Clay

Founding GTM Solutions Engineer

Bardeen

Solutions Engineer

GameChangerSF

Sr. Growth Marketer

Jump 450

EPCVIP, Inc.

BlitzMetrics

Managed a team of media buyers, copywriters, and ad budgets.

Growth Marketing Manager

Managed large Facebook ad campaigns for Golden State Warriors, Ashley Furniture, and Purple Mattress.

Sr. Media Buyer, Performance Marketing

Copywriter

Draper University

Entrepreneur-in-Residence

TYLT Ventures

VC Analyst

Product & Growth at Bardeen.ai ($15M Series A from HubSpot, Insight, & 468Cap) I share automations you can use for work & life

3 reasons you should read my LinkedIn profile & connect:

1. I enjoy helping others 
2. I love to collaborate and discussing fresh ideas around GTM, AI, and CLAY!
3. I’ve helped 500+ businesses implement AI, nocode, and Clay.

I consider myself a lifelong student and SHARE what I learn.

If you've made it this far. Connect with me here and say hello. 
I love to chat all things tech, social media, fitness, or AI. 
If Twitter is more your thing tweet me at: @chrisviglietta

Chris Viglietta

Want to automatically monitor brand mentions and competitors on Reddit?

That's what I'm covering in this week's newsletter

Don't miss it - link in my profile 👆

Want to monitor brand mentions & competitors on Reddit?

Here's how with Clay:

Full video below.

As a bonus, use GummySearch to find top subreddits for your niche. This tool is pretty slick and I enjoy using it. I only wish that I could use it more!

You can find the template and guide in my newsletter

link in my profile 👆

Want to monitor brand mentions & competitors on Reddit?

Here's how with Clay:

I just shared the workflow in today's newsletter:

link in my profile 👆

i'm in SF this week

who from the clay community is in town?

shoot me a dm or comment here 

idk how this will turn out

let's see!

such an interesting breakdown of GTM plays by Kyle Poyar!

I'm curious:

1. what intent triggers do people want?
2. what signals are people struggling to setup?

Certified Innovation Professional | Mentor | Business improvement is my strength.

We help businesses do more with (much) less. Combining automation, and  agentic workflows to drive smart growth.

𝐓𝐫𝐚𝐝𝐢𝐭𝐢𝐨𝐧𝐚𝐥 𝐬𝐚𝐥𝐞𝐬 𝐚𝐧𝐝 𝐜𝐚𝐦𝐩𝐚𝐢𝐠𝐧𝐬 𝐚𝐫𝐞 𝐛𝐫𝐨𝐤𝐞𝐧:

• 97% of outbound efforts are wasted on prospects who aren’t ready to buy

• CRMs are cluttered with bad data, missed signals, and guesswork

• Sales teams are buried in noise, admin, and tool sprawl

We fix that by combining 𝐩𝐫𝐨𝐠𝐫𝐚𝐦𝐦𝐚𝐭𝐢𝐜 𝐬𝐢𝐠𝐧𝐚𝐥 𝐝𝐞𝐭𝐞𝐜𝐭𝐢𝐨𝐧, 𝐞𝐯𝐞𝐫𝐠𝐫𝐞𝐞𝐧 𝐂𝐑𝐌 𝐞𝐧𝐫𝐢𝐜𝐡𝐦𝐞𝐧𝐭, 𝐚𝐧𝐝 𝐚𝐮𝐭𝐨𝐧𝐨𝐦𝐨𝐮𝐬 𝐰𝐨𝐫𝐤𝐟𝐥𝐨𝐰𝐬.  So your team always 𝑘𝑛𝑜𝑤 𝑤ℎ𝑜 𝑡𝑜 𝑐𝑜𝑛𝑡𝑎𝑐𝑡, 𝑤ℎ𝑒𝑛 𝑡ℎ𝑒𝑦’𝑟𝑒 𝑟𝑒𝑎𝑑𝑦, 𝑎𝑛𝑑 𝑤ℎ𝑎𝑡 𝑡𝑜 𝑠𝑎𝑦.

