Full Pipeline without 3+ BDRs or a Lead Gen Agency ✨ Top 5 Clay Creator | Founder @ Enablement.ch

You're doing cold outreach already. So your sales pipeline should be full. 

But where are the leads & deals? 

Creating a full sales pipeline is easy. 

You just have to:
→ Create an apollo account and build a list
→ Use an email template from a "LinkedIn Influencer"
→ Send emails & LinkedIn DMs with Lemlist

and on top of that - share content on LinkedIn every day 

You probably tried this already. 
Or hired a Lead Gen Agency to do it for you. 

Why does it not work? 
Here's the truth

#1 - Time
You don't have the time to manually build lists 
AND personalise every message. 

So either reach out to just a few people
or you just spray and pray

#2 - Trust
Everyone can send 1000 emails. 

Just look at your inbox:

→ You are spending 5-10 minutes every DAY to delete emails
→ You look like another Joe Shmoe wanting to ""jump on a call?""

= You & your message don't stand out. 

BUT 

You also know that this can work. 

You see people raving about tools like Clay, RB2B and AI generated messages. 

And you heard about that through people on LinkedIn. 

Ergo personal branding & outreach DO work. 
they can generate qualified meetings,
a full pipeline
and $$$

ONLY 

If you do it right
and create an actual engine
where everything is connected & automated

This system is not just cold outbound
and not just praying that your LinkedIn content creates inbound
This is ALLBOUND

And how do I know this? Two reasons:

#1 - I've done it twice already
 
I generated over $2.4m in revenue in my last role as sales leader at a HubSpot Agency
↳hyper personalised messages at scale in 2022 - BEFORE ai was even possible. 

And now at enablement we generated $200k pipeline in 20 days from a single campaign. 

We practice what we preach. 
Here's how we make our money: 
→ 49.4% Outbound
→ 29.3% LinkedIn
→21.3% Referrals

#2 - We worked with over 70 B2B Tech Companies in the last 18 months

Bound (fintech) 
→ 2x Pipeline in Q1 24
→ 70% Revenue from Cold Outreach

Scrypt (fintech) 
- 10 meetings with C-level per month

Skribble (B2B SaaS)
→ Reduced BDR Team by 80%
→ Still hit revenue targets

XPLN (B2B SaaS)
→ 20+ meetings with CEOs per month

Fruitcore Robotics (Robotics) 
→ Consistently book 85+ meetings per month
→ $543k in Pipeline

If you're thinking now:

"That makes sense, I want know how you REALLY use AI & Automation to create a full pipeline - without a Lead-Gen-Agency or a big BDR team" 

here's the next step. 

DM me and we have a chat. 

PS: This only makes sense if you ACTUALLY want to make a fundamental change in your business and not just looking for a quick fix

Lanny M. Heiz

Humanity is done...and nobody even noticed it

I always thought it was at least 6-12 months out. But 2 weeks ago Gemini just cooked - Gordan Ramsey level. 

Friend told me that Gemini 3 is INSANE for images and he's never seen anything like it. 

So I wanted to give it a try. 

Just took me 2min to create this side-by-side comparison (prompt is in the comments) 

The results are mind blowing. 

The image created by nano banana 2.5 is good - but you can tell it's AI. 

With Gemini 3, no chance

ZERO

Makes me wonder what that means. 

"Pic or didn't happen" is a thing of the past. 

My son will not understand that phrase. 

Welcome to the post-foto-proof world. 

Yes, this is amazing and I'm already training a custom gem to do my LinkedIn graphics. 

...but it's also very strange. 

 What do you think? good or bad?

Lanny M. Heiz ✨

More Pipeline, Less BDRs - using custom AI Agents ✨ Clay Enterprise Partner | Founder @ Enablement.ch

I've spent over $100,000 on tools over the last couple of years. Most of it was wasted. Here are the best (and worst) sales tools for 2026. S + A tier replace a 5-person SDR team and only costs you $2500 a month. 

𝗦 𝘁𝗶𝗲𝗿 - 𝗖𝗮𝗻'𝘁 𝗹𝗶𝘃𝗲 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 (𝘄𝗼𝘂𝗹𝗱 𝗽𝗮𝘆 𝗱𝗼𝘂𝗯𝗹𝗲)
→ @gemini (google)
→ Anthropic 
→ Clay 
→ n8n 

Clay & n8n give you ANY data you ever wanted AND allow you to automate everything with it - using AI agents

Gemini (Google) & Anthropic (Claude) give you the AI power to run it. 

