Charles Tenot

CEO @lemlist & lempire. I share what I learn as the CEO of a profitable SaaS growing to $40M to $100M+. Follow me to learn from the journey.

I'm a business generalist who loves tech & running high-performing businesses.

Happy to meet Sales professionals
If you're:
- An SDR or Sales Rep
- A Sales Manager, Head of Sales, or Head of Sales Development
- A VP Sales or CRO

And you work at a B2B company between 50 and 1000 employees,

I’d love to connect for 30 minutes to chat about outbound strategy, share ideas, and learn from each other.

Don’t hesitate to drop an email on charles@lempire.co

COO / General Manager

Growing lempire from 20M$ to 100M$ while generating 35%+ EBITDA

lempire products: lemlist, lemwarm, Taplio, Tweet Hunter, lemcal - more to come

Outbound is about to change forever.

Today we’re launching the most important feature we’ve ever built.

It’s called Signals.

And I believe it’s going to become a new industry standard.

Because here’s the truth: 

People don’t hate sales reps.

They hate being interrupted for the wrong reason.

But when timing and targeting are perfect...

Sales doesn’t feel like spam. It feels like help.

It feels like:
→ An expert spotting a problem you missed
→ A guide bringing a solution you didn’t know existed

That’s what we’re making possible with Signals.

It tracks buying intent across your accounts.
Or it finds the right ones for you, automatically.

Right now we detect 3 key intents:
→ Website visits
→ Hiring activity
→ LinkedIn engagement

And we’re adding 4 more in the next few weeks.

This is just the beginning.

Our long-term vision is simple:

Make intent-based outreach insanely simple
And partner with the best data providers for every signal

So now in lemlist you get:
→ 450M lead database
→ Email & phone enrichment (80% / 60% find rate)
→ LinkedIn, email, phone, WhatsApp, soon SMS
→ Deliverability tools built-in
→ AI outbound coach
→ And now... real-time signal tracking

We’re building the most complete outbound platform for small & mid-size teams.

CEO @lemlist & lempire | Building the sales operating system teams actually want to use

Here’s a real outbound email that helped an SDR book a meeting with the CPO of a $40M ARR business (us) 👇

Every line was about us.
→ It referenced a product we just acquired.
→ It made a strong connection between that move... and their product.
Overall, it didn’t feel like outreach. It felt like someone already in the loop.

Here’s why it worked:
→ The SDR shows deep industry expertise.
→ They understood our product roadmap and what matters to US
→ The email is sharp, clear, remaining short but with the right level of details.
→ They wrote the email like a real person, not a bot

No fluff, no gimmicks.

Just sharp thinking and human writing.

Most teams do the opposite:
They automate what should feel handcrafted.
That’s why reply rates are so low.

You can of course have templated micro-campaigns (50-150 leads size) for lower tier leads, but for top tier, you should go 100% human.

This is what the best teams do, they go smaller and deeper:
Fewer prospects.
More relevance.
Higher conversion.

Because ultimately it's better to achieve 10% reply rate on 20 leads (2 meetings) than 0.05% on 2000 (1 meeting)

JSESSIONID

Grow | LinkedIn

li_at

Talks about #tech, #sales, #growth, #startup, and #revenueoperations

CEO @lemlist | Building the sales operating system teams actually want to use

We found a way to boost email deliverability by 40%.
And it's now available to all our users 👇

In 2025, deliverability is the #1 blocker for email outreach.

You can write the best copy in the world...but if your emails land in spam, it’s game over.

At lemlist, we track deliverability data from hundreds of thousands of inboxes. 

We optimize every part of the platform to make sure your emails reach the inbox.

And now we’re rolling out something that makes a big difference.

It's called "ESP matching".

Here’s how it works:

Instead of sending an email from your Gmail account to someone using Outlook (or vice versa)...
lemlist automatically detects your prospect’s email provider

Then sends your email from the best-matching inbox on your domain

Simple change but big impact.

We tested it internally. 
Then our partners tested it across dozens of campaigns
+40% improvement in deliverability

This isn’t a hack, it’s just how email systems work

ESP matching is live now for all lemlist users 😍

"Clay might be the most impressive company of the last 5 years".
I said that to Bill over dinner last week. He asked me why.

There are a few reasons:

1️⃣ Resilience
They struggled for years before the so-called overnight success.
Just like Notion.
This is incredible to see Founders fight for their vision for years to ultimately being proven right.

2️⃣ Customer obsession
From day one, they knew they had something.
But they spent years meeting hundreds of growth people before cracking it.
They ended up with one of the deepest market understandings I’ve seen.
And made the most advanced growth techniques accessible to anyone.

3️⃣ GTM playbook
They turned partners into a growth engine.
Thousands of them, at scale. And they grew with them.
Their GTM model will be studied in business schools.

4️⃣ Category creation
When Gainsight created CX tools...
Clay created GTM Engineers.

5️⃣ Corporate decisions
They already gave a $20M secondary option to employees.
Very cool signal to reward people who committed early.

6️⃣ Brand
This one is more subjective, but I really think they nailed it.
The name, the visual identity.
It all feels fresh, clean, and modern, and it sticks.


---
Really excited to welcome Varun Anand, one of Clay’s co-founder, at our office tomorrow.

He is clearly one of the leading minds on where GTM is heading.

With the amazing Bill Stathopoulos from SalesCaptain, we will be talking GTM trends for 2026.

Join us (link in comments), limited spots

Just landed in Paris from Tekpon AI Summit and in 1 hour, I’m going live with Taplio.

I’ll break down everything I’ve learned growing to 34K followers.

→ How I come up with ideas
→ How I organize my content
→ What drives the most engagement
→ What I’d do differently if I had to start from 0
→ How Taplio actually helps me
→ Even the stuff I don’t do (but probably should)

Already 1000+ signed up.

Why not you?

No alternative text description for this image

Ramp, one of the best outbound teams in the world, just shut down their AI SDR program.

That says a lot about where outbound is going.

In the past, this program was driving up to 30% of their pipeline.

But they mentioned 2 things changed:

1/ New tools came out and made what Ramp had... available to everyone
So the edge disappeared.
More teams doing the same thing = fewer results.
Outbound is continuously evolving which is what makes it interesting and creative.

2/ Their Sales team got really good
Ramp now has 500+ reps who are great at storytelling.
So they moved from machines doing the job... to humans doing it better.

Here’s how I read this 👇

→ Innovation is everything in outbound
The more people use the same playbook, the less it works.

→ Good Sales still beats AI
If your reps are junior or don’t understand the market, AI can help.
But when they’re well trained and sharp... humans win.

→ The future of AI is decentralized
AI won’t run outbound.
Sales won’t run tools.
GTM teams will build simple internal tools powered by AI.
And Sales will fine-tune them and use them (hopefully)

→ Quality > Quantity
Ramp did volume for a while and it worked.
But now they’re going all in on: better targeting, better story, multi-channel.

This has been our vision at lemlist. 
Really exciting to see leading companies with similar findings.

Only 20 sales reps got me to reply in 2 years. Tom Greenwood from Paddle is one of them.

He came to our office and broke down his entire approach on camera.

Tom is an Enterprise BDR at Paddle.

He consistently overachieves his quotas. Every quarter.

I wanted to understand what makes him successful.

Because I get hundreds of cold emails every month.
And I ignore almost all of them.
So I asked him.