𝐓𝐡𝐞 𝐫𝐞𝐬𝐮𝐥𝐭:
Higher conversion, cleaner data, and signal-driven GTM that actually works.

𝐘𝐨𝐮 𝐇𝐚𝐯𝐞 𝟮 𝗢𝗽𝘁𝗶𝗼𝗻𝘀: 
𝐒̶𝐭̶𝐢̶𝐜̶𝐤̶ ̶𝚠̶𝚒̶𝚝̶𝚑̶ ̶𝚘̶𝚞̶𝚝̶𝚍̶𝚊̶𝚝̶𝚎̶𝚍̶ ̶𝚌̶𝚊̶𝚖̶𝚙̶𝚊̶𝚒̶𝚐̶𝚗̶𝚜̶ ̶𝚠̶𝚑̶𝚎̶𝚛̶𝚎̶ ̶𝟿̶𝟽̶%̶ ̶𝚘̶𝚏̶ ̶𝚎̶𝚏̶𝚏̶𝚘̶𝚛̶𝚝̶ ̶𝚒̶𝚜̶ ̶𝚠̶𝚊̶𝚜̶𝚝̶𝚎̶𝚍̶.̶
Or...
𝘾𝙧𝙚𝙖𝙩𝙚 𝙖𝐧 𝐢𝐧𝐭𝐞𝐧𝐭-𝐥𝐞𝐝 𝙜𝙧𝙤𝙬𝙩𝙝 𝙚𝙣𝙜𝙞𝙣𝙚. Programmatic, precise, and built to win in today’s market.

𝗪𝗛𝗔𝗧 𝗜𝗦 𝗧𝗛𝗘 𝗕𝗘𝗦𝗧 𝗪𝗔𝗬 𝗧𝗢 𝐅𝐈𝐍𝐃 𝐎𝐔𝐓 𝐌𝐎𝐑𝐄?
👉 See how signal-driven GTM can transform your pipeline: www.intelligentresourcing.co

Ronan Leonard

Christmas countdown has officially begun in the Leonard household.

Yesterday my wife put up our tree.

It means that Christmas has now become real.

Hints on what to buy if you're out of inspiration.

Deadlines to meet before the shutdown.

Office parties and drinks to attend.

The wrapping of presents to go under the tree.

The countdown to lots of food.

Traditions that only our family follow.

Here's wishing everyone a wonderful festive season ahead.

Ronan  Leonard

Helping GTM teams outperform legacy playbooks with signal-driven, programmatic execution

Best business book I've read this year.

As someone who loves reading business books I'm constantly looking for new ideas to implement for my business and my clients.

30+ business books in 2025 and this one is the standout.

Written by Alex M H Smith from Basic Arts it's a masterpiece in simplifying the complex.

Most business owners can't easily articulate their strategy or confuse it with their goals. Or worse have a "best/number 1" strategy which is the worst kind.

Building on Category Design this book is a must read for any owners committed to improving their business.

Are your BDM’s and Sales Managers still doing manual lead generation? 

Here’s how to build an automation stack with powerful workflow tools 
These 2 Go-to-Market (GTM) automations are built to scale your outbound pipeline.

Each of them eliminate busywork and manual enrichment entirely.

The formula is simple: smart triggers → actions → meetings.

Here are the plays 👇

🔹 Play 1 → Positive Reply → CRM

Webhook/Lead Source → n8n→ HubSpot

AI auto-detects positive replies. The system syncs them straight to CRM. No manual sorting, no missed deals. This ensures zero lag between a positive conversation and sales follow-up.

🔹 Play 2 → Enrichment & Routing → Campaign

Webhook/Lead Source → n8n → SmartLead

Pull in raw lead data, enrich it immediately, and use n8n logic to route only qualified prospects directly into a hyper-personalized follow-up sequence. Clean data becomes an immediate pipeline.

Ultimately, scaling success isn't about chasing volume; it's about automating the intent-to-conversation flow.

We know these strategies work: we've tested similar plays across 20+ campaigns, confirming they run 24/7, completely hands-off.

