voice human

If your personalization starts and ends with a prompt, it’s not personalization.
It’s a fancy automation with better grammar.

P.S. The photo below is from a special interview with a CEO of a $30M ARR SaaS. It drops soon. Stay tuned. 😉

#aipresonalization #gtm

🔥 The lead scoring blueprint you wish you had 3 quarters ago.
Built on Clay’s internal prioritization model,
and it’s the same system we apply internally at SalesCaptain and with our clients.

At SalesCaptain, we work with go-to-market teams across industries. 
And this prioritization matrix consistently drives impact.

Why? Because it aligns sales, marketing, and growth around the ONLY two questions that matter:
1. Is this account the right fit?
2. Are they showing meaningful engagement right now?

We walked through this in our recent webinar with Clay, where we shared a practical 2x2 matrix that drives everything from outbound plays to PLG routing to paid campaigns.

👉 If you only update one thing in your GTM motion for 2026, make it this.

Here is how the "2026 GTM Prioritization Matrix" works

✅ Account Fit Score
We look at indicators like:
- B2B vs B2C
- GTM motion (PLG + SLG)
- Stack: Salesforce, HubSpot, Snowflake, Clay...etc.
- ICP signals: size, vertical, hiring patterns
- Similarity to past closed-won accounts
➡️ This tells us if this account worth pursuing at all?

✅ Engagement Score
We track behaviors like:
- Pricing page visits
- LinkedIn engagement
- Webinar attendance
- Product activation
- Positive replies to outbound
➡️ This tells us: are they leaning in, right now?

Then we tier every account accordingly:

🟥 Tier 4: De-prioritize
→ Low fit, low engagement
→ No sales effort. Light nurture via PLG motion

🟦 Tier 3: Opportunistic Sales
→ High engagement, low fit
→ Route to PLG. Sales steps in only when signals are strong

🟨 Tier 2: Marketing Nurture
→ High fit, low engagement
→ Warm up with content, events, and thought leadership

🟩 Tier 1: Target Accounts
→ High fit, high engagement
→ AE multi-threading, dinners, BOFU ads, the full pipeline play

This matrix now powers every core GTM workflow we run:
* Clay-based scoring + tiering
* CRM enrichment
* Real-time Slack alerts
* Tier-specific outbound messaging
* Dynamic paid campaigns
* Internal dashboards
* Client workflows

No matter if you’re running outbound, PLG, ABM (or all of the above) this system adapts and scales.

We’ve deployed versions of it for category leaders, high-velocity startups, and bootstrapped teams.
It works, it scales, and it gets your entire GTM speaking the same language.

These strategies separate good GTM from elite GTM.
Save this post and share it with your team.

Your job title is killing your outbound.

One of the strangest patterns we are seeing in Outbound:
Teams do everything right. They have:
→ strong offer
→ clean data
→ good workflows
→ optimized profiles
…but their acceptance rate still tanks.

Why?
Because the outreach is coming from someone with “Sales” in their title.

People don’t want to talk to:
❌ BDRs
❌ SDRs
❌ Account Executives

They want to talk to the person behind the thinking.
In LinkedIn lingo: a thought leader.

Here’s what actually works 👇 

1️⃣ Run outreach from leadership profiles
CMO, CEO, COO...etc anyone whose title naturally signals expertise and decision-making.
Even if they’re not the ones pressing “send,” their profile creates trust and gets conversations started.

2️⃣ Keep your sales titles out of the front line
You can still route replies to your reps.
Just don’t let a “BDR” title be the first thing a prospect sees.

3️⃣ Treat LinkedIn profiles like landing pages
Your headline and top section shape acceptance rates more than the copy inside your message. Read that again.

4️⃣ Apply this to both email AND LinkedIn
Email inboxes filter by sender name.
LinkedIn surfaces your title immediately.
In both cases, the wrong title can lower your engagement rate.

If you’re not getting responses, don’t jump to rewrite your sequence.
First check whose name is sending it.
Let me know if you faced a similar issue, or if you have any questions drop them below.

#outbound #bdr #sdr #linkedin

What can your SDR actually produce in 5 minutes?
I ask every team the same question.

For most reps, the answer is:
Almost nothing… because the workflow is full of friction.

Those 5 minutes usually disappear into admin work:
CRM checks, fixing fields, searching for contacts, bouncing between tools, rewriting the same intro line.

And there's nothing I love more than removing friction!
Then, 5 minutes becomes a surprisingly productive unit.