Here's what he shared with me:
→ Discipline.
→ Enjoy the process.
→ Monitor results.
→ Multi-channel.
→ Multi threading.
→ Hyper personalization with a human touch.

He shared a fun story where his sound didn't work when recording a batch of video and it actually generated great results.

This illustrates well that in our AI-world, people still buy from people and flaws makes outreach look more human.

Tom recognizes outbound has become harder since he started 2.5 years ago.

But when you are creative and continuously improve you can still be very successful.
You can still source large enterprise deals.

Paddle is a living example, they are now over 100M and one of the leading merchant of record globally.

---

I recorded our full conversation, hope you'll like it.

Now my question for you: 

➡️ Who is the next BDR or Business Development Leader I should invite to Paris?

Tell me and I'll interview them to share more tips on how to be successful in outbound in 2026.

---
By the way, if you want an all in one solution to manage billing, payment processing, revenue recognition, taxes, chargebacks, fraud and more, Paddle is a one stop shop for that.

Reach out to Tom so he can have at least a few inbound leads 🤜 🤛

Last minute plans are always the best.

Paris was not even supposed to be part of Varun Anand's Europe tour for Clay.

Thanks to SalesCaptain and TC9, it was added at the last minute.
And it turned out to be an amazing event, my favorite of 2025.

The energy was 🔥

A room filled with insanely talented GTM engineers building best in class systems to make outbound always more precise and targeted.

Varun said that he believes France has some of the top talents in Growth in the world.

He gave the example of our Growth Twins, Edouard and Louis, who are, he said, building GTM engines for Pigment comparable to what exists at Stripe or OpenAI.

My vision for 2026 is unchanged:

We need to keep improving GTM systems to make Sales more targeted and more valuable for buyers.

Spam is the enemy.

GTM Engineers should focus on building small and very targeted lead lists.

Or even better, focus on scoring and helping sales teams prioritize by giving them tools that make all the context available quickly so they can make better decisions on what to do next.

This is why Clay and lemlist work so well together and why so many customers use both.
→ Clay helps source, score and prioritize leads
 → lemlist helps engage across all channels including email, LinkedIn, phone, WhatsApp and SMS, which maximizes the chances to get buyer attention

Thanks to everyone involved yesterday and to everyone who joined.

--

cc Julia Guenier, Bill Stathopoulos, Jérémy Grandillon, Theo Kanellopoulos, Frank Sondors 🥓 Valentin Wallyn, Pierre-Baptiste Landoin

The real reason we bought Claap is 𝐍𝐎𝐓 because it's an invisible note-taker that fills your CRM automatically... It's much more evil 😈

Context is to AI what fuel is to a car.
Or what records are to a CRM.

No context = useless AI.

When you ask for public info like Einstein's birthday, ChatGPT nails it.

But when you ask:
→ When is this prospect planning to buy?
→ Who's the decision-maker in this account?
→ What competitor am I facing in this deal?

ChatGPT doesn’t know.

Because it wasn’t trained on that kind of private context.

That context lives in:
→ Sales calls and meetings (captured by Claap)
→ Emails and LinkedIn messages (soon captured by Claap)
→ CRM notes and fields (captured via Integrations)

Sure, you could connect all these sources yourself.
But good luck building a data architecture that scales across your entire GTM stack.

That’s not plug-and-play. That’s enterprise-level messy.

And even if you do it, there’s another problem:

Generic AI isn’t built for Sales.

It works by looking at "semantic proximity", fancy way to say: finding similar words.

So when you ask for "Competitors", it might surface "Rivals" or even "Enemies"
...instead of your actual competitor in that deal.

That’s why vertical AI beats general-purpose tools.

To make AI work in GTM, the entire chain needs to be built for GTM, not just the prompting layer.

That’s where we’re heading. 

Claap will become the AI context center for lemlist products.

What do you think of this plan? 😈

We did 40% off for Black Friday last year. But, we won't be doing it again this year for a few reasons.

Every year, PLG SaaS tools rush into Black Friday (or Cyber Monday) like it's a must.

We did it for 2 years. It worked "on paper".

But now we're done with it.

There are a few reasons:

1- Time-shift revenue vs. actual revenue

Yes, we got a spike in conversions.

But it just pushed people to convert earlier. 
After the deal... conversion dropped for a while.

This means we just time-shifted revenue.

2- It kills focus.

The team spent days prepping offers, landing pages, emails.

We'd rather have:
• Product & Tech improving the tool
• Marketing working on stuff that brings actual value to Sales teams

3- It impacts Brand perception

It sends the wrong brand message.

We're not a random tool you can find for cheap, and don't want to be.

We're a team of 50+ engineers based in Europe, building something great.

We want to build trust, not urgency.

4- It doesn't really help customers make better buying decisions

Buying software is not a 24h impulsive decision.

It's a choice that should help you for months, ideally years.

But a Black Friday offer puts pressure.

People buy because of the price, not because of the fit.

And that leads to the wrong kind of customers.

Most of the discounted users churned within a year.

---
We're not here to be the cheapest.

We're here to be the most helpful.

To deliver recurring value, over the long term, with an unparalleled product.

---

So this year, no Black Friday. 
No FOMO.
Just focus.

🙌

I was shared over 50 AI use cases by world-class GTM teams.
Only 10% are actually driving positive ROI.


Every team wants to add AI to their GTM stack.

But the "why" and "how" should come before the "what" ; and that part is often forgotten.

AI looks amazing in demos. It creates that "wow" effect.

But when it comes to turning prospects into customers... it often falls flat.

That said, a few use cases are actually working. 
And they all have one thing in common:

They help teams handle large volumes of unstructured data.

Here are use cases I’ve seen deliver results across top GTM orgs:

→ Data cleaning & smart filters
Use Clay, lemlist tables, or even a Gsheet linked to LLMs to streamline data cleansing or enrich your records.

→ Research automation
Clay (Claygents), Firecrawl, and similar tools can automate prep work and save hours.

→ CRM hygiene
Auto-fill CRM fields with tools like Claap to save reps time—and finally get data quality you can trust.

→ Prospect scoring
When you're handling high volumes, AI can score leads by combining structured and unstructured data.

→ Deal & account scoring
Top GTM teams do regular deal and account scoring using all touchpoints—calls, emails, signals—and AI helps scale that.

→ Lookalike identification
If you're still mapping your ICP, AI can help find similar customers so you focus on who’s likely to close next.
Some more advanced use cases are also showing serious ROI:

→ ElevenLabs (cc Jonathan Chemouny) built a voice agent using their own tech to guide inbound leads through their buying journey.

→ HubSpot and Pipedrive are testing AI sales agents to answer product questions.
 It sits between website and sales and from internal feedbacks I could get, it gives pretty interesting results.

I’m sharing more about this today at the Tekpon AI Summit.

I'll walk through what I learned from 20+ GTM leaders at Ramp, Revolut, Paddle, Alan, Pennylane, and more.

And over the next few weeks, I’ll keep posting examples here.

Please help 👇
What AI use cases have you seen deliver ROI ; or fall short?

DM me if you're working in a 5+ people sales team and want to chat use cases.

---
PS: this pic is from the event: great session with Bill Stathopoulos from SalesCaptain and Frank Sondors 🥓 from Salesforge 🔥

GTM Europe at ElevenLabs

Tekpon

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

SalesCaptain

I Make You Bring Home More Bacon | CEO @Forge | Unlimited LinkedIn & Mailbox Senders + AI SDR | Always Hiring AI Agents & A Players

Salesforge.ai 🔥

One of our most successful 2025 features is a pure trojan horse. 
And most companies can steal this GTM strategy to accelerate growth.