And I will get hate for this, but OpenAI is not S-tier anymore. It's just cheaper - not better. 
 
 𝗔 𝘁𝗶𝗲𝗿 (𝗺𝘂𝘀𝘁 𝗵𝗮𝘃𝗲)
→ OpenAI 
→ lemlist 
→ Common Room 
→ Teamfluence™ 
→ Smartlead 
→ HubSpot 

Commonroom & teamfluence give me the best triggers to run fully automated outreach. 

Smartlead (or Instantly)and Lemlist give you the infrastructure to land in the inbox

HubSpot is still the best CRM. 

𝗕 𝘁𝗶𝗲𝗿 (𝘀𝗵𝗼𝘂𝗹𝗱 𝗵𝗮𝘃𝗲)
→ HeyReach.io
→ TheirStack 
→ Trigify.io 
→ emlen  
→ Make  
 
All tools that give you unique signals and allow you to automate your GTM Process

𝗖 𝘁𝗶𝗲𝗿 (𝗕𝘂𝘆 𝗶𝗳 𝗻𝗲𝗲𝗱𝗲𝗱)
→ Apollo - only for listbuilding (only 1 seat needed)
→ BetterContact (if Clay credits are not enough)
→ FullEnrich FullEnrich (if Clay credits are not enough)
→ Findymail, Prospeo.io, LeadMagic  
→ Sales Navigator

If you need a LOT of data, it makes sense to buy credits from the tools directly and integrate them in clay/n8n. 

𝗗 𝘁𝗶𝗲𝗿 (𝗼𝘃𝗲𝗿𝗵𝘆𝗽𝗲𝗱, 𝗱𝗼𝗻'𝘁 𝗯𝘂𝘆)
→ ZoomInfo ZoomInfo (unless you target only 50 acocunts)
→ Most data providers like Lusha, RocketReach etc.
→ Any linkedin tool other than heyreach & lemlist

Legacy tools that were good 4-5 years ago but did not manage to stay relevant in the AI age. 

𝗘 𝗧𝗶𝗲𝗿 (𝘀𝘁𝗮𝘆 𝗮𝘄𝗮𝘆 𝗮𝘁 𝗮𝗹𝗹 𝗰𝗼𝘀𝘁)
→ Outreach  
→ Salesloft  

Every single user I know churned eventually. 

Just don't - unless you want to land in spam. 

What would you change in that list? What would you add? 

Comment 👇

R.I.P. to posts with 3 likes and 0 leads

Gemini 3 didn't just Linkedin content better... it completely changed the game.

Founders know LinkedIn content is important - but they don't post 

...no time
...no idea what to say
...no framework to go viral

Does AI solve this? 

I hoped. 

I tried it all

ChatGPT, Claude, Grok...

All sound like AI.

Robotic... 

AI slob does not generate pipeline

So I built a custom Gem on Gemini 3

analysed 10,000 viral linkedin posts

trained it on the top 10% 

Result after 2 weeks

→ 2 posts, 57,866 impressions
→ 14 inbound sales calls
→ $89k in sales pipeline
→ $37.5k new MRR

Here's how it works:

→ Give a post idea (or let it create one)
→ Writes to create meetings - not just likes 
→ Creates 3 posts (trained on the top 10% frameworks)

Want it? 

I got you

Here's the gem 💎 

https://lnkd.in/ebzk5HQU

I’ve spent the last 6 months obsessed over the perfect linkedin post (that is not a “comment x” post). 1.1M impressions and thousands of leads later… I cracked the code. 

And the best part? 

It’s super simple

It’s a framework we now use to write linkedin posts that go viral. And bring leads. At will

And they are NOT giveaway posts. 

Honestly, it was not always like that.  

I used to think only lead magnets would go viral. 

They work. But I did not want to depend on them.  

But I had to. 

Because my normal post got nowhere

→ Zero reach
→ Just a few likes & comments from friends
→ No idea how the algorithm works

So I started to dig. 

Analysed thousands of posts

Talked to ChatGPT till 4am

Tested every hook style possible. 

Then, it finally clicked. 

Suddenly, my posts got 88k, 101k, 312k impressions. 

And NONE of them are lead magnets. 

We now call them TLC posts. 

Giveaway posts are great - but you need to be more than a 1 trick pony. 

That’s why I turned the TLC strategy into a plug-and-play template. 

You get: 

👉The 1 thing nobody talks about that makes you go viral
👉The exact framework we use for all our viral posts
👉What do (and what to avoid) to turn likes into $$

It’s the exact playbook we use at Enablement that turned us into a 7-figure business. 