Ready for the exact n8n logic and detailed setup we deploy for these GTM automations?

DM me and I'll share the full walk through.

This is the “Modern 2026 Marketing Playbook” 

Stop interrupting, start "answering." (Why Cold Calling is out and AEO is in).
Many predicted the demise of outbound, which didn’t die, but got smarter instead.

Old playbooks (2022-2024) relied on brute-force interruption by dialing hundreds of strangers hoping for a 3% connect rate.

The 2025/2026 playbook relies on Inbound-Led Outbound. It’s built on pSEO (Programmatic SEO) and the rapidly emerging field of AEO (Answer Engine Optimization).

GTM leaders are realizing that the goal isn't just to rank on Google anymore; it's to be the cited "source of truth" when a prospect asks ChatGPT or Perplexity how to solve their problem.

Here is a tactical look at the new front line of growth, replacing the traditional SDR cold-call layer.

👉 Step 1: The New "Cold" Layer (pSEO + AEO)
Instead of buying cold lists, modern teams are building "Answer Engines."
pSEO: Deploying hundreds of programmatic landing pages targeting specific, high-intent long-tail keywords (e.g., "Best [software category] for [specific industry] with [specific integration]").
AEO: Structuring content specifically so AI models (Gemini, Perplexity, SearchGPT) can easily digest it and cite it as the definitive answer to a user prompt.

🛠️ Key tools: Byword (scaled content generation), Webflow or WordPress (hosting), Perplexity (for reverse-engineering buyer questions).

👉 Step 2: The Bridge (Deanonymization)
This is where inbound turns into razor-sharp outbound. You can't call a web hit, but you can call a deanonymized company.
We are moving away from pre-built "Dream lists" and toward dynamic "Intent lists."
The Play: A prospect lands on a pSEO article about "reducing AWS spend."
The Tech: Tools like RB2B or Clearbit identify the company IP and even the specific LinkedIn profiles visiting.
The Trigger: This high-fidelity signal immediately pushes the contact into the appropriate column of the playbook (LinkedIn automation or Email).

👉 Step 3: Signal-Based Automated Follow-up
Because the initial interest was inbound, the outbound outreach performs 3x-5x better than cold outreach.
Instead of a generic pitch, the outreach is contextual: "Noticed someone at [Company] was researching our guide on AWS spend. Here is the spreadsheet template mentioned in that article..."

The Efficiency Shift:
Old Way: 500 Dials ➡️10 conversations ➡️1 qualified opportunity.
New Way: 1,000 AEO Visits ➡️100 Deanonymized ICP leads ➡️ 25 qualified opportunities.

Being the "answer" is infinitely more scalable and converts higher.

Gearing up for 2026 are you optimizing your GTM for Google search bars, or for AI prompts?

99% of Australians don't know what Clay is, and it's costing them revenue.

we know that sales and marketing ops are flooded with promises of automation, but most of it breaks at volume. 

Clay isn't a magic fix, but used properly, it becomes a control panel for cleaner data, faster routing, and fewer no-shows.

Here's how top GTM teams are actually making Clay work:

✅ Waterfall enrichment
Pull from multiple sources with fallback logic. Complete profiles, fewer blanks.

✅ Bounce prevention
Verify every contact before it hits a sequencer. Protect sender score, stop wasting sends.

✅ Territory routing with timers
Assign by region and tier with SLA tracking. Clearer handoffs, faster first touches.

✅ ICP scoring and signal capture
Combine firmographic fit with intent triggers. Prioritise what matters.

✅ Ops observability
Expose silent failures like enrichment gaps or delayed syncs before they hurt pipeline.

💡 Start where your bottleneck is.
Dirty inputs? Fix enrichment and dedupe.
Slow handoff? Tighten sequencing flows.
No accountability? Add routing and logs.

2026 should be the year you fix your lead generation.

This one might offend if you still think a “campaign” means a Canva ad and a Mailchimp list…

Here are 10 things GTM Engineers wish marketers (and yes, sometimes sellers) understood:

1/ CPC is not a strategy.
Just because you “upped the budget” doesn’t mean it’s working. CPCs have jumped over 20% year on year. You're bidding more for less signal.