When it comes to outbound, companies have 3 options:

1/ Work with a spreadsheet and forget 90% of follow ups

2/ Use their CRM, e.g. an "all-in-one" approach (Hubspot, Salesforce Engage)

3/  Go for the "best-of-breed" and use a tool like lemlist or Outreach

All-in-one tools are convenient but not really best-in-class in terms of features.

On the other hand, best-of-breed tools are the most powerful and give better results. 

But they have one big flaw, they require the team to adopt another tool.

And in 2025, teams want less tools, not more.

So what we did is simple: we decided not to position "against" the CRM.

We embraced it.

We embedded lemlist inside Hubspot and Salesforce.

All key jobs to be done... 100% available in the CRM:
→ Enroll leads in a sequence
→ Pause or remove from campaigns
→ Edit the campaign
→ Find phone, email, LinkedIn
→ Engage via email, phone, LinkedIn, WhatsApp
→ (soon) Find new prospects in target companies

No tab switching. No training needed. No resistance from reps.

We have still people using lemlist in lemlist.

Because our overall strategy is simple:
1️⃣ Build lemlist to be the reference for people who do outbound most of their days (SDRs)
2️⃣ Build lemlist "from CRM" for those who want to only use 1 tool
3️⃣ Build lemlist "for builders", via API, for those who want to build more custom use cases

---
It’s not the first time this strategy worked.

At Botify, we launched in the US selling SEO software.

We positioned it as complementary to the suite people already used.

That’s how we grew from $0 to $10M ARR in under 2 years.

---

If your market is crowded, don't fight for space.

Find the cracks.

You don't need to send 1,000+ emails a month to close $1M in outbound sales.

Actually... the best reps I know send very few messages.

But each one is tailored with care.

Let’s do the math:
→ $1M target with a $40K ACV = 25 deals
→ Let’s say you close 1 in 4 = 100 qualified meetings
→ A good personalized outbound can get 5% reply rate
→ That means you need 2,000 leads
→ That’s just 9 accounts per day

Don’t tell me you can’t do that.

Every day:
→ Pick 9 accounts
→ Do your research
→ Write quality messages
→ Book one meeting every 2 days

Sales is not a spam game. It’s a discipline game.

The lazy shortcut is blasting 10,000 emails.

The smart way is caring enough to make 9 count.

Me in 2020: "Sh** the candidate rejected us, what did we do wrong?"

Also me, in 2025: "Good news, they understood our culture and said no."

And that's actually a win

Because a good culture is not about pleasing everyone.

It's not a one-size-fits-all.  It's a filter.

If you're trying to be for everyone, you end up being for no one.

I’m not saying losing candidates is good.

But losing the wrong candidates can be.

There are bad reasons to lose someone:
→ You were too slow
→ You failed to explain the role properly
→ Hiring manager didn't inspire
→ You didn’t show what’s exciting
→ You lowballed the offer

But here’s a good reason:
→ They felt it wasn’t the right culture or role for them

That’s alignment.
And that’s exactly what you want.

You’re not just hiring skill. You’re building a team that wants to be there.

Last week, I saved 2+ days as a CEO by using a vibe coding tool.

I’m convinced these tools will change how teams collaborate long before they ever replace Software Engineers.

Here are 2 moments where it made a real difference in my CEO role:

1. Pricing Iterations

Normally I’d open Notion or FigmaJam. 
Build a doc no one reads.
Instead, I used Lovable.
I built 5 versions of our pricing page. Using our real UI. In minutes.
Then shared with the team. Got async feedback. Clear and fast.

2. BI Dashboards

I needed specs for 2026 performance dashboards.
The usual way is a long doc, a meeting. 
People misunderstand half of it.

This time, I made a working prototype.
With fake data. Real filters. Actual charts.

The exec team played with it. Commented inside. I updated the prototype.

We had the final version 24h later.

Another example: when we shipped the Calling feature at lemlist, Maël Ezzabdi skipped the doc too.

He used a vibe coding tool to build a live prototype.
The team instantly got the vision. Built v1 in weeks.

So no, I don’t think AI tools will replace engineers anytime soon.
Actually, hiring Software Engineers has never been harder.

But I’m convinced they’ll change how we work together.

One visual beats 100 words.

Curious if others are seeing the same shift?

CPO @lemlist - On a mission to help ambitious businesses become big names!

Most CEOs spend too much time with investors, but that's not how you create value for your business. 
Here’s what I believe a "perfect" CEO week looks like in a 100-300 people company 👇

I’ve been thinking a lot about how to use my time better.

What creates real value? What’s just noise?

Here’s what I’ve learned the hard way:

What doesn’t work:

→ Spending hours with investors. It’s mostly about optics. A 3-month doc + reaching out when needed is often enough.

→ Jumping into shiny new topics already owned by the team. You’ll probably slow them down more than help.

→ Sharing new ideas and articles every day. I’ve been guilty of this. It’s distracting. Focus beats stimulation.

What works:

→ 5 customer calls per week. Mix of long-term users, new wins, and churned ones. Especially those who fit your ICP.

→ 5 employee 1:1s per week. Not just your execs. Anyone. Just listen and understand what’s working and what’s not.

→ 5–10 hours of deep work on big bets. Future products. Strategic questions. The stuff no one else can do.

→ Use your own product or go through the full buying journey. Spot the frictions.

→ Work with your managers like a coach. 
Not status updates. Real problem-solving. Building trust.

 → Talk with other CEOs and advisors. 
Helps you zoom out and see things differently.

 → Take care of yourself. 
Walk. Exercise. Most good ideas won’t come from checking Slack.

→ Stay in touch with the market. A few newsletters. A few creators. Just enough to stay sharp. Not too much to lose focus.

Really happy to share that we hit a 9.1 eNPS score (+72)

This is another +0.2 improvement from 8.9 earlier this year.

It might not look like much... but to me, it means a lot.

I’m a competitive person. I love chasing growth.

But I’ve learned you don’t fully control success.

You do control the environment you build.
The people you hire.
The ones you keep.
The ones you promote.

So for me, this is the biggest win.
Seeing the team happy and thriving.

Now let’s make sure we keep that level of engagement as we scale.

We're still hiring:
→ Product designer with strong convictions
→ Experienced Software Engineers (🇫🇷 speaker)
→ Sales reps (anywhere 🌍)
→ Product / Content Marketers (sales mindset is a must)

Reach out if that sounds like you.

Scale revenue with AI & tech

I decided to skip the traditional corporate path & start building in the AI x Sales space at 27. 
Here's the journey so far:

Age 18-21: Business school in Brussels, realized I needed practical experience
Age 22: Coding bootcamp + lucky Bitcoin exit gave me 50K to fund a world trip
Age 23: 12-country world tour learning new skills every month in a new country.
Age 24-26: Growth hacker roles at German startups, learned systems but felt unfulfilled 
Age 27: Co-founded ColdIQ with Mich
Age 28: Hit our first major milestones learning everything the hard way 
Age 29: Scaled to $6M ARR and became Clay's #1 global partner. Running a business that does $477K/month with 30+ team members across 4 continents.

It's been wild. Today through ColdIQ, we help B2B companies build AI-powered sales systems that work. 