Here’s what a “5-Minute SDR Workflow” looks like in the systems we build at SalesCaptain:

Minute 1:
Open LinkedIn → Identify a new contact → Add + enrich instantly
(When it comes to EU, we use Surfe here to pull enriched data + correct fields)

Minute 2:
Auto-sync to CRM → fields mapped, company matched, no duplicates

Minute 3:
Check job-change alerts → Does this person recently move roles?
If yes → add to a “new role” micro-segment (high intent)

Minute 4:
Add contact to correct sequence based on tier:
Tier 1 → personalized multichannel
Tier 2 → semi-automated
Tier 3 → automated

Minute 5:
Add one line of personalization using ICP pain points → send first touch

One rep.
Five minutes.
One fully activated contact, correctly enriched, correctly segmented, correctly sequenced.
If that’s not real output, I don't know what is!
 
For Outbound to work best, automate/compress everything that slows reps down.
Once you remove the admin, every 5 minutes becomes meaningful.


I'm adding a link here if you want to try Surfe for free: https://bit.ly/4rygOiB

The 5 Min SDR Workflow

You can delegate campaigns, but never delegate knowing what works.

In the early days as a founder, you are the sales team
You are the product manager
You are marketing
There is no other way. You need to see every reply, feel every objection, and spot every pattern in the feedback.

You learn fast when you run outreach, write copy, and jump on calls yourself. 
You see what channels drive real conversations. 
You hear what features make people say yes. 
You know what gets ignored.

That is not busywork. That is the job! 
You build your playbook from the inside out.

But as the company grows, your time gets pulled in new directions. 
Team building, hiring, culture, leadership...etc.
Suddenly, running every campaign yourself is not the highest ROI. 
You have to let go of the day-to-day.

Here’s what you need to remember: stepping back does not mean stepping away.

You can hand over the outbound engine, you can hire a marketing lead. But you cannot lose the pulse. 
The moment you stop knowing what messaging lands, which channels convert, or what customers want, your edge is gone.

Your business only stays alive if you keep the connection, which means:

→ Staying close to your team’s feedback
→ Reviewing campaign results together
→ Jumping into customer calls when needed
→ Tweaking strategy based on what is working now

You move from solo operator to team captain, but the market never stops moving, so you cannot stop listening.

I have lived this at every stage-agency, SaaS, conference, outbound, you name it. The founders who win are the ones who keep learning, even when they delegate.

When do you think is the right moment to let go? I would love to know how you did it.
#founder #gtm #saas #startup #outbound

I’m giving away a full outbound system-built for you, free.
In partnership with ZenABM and HeyReach.io

Signal-led outbound, (according to Kyle Poyar), is the #2 bet for marketers in 2026.

Yet many teams fail to apply it!
And it's not because they lack tools,
but because they lack the GTM engineering power to connect them.

You can spend thousands on “deals” this Black Friday.
But without a connected, intent-driven process, you’ll still have no pipeline.

That's why we decided to give away something better than any discount code.

A fully done-for-you Intent-Led Outbound Operation.

Built for you
End-to-end
Free.

Here’s how we will do it 👇 

→ ZenABM (free): capture high-intent accounts from your LinkedIn ads
→ Clay (done-for-you): auto-prospect the right ICPs inside those hot accounts
→ SalesCaptain (done-for-you): write and build winning LinkedIn + email sequences
→ Outbound setup (free): launch Smartlead + HeyReach.io campaigns
👇
You start booking meetings in weeks.

If it works (and it will), you keep the tools at a 20% discount.
If not? No commitment.

I honestly think this is a deal of a lifetime 🔥 

Slots are limited and open until December 5th.

First come, first served.
If you want in, the link is below in the comments.  

#outbound #signalled #free

Founders are searching for a stamp that doesn’t exist.

My cousin is an orthodontist.
She went to uni, did her master’s, got her accreditation, and now has a paper that literally says:
“You’re good enough.”

From that moment on, 90% of what she’ll face in her career, she’s trained for.

Founders don’t get that.

There’s no school, no license, and no moment where someone hands you a certificate saying:
“Congrats, you now know how to hire, fire, sell, market, lead, forecast, do finance, and not lose your mind.”

You just wake up everyday and try not to break the company.

Lately, I’ve been obsessed with two things to stay sane and keep scaling:

1️⃣ Systems for alignment
I’m reading "Measure What Matters" (thanks Theo Kanellopoulos for the recommendation) because as SalesCaptain grows, I can’t be in every room.
So we need to rely more on OKRs not as “productivity hacks”, but as a system to answer:
“How do I make sure people know what matters without me intervening?”