Get the guide here
https://lnkd.in/ervY6ZJp

I analyzed 20+ B2B companies and discovered something staggering: Companies using 2020 GTM stacks are getting crushed by 73% lower pipeline velocity. Here's what the winners upgraded in 2025:

I pulled data from companies ranging from 50 to 500 employees.

The pattern was crystal clear.

2020 stack = survival mode

2025 stack = domination mode

Here's the exact transformation separating winners from losers:

FINDING LEADS: 

2020: ZoomInfo + Apollo → basic lists

2025: Apollo + Clay + Apify
→ Use Apollo to scrape basic list 
→ Find more leads with Clay 
→ Scrape websites with Apify actor to increase TAM

DATA ENRICHMENT: 

2020: Manual ZoomInfo + Apollo research → Outdated info, missing emails

2025: Clay + Leadmagic + Bettercontact 
→ Email + phone waterfall 
→ Deep research using Claygent 
→ Context-rich personalization

DATA VALIDATION: 2020: 
→Hope emails work 
→ No validation process 
→ No catch-all verification

2025: Findymail + Prospeo + Enrichley 
→ Waterfall enrichment validation 
→ Below 2% bounce rate 
→ Verify catch-alls with Enrichley

SALES ENGAGEMENT: 

2020: Salesloft + Outreach email sequences

2025: Smartlead + Heyreach + Lemlist 
→ Multi-channel orchestration 
→ Social context integration 
→ Personalized touchpoints

CRM: 

2020: HubSpot isolated island → Manual entry, zero integration

2025: HubSpot with API + automation
→ Seamless data flow 

SOCIAL SELLING: 

2020: DM outreach

2025: Teamfluence + Trigify + Claude copilot 
→ Retarget profile visitors 
→ Social triggers for outreach 
→ Personal branding

The numbers tell the story:

→ 2020 teams: 12 meetings/month per rep 
→ 2025 teams: 41 meetings/month per rep

→ 2020 conversion: 2.3% 
→ 2025 conversion: 8.7%

But here's what most people miss. 

The shift isn't just tools. It's philosophy:

2020: Collect tools 
2025: Build ecosystems

2020: Hope data is accurate 
2025: Know data is perfect

2020: Spray and pray 
2025: Precision targeting

Your stack determines your ceiling.

Most teams stuck in 2020 while competitors dominate with 2025 approaches. Companies making this transition in the next 90 days will have massive advantage.

You: 743 followers, Your post: 348 impressions
(What to do instead) 

LinkedIn Influencer: 24'912 follower
Their post: 134'521 impressions

Yes, you can walk from Berlin to Zurich
But taking the plane is faster. 

So instead of making tiny steps and getting 348 impressions, comment on viral posts in the EARLY minutes. 

Your comment gets the SAME 134'521 views as the original posts

You go just as viral as the post. 

This is why this works so well

You're high-jacking the reach of influencers for your micro-posts that disguise themselves as comments

Here's how I added 5k followers in the last 6 months

1. Follow 20 influencers my ICP listens to
2. Activate notifications when they post
3. Leave a "micro-post" as comment

People see that and notice

"This Lanny guy is smart"

Check out my profile

I catch that signal and automatically qualify them in clay and reach out if they are a good fit. 

Books 4x more meetings than your normal cold outreach.

In the last 6 months, we helped 36 tech companies FIX clay - after they've tried it on their own for half a year and got no results. These are the 3 mistakes ALL of them make

It drives me crazy. 

Companies spend $12,000 and 120+ hours implementing clay - and still don't have a full pipeline. 
 
6 months ago I had to explain to people what Clay is - now companies come to us asking for help (after they've failed to implement it) 
 
And it's always the same 3 things why it fails: 
 
1.) TIME & KNOW-HOW
Everyone underestimates the learning curve you have with clay - because it requires a new role to work with it
 
...RevOps can connect the tools but they don't know marketing & sales
...Marketers are not good at writing cold emails that convert
...SDRs are not tech-savvy enough
 
That's why you spend 2-3 months setting up clay when in reality it should take you 3 weeks. 
 
You need a GTME. Hire one or get a partner to help you. 
 
2.) NOT CONNECTED
 
If you have clay and you're still using ANY csv files - you do not understand the point of it. 
 