We've run outbound for 300+ organizations and generated millions in pipeline.

The best part? We built this entirely remote with people I genuinely enjoy working with. 

Turns out you can have rapid growth AND life quality - you just need the right systems.

If you want to build your own AI sales agency, I teach everything in our ColdIQ Agency Accelerator, the exact playbook we used to hit $6M ARR in 2 years. 

From Clay workflows to hiring A-players to scaling without burning out.

If you're already doing $1M+ ARR and want help scaling your existing business, let's talk about our done-for-you services.

https://coldiq.com/

If you're not there yet, I share everything for free on LinkedIn and in our 7-day email course (in the featured section).

The AI x Sales opportunity is the biggest wealth creation event of our generation. The market is so massive that there's room for everyone to win.

Ready to start your agency? Join 130+ founders in our accelerator.

https://coldiq.com/accelerator-program

Alex Vacca 🧠🛠️

I turned 30 earlier this month.

I had no idea what I was doing for most of my twenties.

Moved countries. Started stuff that failed. Said yes to random things just to see what would happen.

Probably looked lost from the outside.

But here's what I think now:

Focusing too early is a trap.

I see people at 22 trying to "find their thing" and lock in fast. Pick the career. Pick the country.

But how do you know what to focus on if you haven't tried enough things yet?

You don't.

So you end up focused on the wrong thing. And you don't even know it.

That's worse than being "lost" for a few years.

Some people skip the messy phase. They lock in early. Look successful at 25. Then wake up at 30 wondering why they're not happy.

They focused, but not on the right things.

I needed those years of trying random things. Not because they all worked. Most didn't. But because now I actually know what I want.

I know which friendships matter. Not trying to keep up with 50 people anymore.

I know where I want to live. Done being the eternal nomad.

I know what we're building with ColdIQ. Done chasing every shiny opportunity.

We tested a lot in 2025. New offers. New markets. Some worked. Some didn't.

But now the picture is clear. We go into 2026 knowing exactly what to double down on.

You can't focus on the right thing until you've explored enough to know what the right thing is.

To the next decade 🥂

Co-Founder @ ColdIQ ($6M ARR) | Helped 300+ companies scale revenue with AI & Tech | #1 AI Sales Agency

lemlist hit $37M ARR.

Here’s the outbound engine behind it (and why it works so well)↓

Most people think lemlist grew by sending better cold emails.

They didn’t.

They built a system that turns content → intent → enriched data → personalised outreach at scale.

Here’s the exact workflow:

1️⃣ Content that attracts their ICP (not vanity content)

An influencer or internal creator publishes on LinkedIn - but not just any content.

It’s written to attract one specific persona with a problem lemlist solves.

Every comment, like, and share = a signal.
A signal that someone cares about the topic.

They use:

- Jungler to scrape all post interactions
- LinkedIn for content publishing

Because people are already familiar with their brand, reply rates are way higher than pure cold outreach.

2️⃣ Data routing & enrichment

Not every engager is worth contacting.
So they have a system to score, clean, and enrich.

They push all extracted contacts through:

- n8n for data routing
- Clay as the data hub (enrichment, scoring, workflow automation - all in one place)

Scoring includes:

→ Job title relevance
→ Engagement type
→ ICP match
→ Buying power indicators
→ Existing customer check
→ Tech stack + initiatives + recent activity

Here’s the thing nobody talks about:

If the enrichment is bad, the personalization fails.
If the personalization fails, the whole system collapses.

This is where lemlist invested the most time - and where most teams cut corners.

3️⃣ AI personalization & multi-channel outreach

Personalization isn’t “{first_name}, loved your post!”

They use:

lemlist’s AI variables → genuine first-lines for every prospect
Multi-channel sequences → email + LinkedIn for maximum reach

A typical opener:

“Hey {{first_name}}, saw you engaged with our post on {topic}. Looks like you’re focusing on {initiative} — happy to share what’s worked for us.”

Warm context + real personalization + multi-channel = consistent replies.

Teams spend hours “perfecting” cold emails.
lemlist spends hours perfecting context - and lets AI scale the rest.

4️⃣ Meeting booked

Warm, relevant outreach performs.

This is one of the most efficient ways to:

→ Warm up leads
→ Segment the highest quality ones
→ Gently ping them with context at exactly the right time

This is one of lemlist's highest performing outbound plays. It's also a play we love to run at ColdIQ.

They've spent months testing and optimizing this workflow to run on autopilot.

The compound effect takes time, but when it kicks in, it's massive.

If you want to implement something like this - we'll literally run this entire workflow for you, along with other high-converting GTM plays.

Drop me a DM👇

These 10 roles didn't exist a year ago.

Now they're replacing entire teams.

I've talked to so many people worried about AI "taking jobs."

Meanwhile, the companies actually hiring are creating new roles that didn't exist 12 months ago.

Here's what they're hiring for:

GROWTH ROLES

1/ Vibe Marketer / Head of Demand Gen

Runs fully automated funnels end-to-end.
Ads → landing pages → emails → workflows.

Stack: ChatGPT, Make, Customer.io, Framer, arcads AI, Fibbler

2/ Social Media Engineer

Uses AI to research what's working, write posts, and distribute across platforms.

Stack: Runway, Midjourney, Ideogram, Make, Taplio, Scripe

3/ Video Content Engineer

Creates high-production video. AI handles the editing, cuts, effects, voices, animation.

Stack: Google Veo, Runway, Arcads, ElevenLabs, Kling AI

4/ Content Engineer

Builds SEO + content systems. Ranks in Google, ranks in LLMs, builds programmatic content machines.

Stack: AirOps, Mentions, Surfer, Ahrefs, AlsoAsked

5/ GTM Engineer

Finds prospects, enriches data, personalizes messaging, runs outbound at 10x the volume.

Stack: Clay, Instantly.ai, Artisan, Expandi, FullEnrich

OPERATIONS ROLES

6/ Ops Engineer

Deletes half your manual work overnight.
Every system → automated. Every process → rebuilt.

Stack: n8n, Flowgent, Airtable, Slack, ClickUp

7/ RevOps & Attribution Engineer

Owns the full customer journey. Tracks anonymous research → pipeline → conversion → retention.

Stack: Attio, Unify, Common Room, Usermaven, Default, Clay

8/ Talent/HR Engineer

Sources candidates, screens them, automates half the hiring process.

Stack: Clay, LinkedIn, Airtable, Ashby, Fetcher

PRODUCT ROLES

9/ Product Engineer

Builds apps without waiting on engineering timelines. AI handles design, code, logic, prototypes.

Stack: Lovable, GitHub Copilot, ChatGPT, Figma AI, Supabase, Guideflow

10/ AI Agent Engineer

Builds agents that run workflows across sales, ops, support, and product.

Stack: Relevance AI, n8n, Voiceflow, Claude

These companies are rebuilding departments around AI-first workflows.

Smaller teams. Higher output.

By 2026, most teams will have at least 5 of these roles.

Which one are you seeing the most demand for?

We just crossed $6,000,000 ARR.

Here's the tech stack that made it happen ↓

1️⃣ Content & Inbound

We generate over 100 warm leads per month via LinkedIn.

These come from my account (45,600+ followers) and the rest of the ColdIQ team (230,000+ followers).