2️⃣ Beliefs for sanity
I’m rereading "The Greatest Salesman in the World", not for new tactics, but actually for reminders:
* You’re a unique creature, stop trying to fit in.
* Approach people with love if you want them to open up.
* Success might be one more bend in the road away. Keep going.

Of course, tools matter and tactics help.

But every founder needs two invisible frameworks:
1. A system to align the team.
2. A belief system to keep the fire burning.

Scott Ward (HabitStack) unpacked this beautifully in our chat.
You can watch the full interview here: https://lnkd.in/eAgHjSrH

Still no stamp. But maybe that’s the point. 😉 

Let’s keep building.🔥

We turned LinkedIn ad clicks into 137 meetings last quarter ($50k ad spend). Here’s the workflow most teams hide from you.

Many run LinkedIn ads and hope for form fills or brand awareness.

At SalesCaptain, we do it differently.

We use LinkedIn ads as intent signals and connect them to outbound-turning every click, view, and impression into booked meetings.

Here’s the exact workflow we run:

1️⃣ Run LinkedIn Ads to a laser-focused ABM list
→ Target only your ICP
→ Promote an educational asset or case study
→ Build trust before outreach even starts

2️⃣ Use ZenABM to spot who engaged
→ Find companies who clicked or viewed (even without a form fill)
→ Get a list of “warm” accounts who already know your name

3️⃣ Enrich and find real contacts in Clay
→ Pull decision-makers and get direct emails
→ Layer in firmographic and intent data
→ Turn anonymous clicks into actionable leads

4️⃣ Personalize your outreach
→ Reference the exact ad or asset they engaged with
→ Use case studies or proof points that match their interest
→ Make every touch feel relevant (not cold)

5️⃣ Launch outbound campaigns
→ Tier 1: Human-led, high-touch for top engagers
→ Tier 2: Automated sequences for the rest
→ Use lemlist or Instantly.ai as well as HeyReach.io for fast, scalable delivery
→ Mention the ad they saw (“Noticed your team checked out our [case study] last week…”)

What happens next?

→ Ad engagement becomes real pipeline
→ SDRs reach out to prospects who are already aware
→ Marketing and sales use the same ABM list
→ No siloed channels, nor wasted spend

This way, LinkedIn Ads became a sales activation channel.

If you want the exact Clay table drop a comment below.

#linkedinads #abm #smartworkflow

Sales and Marketing at CBF Labels

I'm passionate about sharing content & ideas on sales + marketing to help you level up your professional knowledge.

Outside my main role, I've been helping Ecommerce SaaS and AI companies with distribution and promotion.

If you’re looking to advertise to my audience, please send me a message so we can chat further. Thanks!

Jamie Dimond

99% of people get a degree, get a job, then stop learning.

High performers ensure after-hours learning is a habit. They're obsessed with learning and becoming 1% better each day.

I used to waste my lunch breaks while working in finance binge-watching Youtube. My people leader at the time suggested I make a change.

He gave me Ted Talks to watch instead. Later on he assigned me books to read like Carol Dweck "Mindset."

Over the next 2 years I got promoted constantly. 

All the learning changed how I viewed the world. It help me develop EQ instead of IQ. 

Bizarrely, the learning journey also helped me heal from mental illness. 

You don't learn once then earn for the rest of your career. No. Use self-learning to upgrade your career and explode your value.

Am I missing anything?

Credit: Tim Denning ( go follow him )

Working with smart people is great.
But it is not enough.

Because intelligence can solve problems.
But humility and kindness build cultures where problems don’t have to exist in the first place.

Here’s why it matters so much 👇

Kind and humble people:

They make collaboration effortless.
You don’t waste energy defending ideas or egos. 
You build together - faster, cleaner, and with more trust.

They create psychological safety.
When people feel respected, they speak up, share bold ideas, 
and admit mistakes early. 
That’s how teams innovate and grow.

They inspire long-term loyalty.
People don’t leave companies - they leave toxic dynamics. 
Working with grounded, genuine teammates keeps great talent around.

 Ways to practice kindness and humility at work:

Listen more than you talk.
You don’t need to have the loudest voice to have the strongest impact. 
Listening builds connection and earns respect.

Give credit - generously.
Acknowledging others’ work doesn’t diminish your own. 
It multiplies the trust and energy in your team.

Keep learning.
The moment you think you’ve “arrived,” you stop growing. 
Stay curious, stay open, and never let success make you unapproachable.

Kind people build strong teams.
Strong teams create big results.