2/ Zero-click is the norm now.
Google’s eating your traffic. If you're not optimising for visibility on-platform, you're invisible. Not misunderstood. Not unlucky. Invisible.

3/ Stale CRM = dead pipeline.
If your last update was from a webinar six months ago, you’re not “nurturing,” you’re hoarding ghosts.

4/ “Spray and pray” = no pipeline clarity.
 If you can’t tell me your total addressable market by segment, intent, and buying stage, you’re not running GTM. You’re doing guesswork with Google Sheets.

5/ Print still gets budget?
You’re spending $5K+ for 800 brochure reads. That’s $6.25 per “impression” with zero targeting, zero attribution, and zero scalability.

6/ Content made the old way costs 10x more.
The average blog takes 4–6 hours and costs $400 to $800 with freelancers or internal teams. AI-powered workflows cut that to 45 minutes. Do the maths.

7/ Clicks ≠ conversions.
If you celebrate CTR over meetings booked or revenue influence, you're running vanity metrics, not growth levers.

8/ Content ≠ distribution.
If you don’t engineer the downstream (routing, retargeting, workflows), you’re throwing content into the void.

9/ Signals > personas.
 Demographic targeting is noise. What did they click? What did they view? Where did they drop off? That’s GTM intelligence. Not job title filters.

10/ Attribution is not broken. Your setup is.
If your dashboard can’t track touchpoints past first-click, it’s not a mystery. It’s a data design problem.

For the GTM folks: what else makes your blood boil?

For the brand marketers: what would you push back on?

👇 Let’s share what's working.

Search is splitting.

You still have “blue links”, but more and more queries now end at the answer layer: ChatGPT, Gemini, Perplexity, and Google’s AI outputs. 

That shifts the goal from “rank higher” to “be included in the synthesised response”.

The new target: share of answer

In a world of generated answers, the KPI is “share of answer”: how often you are referenced, how prominently, and how consistently across a cluster of related prompts.

Two implications follow:
Citations inside answer engines do not mirror top 10 SERP.
“Being the best result” is no longer the same as “being the source the model uses.”

Layer 1: make your site easy for machines to read

Robots rules matter. If you block or confuse crawlers, you reduce eligibility before content quality even comes into play.

Optimise for all crawlers.
 
Layer 2: add an AI shortcut with llms.txt

Publishing a focused, text-first index of their key pages using an llms.txt file.

Give AI-oriented systems a concise menu of your core facts, services, and evidence. Low effort, high clarity.

Layer 3: structured data that builds entity trust
Schema is not just about rich results. It is part of how systems resolve:
Who you are
What you do
Which claims belong to which entity

For AEO, aim for consistency over cleverness.

Layer 4: indexing and freshness that keeps you eligible

Answer engines borrow heavily from retrieval systems. 

If your site publishes frequently, you want a process that:
Surfaces new URLs quickly
Keeps metadata aligned to what the page actually answers


Layer 5: content engineered for citation
Writing “thought leadership” while AI is looking for compact, verifiable answers they can confidently reuse.

Citable content tends to share the same traits:
Direct answer near the top
Concrete numbers, names, and conditions
Clear definitions before opinions
References to credible third-party material
Unambiguous phrasing with minimal pronouns

The cluster rule: stop betting on one hero page

AEO rewards coverage across a prompt cluster, not a single URL.

One page rarely answers the full fan-out of related questions that AI systems use to decide which sources deserve space. Publish multiple tight pages that each win a narrow query, then connect them.

Measurement: treat AI referrals like a channel

Rank tracking alone is not enough, because you can be cited without ranking, and you can rank without being cited.

What to monitor instead:

AI referrer traffic patterns
Deep page visitation changes that look like “direct”

Which pages earn repeat inclusion across similar prompts

Which formats are repeatedly reused in answers (tables, definitions, short Q and A blocks)

(Whilst this is all quite technical its important if you want to be visible in the LLM's)

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The Battle

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