I use:

- Scripe for post ideas + analytics
- Notion as my content calendar to keep me organised

We generated ~50M impressions on X last month, which is honestly wild. And for this we use:

- Typefully to visualize & draft threads: makes the whole process way smoother

I am getting some momentum behind my YouTube, so at the moment I use:

- Two Sony FX30 camera for filming
- Tella for screen & audio recording (super clean output)
- vidIQ to gain inspiration from successful videos, basically reverse engineering what works

We drove 102,000 visitors to our website in the last 90 days. 35,000+ come from SEO alone. We use:

- Ahrefs for keyword research (can't live without it)
- Webflow's CMS to host/publish our articles
- Surfer to optimize our copywriting for search engines

We have 7,000+ subscribers to our newsletter, and growing. We use:

- beehiiv to send our welcome sequence & weekly emails

2️⃣ Outbound Engine

- We identify website visitors with Instantly.ai & Vector 👻
- Based on their firmographics + page visit, we:

→ Email them via Instantly.ai

→ or connect + send voice notes via lemlist

- more personal touch

- For data: Prospeo.io, LeadMagic, Clay, FullEnrich
- For AI research & personalization: ChatGPT, Claude
- For deliverability: a mix of Gmail + Outlook inboxes

3️⃣ Ops & Project Management

- Everything runs in Airtable
- We automate with n8n, Make or Relevance AI, depending on what we're trying to do
- Big-picture process flows? We map those in @Puzzle
- Internal comms → Slack

4️⃣ Sales & Closing

- Calls get booked through Default
- We use Attention to record & summarize meetings
- Proposals: Qwilr (clean, professional, gets signed)
- Banking: Mercury
- Contracts: PandaDoc
- Payments: Stripe

We've spent months testing, tweaking, and optimizing this entire stack to work together seamlessly.

Tech moves fast. Really fast.

New tools drop every week, and what worked 6 months ago might not be the best option today.

I break down the complete stack + how we actually use these tools on my YouTube.

Subscribe here → https://lnkd.in/dKsZpY2D

What tools are you running? Drop them below 👇

Content helped ColdIQ hit $6M ARR.

And this workflow turns every single post into pipeline.

We built a system that converts LinkedIn engagement into qualified meetings.

Here's the breakdown we use at ColdIQ:

STEP 1: CAPTURE ENGAGEMENT IN REAL-TIME

Every like, comment, and profile view gets tracked automatically.

When someone likes OR comments on your post they're basically telling you they actually care about what you're talking about.

We use Trigify.io and Teamfluence™ to monitor all LinkedIn engagement signals.

Most people get that engagement and then just move on to the next post - we actually do something with it.R

STEP 2: INSTANT ENRICHMENT

The moment someone engages, Clay pulls full contact and company data.

Job title, company size, tech stack, funding rounds, hiring signals - all of it happens in seconds.

STEP 3: AI QUALIFICATION

Not everyone who likes your post is actually a good fit prospect.

We use ChatGPT and Claude to score each contact against our ICP criteria.

- Low fit? Filtered out immediately
- High fit? They move to the next step

The AI looks at things like:

- B2B vs B2C
- Geographic fit
- Company size match
- Estimated customer lifetime value

STEP 4: CRM DEDUPLICATION

Before we do anything, we check: is this person already in our system?

Already a customer? Already in active conversations? Skip them completely.

New contact? Push to sequence.

The fastest way to look like an idiot is cold emailing your existing customers.

STEP 5: MULTI-SOURCE EMAIL VERIFICATION

We waterfall through Prospeo.io, FullEnrich, and LeadMagic until we get a verified email.

No single provider has 100% coverage.

But stack three of them together? You're getting close to 95% hit rate.

STEP 6: PERSONALIZED OUTREACH ON AUTOPILOT

Each prospect receives a tailored message via Instantly.ai that references the exact post they engaged with.

Not generic "Hey {firstName}" nonsense.

It's contextual: "Saw you engaged with my post about Clay workflows - we just built something similar for a client in your space that books them 2-3 meetings per week."

STEP 7: MEETING BOOKED

This system generated 144 meetings for us in a single month.

And it runs 24/7 without human intervention because:

- Every piece of content becomes a lead magnet
- Every engagement becomes a qualified opportunity
- The entire conversion happens automatically

If you're posting on LinkedIn without this system you're basically just creating content and hoping meetings happen (which they won't).

That's not how it works in 2025.

The companies winning are the ones that built actual systems to convert attention into pipeline.

Are you tracking your LinkedIn engagement right now?

(We can build this entire workflow for you, plus show you the other plays that got us to $6M ARR)

P.S: Tools don't book meetings. Systems do. And this is the system that's working right now.

The sales flow that generated $966K ARR.

Nearly $1M in new revenue in 30 days.

Most people see the content - the LinkedIn posts, the videos, all of it. 
But content is just the front end.

Behind the scenes, there's a whole system.

The team posts across LinkedIn daily.

But none of that means anything without closers who can convert attention into pipeline.

That's where Dujam Dunato and Jan Rasmussen Mitjana  come in.

They're the ones handling inbound, qualifying leads, running calls, and closing deals at scale.

Here's the exact sales flow they used to generate $966K ARR in one month:

1/ Pre-call qualification

We only book calls with prospects we know we can help.

Qualification happens automatically through:

- Inbound routing systems
- Video testimonials that build trust before the call
- Website assets that pre-educate prospects

LinkedIn connection automation for long-term nurturing

Tools:

↳ Default - auto-qualification + routing
↳ lemlist - LinkedIn connection automation
↳ VSL - makes sure prospects understand our offer before speaking to us

This removes 90% of the time-wasters and lets the team focus on revenue-critical conversations.

2/ Discovery & research

Before any call, we prepare - but we don’t do it manually.

We use:

a. Automatic prospect intelligence via Clay + Zapier
b. Funding stage + headcount research
c. Stakeholder identification + role tenure
d. Tracking strategic hires, initiatives, and timing signals

Tools:

↳ SPICED (Winning by Design) - call structure
↳ Clay + Zapier - pre-call research + aggregation
↳ Fireflies.ai - real-time AI note-taking + CRM automation
↳ Qwilr - digital sales room + proposals

This means reps walk into every call fully briefed without lifting a finger.

3/ Follow-up & nurturing

For leads who aren’t ready to sign immediately, we run:

a. Automated follow-up sequences with real value
b. YouTube video follow-ups (no boring text-based emails)
c. Multi-threading across LinkedIn to engage all decision-makers

Tools:

↳ Customer.io & Attio - automated follow-ups
↳ LinkedIn - multi-threading workflows
↳ YouTube content from me & Michel - authority-led nurturing

This keeps prospects warm without our team writing endless manual replies.

4/ Why this closed $966K in one month

Qualification: Only the right people reach our closers
Education: Prospects arrive informed, reducing friction
Automation: Reps spend their time selling, not admin

Content: LinkedIn + YouTube turn strangers into warm, ready-to-buy leads

If you have any questions, feel free to drop any of the guys above a message!

4 GTM agents that save 2-5 hours per client every day.

They run:

Prospecting, content
AND market research on autopilot.

Most teams think AI is about writing faster. It's not.

It's about eliminating the 80% of GTM work that never should've been manual in the first place.

Here's the system:

AGENT 1: LEAD RESEARCH AUTOMATION

Manual prospecting is dead.

Every company profile gets captured, enriched, and scored automatically.

Pipeline:

- GhostGenius captures profiles
- We filter by credibility signals (200+ followers, real website, actual activity)
- GPT scores each profile against our ICP (in real time)
- LinkedIn IDs dedupe contacts so we never hit the same prospect twice

Clean, qualified prospects → straight into Google Sheets for outbound.