Credit: Chase Dimond

Most people think social media managers just “post content.”

A nice graphic here, a caption there… and somehow, followers appear.

If only it were that simple.

The truth?
Social media managers are the Swiss army knives of modern marketing.

Behind every single post, there’s:
🧭 Strategy – understanding who you’re talking to and why.
✍️ Copywriting – turning thoughts into emotions that move people.
🎨 Design – making ideas visual, memorable, and on-brand.
📊 Analytics – reading the data, not just the comments.
📢 Ads – amplifying what works (and killing what doesn’t).
💬 Community – replying, engaging, connecting human to human.

It’s not just about pressing “publish.”

It’s about building trust, consistency, and brand recall one post at a time.

So the next time someone says “you just post memes all day,” smile, sip your coffee, and remember:
you’re not just managing social media.
You’re managing perception, connection, and growth.

👉 To every social media manager out there keep the brand alive, one post at a time.

Credit: Bind Reka (go follow him)

Once you understand this, you'll never look at logos the same way

Color psychology in marketing leverages the emotional and behavioral impact of colors to influence consumers

shaping perceptions of a brand and driving purchasing decisions

Colors can evoke feelings of trust (blue), energy (red), or health (green), but their meaning can vary by individual experience, culture, and context

Marketers use color strategically in logos, websites, and packaging to build brand recognition, create atmosphere, and promote specific actions, such as impulse buys or calls to action

Credit: Edgar Bitencourt

Don't hire the smartest person.

The best teams I’ve worked in weren’t full of geniuses.

They had good humans. 

People who worked as a team.

They asked good questions, shared credit, supported each other. 

And they never let ego get in the way of progress.

That’s what builds real culture.
And it all starts with who you hire.

(Credit: Dan Mian)

5 Ways To Build A Great Team Culture:

1️⃣ Hire For Character, Not Just Skills
↳ You can teach tools and systems.
↳ But you can’t teach curiosity, humility or drive.

2️⃣ Collaboration > Competition
↳ Reward those who lift others up.
↳ Knowledge hoarding kills momentum.

3️⃣ Growth Mindset 
↳ Encourage people to ask questions.
↳ It’s how teams learn, adapt & get better.

4️⃣ Keep It Light (But Focused)
↳ Great teams don’t take themselves too seriously.
↳ But they take the mission seriously — and they deliver.

5️⃣ Leave Egos At The Door
↳ Be kind, approachable & low-maintenance.
↳ Being easy to work with is an underrated superpower.

Tolerating a toxic employee is the fastest way to break trust and lose your best people.

Culture isn’t built by perks or policies.
It’s built by people.

About 35 million people in the US work from home at least part of their week.

We used to think work could only be done one before the pandemic.

Commutes.
Busy offices.
Never-ending days.

But what we’ve learned is that how we work shapes how we live.

Going back to the office means:

→ rigid hours
→ time lost commuting
→ stressing over traffic
→ less time with loved ones
→ no time to focus on health
→ constant office distractions

On the flip side, remote work means:

→ slow mornings
→ flexible schedules
→ time and money saved
→ better focus and efficiency
→ more time for the ones you love
→ space to focus on your health and wellness

It’s not just about a location, it’s about what we get back.

More energy.
More time.
More life.
More.
More.
More.

Sooner or later, I hope more companies will start offering remote work again.

If a company doesn't want to offer remote—others will happily take their best employees.

Because people want options (whether in-office, hybrid, or fully remote)

So let's be flexible and give people options & choice!

Credit: Dominick Namis

Managers may have status.

But leaders create true impact.

Here is what impactful leadership is not:

- Neglecting professional development and training
- Not acknowledging and actioning feedback
- Micro-managing every single detail
- Avoiding difficult conversations
- Favouring people over others
- Setting unclear expectations
- Taking all the credit
- Ignoring team input
- Being inaccessible
- Resisting change

Impactful leadership is:

- Listening actively
- Taking full responsibility
- Treating everyone equally
- Being friendly and approachable
- Empowering everyone around you
- Having difficult but necessary talks
- Embracing change and adapting fast
- Accepting feedback and taking action on it
- Celebrating achievements no matter what size
- Providing clear guidance, especially in difficult times

The best leaders focus on:

↳ Setting the example
↳ How they make people feel
↳ Bringing the best out of everyone

It’s far more than a title.

Know a leader who’s changed your life?
Tag them below to show them they are appreciated! ⬇️

♻️ Repost this to support the leaders in your network.
Credit:  Chris Donnelly

Uncomfortable truth.. 