AGENT 2: LOCAL PROSPECTING ENGINE

Apify pulls local businesses from Google Maps.
Raw Google Maps data is a mess. Half the info is missing or outdated.

The fix:

- Google Search API fills missing metadata
- We scrape each website for keywords, offers, tech stack
- GPT classifies and enriches the business profile
- We extract missing emails, numbers, contact pages

Export to Airtable or Sheets → done

This turns low-quality data into sales-ready records.

AGENT 3: BRAND CONTENT GENERATOR

Drop a brand brief into a Google Form. Wake up to:

- LinkedIn posts
- Carousel copy
- Newsletters
- Hooks
- CTAs
- Variations
- TOV matched drafts

All written in your style, using your positioning.

Drafts go straight into Notion or Google Docs, ready for a 10 minute edit.

AGENT 4: REDDIT INTEL COLLECTOR

This one is my unfair advantage.

Most GTM teams ignore Reddit.
But it’s where your prospects say the things they’d never admit on a sales call.

Pipeline:

- Input a brand or website
- GPT identifies ICP signals
- Reddit API scrapes relevant threads
- GPT summarises pain points, the language prospects use, their frustrations, what they actually care about
- A daily insight report sent to your inbox

This is the closest thing to reading your market’s mind.

THE RESULT: AUTOPILOT PIPELINE

These 4 agents work together to create a system that runs 24/7:

1. High-fit leads → already in your CRM
2. Weekly content → drafted before you wake up
3. Market intelligence → delivered before your first coffee
4. Zero hours wasted on research, scraping, or repetitive admin

You’re not “doing more.”
You’re just letting the system do what humans shouldn’t.

And here’s the real shift:

> Companies scaling in 2025 aren’t hiring more SDRs.
> They’re eliminating the work SDRs used to do.

If you’re still manually researching prospects and writing content from scratch, you're working 10x harder than necessary.

We build these exact workflows in n8n - plus the other automation plays that save 15+ hours per week, per team member.

Which one are you building first?

4 GTM n8n Agents 

Here’s what our numbers look like today:

→ $6,000,000 ARR
→ $40k–$80k new MRR added each month
→ Predictable pipeline month after month

All powered by a GTM funnel that took us 18 months to refine.

Here’s the full breakdown, the exact one we still use internally.

1️⃣ Awareness (the volume engine)

Not every impression is equal, but volume absolutely matters.

Here is how we look at it:

Visibility → Leads
Leads → Meetings
Meetings → Proposals
Proposals → Revenue

Here's what we're generating right now:

100,000+ quarterly website visits (SEO + Paid)
2.5M–3M monthly impressions on LinkedIn
5K–20K monthly YouTube views

Tools:

→ Taplio, Scripe, Notion (content)
→ AirOps, Ahrefs, Surfer (SEO)
→ Fibbler, arcadsAI (paid)

2️⃣ Interest

Getting seen is easy. Getting buyers to take action is what separates good from great imo.

So we increase conversion rates by:

→ Running monthly webinars (warm nurturing at scale)
→ Sharing lead magnets that educate
→ Using one-step smart forms to auto-route leads instantly
→ Identifying anonymous visitors and re-engaging them (this one's a game-changer)

Tools:

→ Instantly.ai, Vector 👻, Midbound (visitor ID)
→ Default (automated routing)

3️⃣ Consideration

Attention doesn't convert unless buyers understand what you do.

So we:

→ Built multiple VSLs that explain the offer clearly
→ Share success stories with full breakdowns of how we did it

Tools:

→ Wistia (VSL hosting + video testimonials)

4️⃣ Conversion

At this stage we talk to more qualified leads, more often.
Here's how we maximize conversion:

Email nurture sequences keeping the pipeline warm
Automated outreach to high-potential accounts
More open slots for sales calls
Consultative selling on Google Meet

Tools:

→ Clay, OpenAI (lead scoring + segmentation)
→ Customer.io, lemlist, Instantly.ai (outbound + nurture)
→ Attention, Attio (meeting intelligence, pipeline analytics)
→ Qwilr, PandaDoc (proposals, contracts)

Is it perfect? No.
Does it work? Very well.

This GTM system powers our growth month after month. We're always iterating, always improving.

What would you improve? 👇

138 meetings from 144 LinkedIn posts (that's almost 1:1).

Here's our $6M ARR workflow:

Step 1: Content volume that converts

We published 144 LinkedIn posts last month. Not random content, everything's built around ICP pain points.

We're using Taplio and Scripe for inspiration, but we're analyzing what books meetings. We look at hooks, visuals, and formats from posts that converted.

Step 2: Paid amplification with actual ROI tracking

$5,100 in LinkedIn Ad spend generated 155K extra impressions at $33 CPM. But we ONLY boost organic posts that have already booked meetings.

We track which persona converts from each post type, then push those winning posts to that exact audience.

Step 3: Intent capture across every touchpoint

This is where most agencies lose pipeline. We're tracking everyone who shows intent but doesn't book.

Tool stack breakdown:

Website visitors: Instantly.ai, Midbound Vector 👻 and Common Room for anonymous visitor identification.

LinkedIn engagement: Trigify.io and Teamfluence™ for social signal monitoring

Step 4: AI-powered lead scoring in Clay

Every lead gets routed to Clay for intelligent scoring. We use Claygent for lead research, then OpenAI to segment into 3 tiers based on fit and timing.

Different tiers get different outreach strategies. A Tier 1 lead gets way more personalization than a Tier 3.

Step 5: Data enrichment that works

Prospeo.io and LeadMagic for emails, FullEnrich for phone numbers - all happening inside Clay so we don't lose context.

Step 6: Multi-channel re-engagement based on score

This isn't random outreach. Every message is contextual, every touchpoint provides value.

The results that matter:

- Made us 557k in revenue for October
- Team grew to 30+ FTEs
- 750+ meetings booked in 2025 already
- One client: $272,600 closed at 7X ROAS in 90 days

The system works because it's not just outbound - it's orchestrated revenue generation across every touchpoint where your buyers show up.

We're adding this GTM workflow FREE for the next 3 ghostwriting clients (15 of 18 spots already taken). Comment 'CONTENTIQ' to grabs yours ☝️

Cold email got us to $6M ARR.

LinkedIn Ads took our results to an entirely different level.

People keep asking me which one generates more leads.

We have run cold email for over 200+ B2B companies - and layered LinkedIn Ads on top.

1/ What it takes to make each one work

LinkedIn Ads

You win or lose on:

- Audience targeting
- Scroll-stopping creative
- Landing pages that convert

If one piece breaks, the whole thing falls apart.

Cold Email

The game is all about:

- Short, punchy messaging
- Clean personalization
- Perfect infrastructure

Nothing else matters if your email doesn't reach the inbox.

2/ Speed to results

LinkedIn Ads:

Slow start. Setup, approvals, creative testing, landing page tuning.
Takes time but compounds fast once you find a winner.

Cold Email:

Instant.
If your domain + infra + offer are dialed in, you can book meetings on Day 1.

3/ Cost to reach 10,000 prospects

LinkedIn Ads:
~$1,500–$2,500
(depends on creative + ~$30 CPM)

Cold Email:
~$500–$1,000
(infrastructure + data + sending tools)

Pretty similar, but cold email has more moving parts.

4/ The stacks that work

LinkedIn Ads Stack

Figma, CapCut → creative
Default, Zapier → routing + workflows
Fibbler, Usermaven → attribution + analytics

Cold Email Stack

Instantly.ai, lemlist → sending
ColdIQ infra + Instantly → domains, warmup, deliverability
Wiza, LeadMagic, Prospeo.io, FullEnrich → data + enrichment

5/ Personalization depth

LinkedIn Ads:

Segment-level personalization.
Everyone in “Sales leaders in AI SaaS” sees the same creative.

Cold Email:

True 1:1 personalization.

- Individual pain points
- Individual triggers
- Individual context

6/ Deliverability & visibility

LinkedIn Ads:

95–99% visibility
Guaranteed. They see it.

Cold Email:
60–70% inbox placement if your infra is world-class.
Spam risk always exists.

7/ The real challenge with each

LinkedIn Ads:

Finding the perfect creative + offer + landing page combo.
Most people burn budget before they get the formula right.

Cold Email:

Deliverability.
The technical side is what kills most campaigns.

So which one works better?

Cold email is:

→ Faster
→ Cheaper to test
→ Easier to personalize

LinkedIn Ads are:

→ More scalable
→ More visible
→ More predictable

We run both because they multiply each other:

Cold email drives conversations.
LinkedIn Ads creates familiarity.
Together, reply rates go up, CPL drops, and close rates jump.

What are you running right now - LinkedIn Ads, cold email, or both?👇

How I'd build a repeatable outbound system if I had to start from scratch:

(There's a public database of your competitor's churn reasons... and most teams aren't using it)

1/ I'd start by scraping competitor reviews

You can use G2. Or Capterra. Or Trustpilot.

And it's full of pain points, written by people actively looking for a better option.

Focus on 2–3 core competitors with a decent number of reviews.

It's a goldmine. You'll find everything from UI complaints to missing integrations to slow support.

Tools you can use:
- n8n / Make (for scraping)
- Apify / PhantomBuster (pre-built scrapers)

2/ I'd extract pain themes using AI

We don't read these manually.

We use ChatGPT to group complaints into themes:
- Feature gaps
- Support response time
- UX or onboarding issues
- Security concerns
- Pricing

You now have a live database of what your prospect hates about their current tool.

Tools you can use:
- ChatGPT (for clustering complaints)
- Google Sheets (for organizing themes)

3/ I'd align those complaints with my actual positioning

Map those complaints to your actual value props.

Here are 3 examples:

a. If their reviews mention "hidden fees," and your pricing is transparent, lean into that.
b. If they complain about integrations you support, name them.
c. If support is a weakness and you have a live-chat SLA, say it.

Now you're not just pitching. You're presenting a clear solution to a known frustration.

Tools you can use:
- Loom (for quick demo videos)
- Your pricing page / integration docs (as proof points)

4/ I'd launch targeted outbound

Once we know who's unhappy and why, we push that data into:
- Clay (for enrichment + personalization)
- Instantly.ai (for sending)

The messaging angle is already validated, and the frustration warms the list.

You're simply showing up with a better option.

Tools you can use:
- Clay (enrichment + personalization)
- Instantly.ai / Smartlead (for sending)

5/ I'd automate it into a system that runs weekly

We've built versions of this using:
- n8n (for scraping)
- ChatGPT (for clustering complaints)
- Google Sheets (for inputs)
- Clay + Instantly.ai (for execution)

It runs weekly. We review angles, update copy, and refresh the list.

Once it's live, it becomes one of your highest-converting outbound motions.

Why? Because you're hitting real pain points with a proven better solution.

Tools you can use:
- n8n / Make (workflow automation)
- ChatGPT (analysis)
- Google Sheets (central hub)
- Clay + Instantly.ai (execution)

6/ I'd run this consistently

This works across industries, and especially well in crowded SaaS categories.

But it requires setup. And it requires letting the system run long enough to see results.

Give it a shot.

P.S: Questions? Drop them below or DM me. Happy to unpack any step. 👇

ColdIQ made 557k in revenue last month.

80% came from content.

Not ads.
Not cold calling.
Content.

Last month we launched ContentIQ - the system behind all of it.

Most people talk about “posting more.”

I want to show you what actually drives revenue.

Here’s the full breakdown of how we do it at ContentIQ 👇

1️⃣ Content foundation (the part everyone skips)

Before the engine runs, we build the infrastructure.

Phase 1: Onboarding

The non-negotiables:

- 1-hour strategy call → sharpen positioning
- Content audit → reality vs perception
- Voice capture → so your content sounds like you
- ICP definition → clarity = revenue
- Content calendar → narrative arcs, not random posts
- Community channel setup → where engagement compounds

Tools:
Gmail, WhatsApp, Slack
Attention.ai, Circleback, Loom
Clay, ChatGPT
Asana, Notion, Monday

This foundation is 70% of the results.

Phase 2: The content engine

Two tracks running in parallel:

Track 1: Creation

- Bi-weekly founder interviews
- Extract ideas, frameworks, stories
- Weekly content plans
- Graphic design
- Approval flow

Track 2: Production

- Finalised + delivered in 2–3 days
- Speed = momentum. Momentum = revenue.

Tools:
Canva, Figma, Adobe
Taplio, Scripe
(plus everything from Phase 1)

2️⃣ Lead tracking & scoring

Most companies post and hope for the best.

We post and measure.

We track:

- Profile views
- Impressions
- Comments
- Saves
- DMs (highest intent)
- Engagement depth

We run ICP 1 and ICP 2 separately.

Because:

A profile view ≠ a profile view.
A comment ≠ a comment.
A DM ≠ a DM.

We score each action so we know who is engaging and how qualified they are.

Tool: Teamfluence™

3️⃣ Automated outreach (the secret sauce)

All that engagement data flows into the automation stack.

Here’s what happens behind the scenes:

1. High-intent signals identified
2. Lead enriched with additional data
3. ICP-fit scored
4. Personalised outreach triggered
5. Across email + LinkedIn

The system does the work.

Tools:
Clay
Attio
Common Room

4️⃣ The Funnel Architecture

Most teams do ONE thing and wonder why they plateau.

Here’s the full blueprint:

→ LinkedIn content = Awareness + credibility
→ Engagement tracking = Intent identification
→ Automated outbound = Intent → conversations → revenue

When all three connect, you stop “posting content”…
and start building a pipeline engine.

---

5️⃣ The offer

For the first 10 signups to ContentIQ, we’re giving you:

The entire automated outreach machine
+
The full content engine.

Not just posts.
Not templates.
The whole workflow that built our business.

Here is the link: https://lnkd.in/ddStnRu3
(And yes… this is where it gets really good 👀)

Lemlist's CEO showed us how they built a $37M ARR SaaS.

One thing stood out.

Every part of their growth has a system behind it.

Here's the breakdown:

1️⃣ Content Engine

Their team has 300,000+ combined followers on LinkedIn.

And it's not random. It's coordinated:

- Guillaume Moubeche
- Charles Tenot
- Kévin Moënne-Loccoz
- Lucas Perret
- Tal Baker-Phillips
- Erwan Gauthier

Each owns a lane (growth, SaaS, CEO lessons, etc.)

Plus 200K+ monthly SEO visitors.

Stack: Figma, Storyblok, Taplio, Ahrefs, Semrush

2️⃣ Outbound Engine

Yes, they use lemlist.