Work is NOT a family

A red flag we don't talk about enough? 

🚩 Companies that say "family" when they really mean "team" 

(Especially the big ones) 

I have worked in cultures like this, and I know how toxic it can be

This is a lesson I learned the hard way, but you don't have to

The "work-family" mindset : 

🚫 Blurs the lines between home and work 
Saying "no" feels like a betrayal and creates burnout
 
🚫 Makes feedback feel personal and targeted
This can drive internal divisions and personal attacks 

🚫 Sets unrealistic expectations 
People don't owe anything to the company except what they're paid for 
 

Work is important, but it's not on par with your family 

No matter how collaborative and supportive your team is 

Here's what a healthy workplace looks like:

● There are clear boundaries 
↳ A real work-life balance is nurtured and encouraged 

● Everyone maintains their perspective 
↳ Work comes first in the office, but life comes first outside

● There is a focus on respect, not "love." 
↳ You don't need to be family to trust and support each other 

Your family loves you unconditionally and is your support system 

Your team respects you and works with you toward shared goals 

P.S. Have you been part of a "work-family" culture? 

Credit: Hamza Rauf Khan

The fastest way to learn anything?

Start before you're ready.

Here's what most people do: 

→ Research for months 
→ Plan every detail 
→ Wait for the "perfect" moment 
→ Never actually begin

Meanwhile, the people who succeed are already figuring it out.

You can't learn to swim by reading about water.
You can't learn to code without writing messy code. 
You can't learn to sell without making awkward pitches.

The real education happens when you're doing the work.

Every successful person has this in common: 

→ They started with incomplete knowledge 
→ They learned by making mistakes 
→ They adjusted as they went 
→ They got better through repetition

The market is the best teacher. 

Customers are the best feedback. 

Experience is the best education.

Planning has its place, but action has the power.

Your idea doesn't need to be perfect. 
Your plan doesn't need to be bulletproof. 

Your skills don't need to be complete.
You just need to begin.

The road reveals itself as you walk.

Сredit: Noemi Kis✨

Most of your audience is not ready to buy.

The goal of marketing is that when they are ready to buy, your brand is top of mind.

Credit: Dmurr68 on Twitter/X

And the award for most creative resume goes to...





Credit: Libby Moyer

Marketing is a humbling profession.

Sometimes the idea you’re certain is going to work doesn’t work. Or the idea you know definitely won’t work for some reason does work. Or the thing that used to work stops working. You need to continuously learn, re-learn, and un-learn.

Credit: mkobach on Twitter/X

After two successful exits (Google & Zynga)

you need THIS "Decision Layer" to win deals 👇



What I call "Layer 3"

Let me explain:


1️⃣ Surface Layer (Table Stakes)
→ Company data
→ Basic tech stack
→ Team structure
→ Recent news
→ Public metrics


But this is where most stop.

Because it's easy to automate this research.

If you want your outreach to land?

You need to hit these layers:


2️⃣ Strategic Layer (The Context)
→ Growth vectors
→ Tech architecture
→ Market position
→ Competition map
→ Customer sentiment
→ Investment areas
→ Product roadmap


And how you really stand out?

Layer 3 "Decision Layer" data:

3️⃣ Decision Layer
→ Stakeholder dynamics
→ Internal processes
→ Budget ownership
→ Success metrics
→ Career motivators
→ Risk tolerance
→ Change appetite



👀 The reality in my experience?

95% of sales teams never reach Layer 3.

Because it requires:

→ Systematic thinking
→ Pattern recognition
→ Deep industry knowledge
→ Cross-functional understanding
→ Technical acumen

Most teams are under pressure to deliver.

And can't create the space / resources to hit layer 3.



But...

Those who master all 3 layers?

They don't just sell. They consult.


That’s how you’re seen as a strategic advisor in your deals.

That’s how you up your ACV and your win rate.

Credit: Jeff Chen

Without SEO, your brand is invisible.

This visual says it all:

Without SEO, no one can see your brand.

No one can listen to your message.

And no one will speak about your value.


SEO isn’t just about ranking on Google—it’s about visibility, trust, and communication.
If your ideal audience can’t find you, you don’t exist in their world.

So before you invest in flashy ads or branding, make sure your SEO foundation is solid.

It’s time to let your brand be seen, heard, and talked about!

Credit: SUMANT SINGH

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Jamie Dimond

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The Battle

Bill Stathopoulos

Jamie Dimond

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Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Bill Stathopoulos's LinkedIn Performance

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