But there's a lot more behind it:

Data: Apollo, Prospeo.io, BuiltWith, Crunchbase
Intent: LoneScale, Snitcher, G2
AI: Dust, Clay, OpenAI, Claude, Mistral

They find buyers before they start looking.

3️⃣ Product Infrastructure

200K+ monthly visits → 7–8% convert → 15,000+ signups/month.

Stack: BigQuery, Google Cloud, Holistics, RudderStack,Replit, Mixpanel

4️⃣ Revenue Ops

Last month their sales team closed $685K ARR.

Sales: Hyperline, Claap, lemcal, HubSpot
Marketing: Customer.io, Default, Webflow
Finance & Support: Stripe, Qonto, Pennylane, ProfitWell, Intercom
Team: Slack, Notion

This is what $37M ARR ops looks like.

What part of their stack surprised you?

Behind Snowflake's $4B ARR...

$2.4B generated by SDRs alone.

They have a crazy 5 step system that warms every account before outreach happens.

Snowflake turns every SDR into a closer by making sure prospects already know who they are before the first touch.

This is the framework behind their 46% meeting rate (vs 17% in regions that ignored it):

1/ Collaboration

Snowflake run one GTM strategy, one account list, one message, one goal.

Marketing feeds Sales insights they can act on.
Sales executes within 14 days.

Most companies operate in silos. Snowflake operates as a single unit.

2/ Intelligence

60% of buying research happens anonymously.
Snowflake listen and act on intent signals.

So...

First-party signals like website visits, email engagement, product usage.
Third-party signals like competitor research, job changes, funding rounds.

They use tools like Bombora to flag "high-propensity" accounts - which convert 4x better than random CRM leads.

3/ Activation

When an account shows buying intent, Snowflake launches a 3-week sequence:

Weeks 1-2: ABM warms the account with tailored content, ads, emails, and microsites.
Week 3: SDRs reach out.

Prospects are then familiar with Snowflake before they make contact.

36% meeting rate for pre-warmed accounts vs 10% for pure cold.

That's 3.6x more meetings without sending more messages.

4/ Engagement

Snowflake hits accounts from multiple angles, but always with one consistent story.

- Personalized emails
- LinkedIn outreach
- Custom microsites
- Calls

Their personalized microsites alone deliver 4x higher meeting rates than generic ones.

Nothing feels random.
Every touch reinforces the same message.

5/ Optimization

Every two weeks, ABM, SDRs, and AEs run alignment sessions.
From this, they can see:

- What's resonating
- What's stalling
- Which accounts are warming up
- Which messages are working

Snowflake doesn't track attribution.
They measure impact at the account level and optimize the entire system together.

The results?

- 2-4x more meetings on ABM accounts
- Deals close 2x faster
- Top-tier accounts convert 5x better
- 40% of Tier A accounts turn into pipeline (vs 10% for non-ABM regions)

Snowflake obviously has a huge budget.
But most teams don't need 300 SDRs or their budget to use this.

You just need the sequence:
Align Marketing, SDR, and Sales on shared account goals.

Track first-party intent - website visits, email engagement, product usage.
Warm accounts two weeks before outbound.

Are you warming accounts before you reach out?

Snowflake Outbound Strategy Breakdown 

This one tool rewired our entire workflow ↓

And saved 20 hours a week.

Two months ago, we rolled Fireflies.ai into our operations.
Not for transcription (they've already won that category),
but for meeting intelligence and workflow automation.

Here’s exactly how we’re using it:

1️⃣ Walk into every call already briefed

Before a meeting even starts, Live Assist pulls up:

→ Your past conversations
→ Key decisions from the last call
→ Open tasks + commitments
→ Context you forgot you even needed

You're not going through old notes or trying to remember what you said last week.

You just show up ready (game changer for prep).

2️⃣ Real-time suggestions during the call

This is the part that genuinely changes how you operate.

Live Assist listens live and surfaces:

→ Talking points
→ Objection handling
→ Context from previous calls
→ Background details you missed
→ Prompts tied to what the client is saying

And if you need something specific mid-call,
you can actually ask the agent to give you an answer.

3️⃣ Zero manual notes

Your team stays focused on the client.
Fireflies handles the note-taking:

→ Clean notes
→ Organised
→ Time-stamped
→ Accurate
→ Updating as the call unfolds

No one is typing.
No one is distracted.
Nothing gets missed.

4️⃣ Instant client summaries

Call ends → Summary appears.

→ Key points
→ Next steps
→ Decisions made
→ Assigned action items

We push this straight into Slack so everyone stays aligned.

And we also send all the data to a Claude project so we can keep track of what's happening with every client.

We're building a lot of internal tech at ColdIQ. And Fireflies has a Claude MCP integration.

So now we can query meeting notes across the entire business directly from Claude.

- "What did we promise this client last month?"
- "What objections came up in our last 10 sales calls?"
- "What feedback did prospects give about pricing?"

Just ask and you get the answer in Claude directly.

This is why we’re scaling Fireflies.ai across every team.

If you want the link to test Live Assist yourself,
drop a “Fireflies” below and I’ll send it over. 👇

How we use Fireflies 

Clay is one of the most powerful tools in B2B right now.

But most people don't know where to start.

Most people open a Clay table, stare at it for 10 minutes, and close it because they don't know what to build.

We've built 500+ Clay tables for clients. Here are the 5 workflows you should start with:

Workflow 1: Waterfall Email Finder

The problem: If you use one email finder you are getting something like a 40% finding rate. That means 60% of your list is useless.

The fix: Stack multiple providers in sequence. Start with the first one (ie Prospeo.io). If the first provider doesn't find the email, try another one like LeadMagic. You can run more than 10 different providers to maximise your chance to find the right email. 

Result: 85-90% email findign rate vs 40% with a single provider.

Workflow 2: Signal-Based List Builder

The problem: You're blasting the same message to everyone. 

The fix: Pull companies from Ocean.io or Apollo. Then start to enrich to find relevant signals. 

For example: Use Claygent to scrape funding news. Track hiring spikes with LinkedIn enrichment. Check tech stack changes with BuiltWith. Score them: 3 signals = immediate outreach, 2 = nurture, 1 = long-term.

Workflow 3: Inbound-led Outbound 

The problem: People are visiting your website but you are not capturing the intent.

The fix: RB2B identifies website visitors. Push to Clay for enrichment. Find decision-makers at those companies companies. Then push the data to Instantly.ai for outreach.

Workflow 4: LinkedIn Engagement -> Outreach

The problem: People engage with your posts and you never follow up.

The fix: Trigify.io tracks who engages with your posts. Push people engaging with your content to Clay. Enrich to find more relevant data. Do some ICP scoring and reach out to leads fitting your ICP. 

Workflow 5: Champion Reactivation

The problem: Your past champions changed jobs and you're not tracking them.

The fix: Export past customers from your CRM. Use UserGems 💎 or Clay tracks job changes. Enrich to rind the right data then reach out offering to help again.

Stop staring at empty Clay tables.

Build these 5 workflows first and you'll already have a good outbound engine going.

Which one are you starting with?

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The Battle

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Alex Vacca 🧠🛠️

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taplio

The Battle

Charles Tenot

Alex Vacca 🧠🛠️

Followers

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);}Charles Tenot's LinkedIn Performance

Performance ScoreAlex Vacca 🧠🛠️'s LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreCharles Tenot's LinkedIn Performance