Clay is the glue that connects your CRM/Product data with your outreach
 
If you have it connected properly, you can do things like
 
- Auto-enrich your CRM
- Reach out to free trial/PLG users 
- Exclude deals/clients from your outreach
- Personalized nurture sequences for lost deals
 
and much more. All of it on autopilot
 
3.) ONLY USE IT FOR COLD OUTREACH
 
You're using clay like it was Zoominfo or Lusha
 
- Find leads, emails and phones
- Add to a sequence
 
New tool, old way of working
 
But that's not what clay is about. 
 
Instead, it's the tool to combine your outbound and inbound motion into an Allbound GTM motion. 
 
→ Identify Inbound Leads (Ads, website, social) 
→ Qualify leads for ICP fit
→ Personalise outreach
 
These allbound campaigns perform 14x better than normal cold outreach for us. 
 
TAKEAWAY
1. Get an expert to set it up (internal or external) 
2. Connect it with your CRM + outreach tools
3. Combine inbound + outbound = Allbound

Chili Piper hit $30M+ pipeline with just 2 marketers in 2025 — while cutting costs by 50%. Now they leaked their 2026 budget (it's the opposite of what most tech companies do)
 
INSIGHT

Back in November 2023, Founder Alina Vandenberghe 🌶️ was staring at spreadsheets with bloodshot eyes.
 
Every tab told a different story.
 
Sales leads in one silo. Marketing campaigns in another.
 
Deals were stalling. The quiet blame game had started.
 
The obvious fix? Hire more SDRs.
 
She did the opposite.

After looking at the data, she found one pattern:

- Deals from Marketing close in 243 days
- Deals from SDRs close in 300 days
- Combined they close in 192 days

That's 36% faster. 

And they were also bigger. 50% higher ACV

The problem was not headcount or marketing spend. 

The problem was the mindset

There is no inbound. No outbound

Only Allbound.

That's when she decided to shift the budget
 
BUDGET SHIFT

Investing 6-10% of your ARR on GTM is the gold standard. But most B2B companies spend it wrong: 

- 40-50% on programs (demand gen, content etc) 
- 10% on tools & tech
- 40% on people

Companies overspend on people because they still follow the "predictable revenue model" - and this requires a lot of people to run. 

That does not scale in an AI world. 

Chillipiper's Allbound budget looks different: 

→ 60% on programs (demand gen & content)
→ 25% on tools (AI agents + orchestration)
→ 15% on people (GTME not SDRs)


Before they had 10 inbound SDRs manually qualifying leads. Now, 1 GTM operator does the same job with AI Agents. 

Same pipeline output.  Fraction of the cost.

Here's what the AI Agents do: 
 
→ Inbound qualification and routing
→ Meeting prep summaries 
→ Filter our spam leads
→ No-show follow-ups 

  
THE RESULTS
 
→ Costs down 50% 
→ 30,000,000 in pipeline
→ 100% increase in ACV
→ Deals close 36% faster
 
🔑 THE TAKEAWAY
 
2026 isn't about buying more AI tools or hiring more reps.
 
It's about two shifts:
 
1. Move budget from people to programs + tech
2. No inbound. No outbound - just Allbound
 
The teams that win won't have the biggest budgets.
 
They'll have the tightest alignment.

How we book 20+ meetings per month with 2h of work for that last 11 months (and turning it into 100k+ p/m)

👉 # 1 Content

Last year we lost out on 6 figures in revenue. At least. 

This year we stared to take LinkedIn seriously.

It pays off: 

→ 3x followers 
→ 200k impressions per month 
→ 23% revenue from LinkedIn Inbound

We created our own AI to do the content for us.

I review it quickly and post it
Takes 30 min per week.

👉 # 2 Collect Leads

If you viewed my profile
commented on a post
or left a like

Teamfluence™ ™ collect all the leads and sends it Clay
It's like RB2B for linkedin

👉 # 3 Enrich, Qualify and Personalize
 
Clay automates everything

→ Qualify the lead if they fit our customer profile
→ Find and validate the email address
→ Personalise the message
→ Send to campaign

👉 # 4 Engage Leads

We enrol the leads in our best performing campaign. 

The conversions are 166% higher than before

The tools?

Smartlead for emails
HeyReach.io for LinkedIn

👉 # 5 Sync Positive Replies

We created our own Tool (InboxManager) to use AI an all replies

✅ Positive? 
➡️ Sync to HubSpot

This way we have all the data in our CRM
and can report where our revenue comes from. 


👉 # 6 Win Deals

We win 68% of all our deals. 
20% come from this Allbound flow alone

# Summary

There is ONLY one manual step in this entire workflow. 

Copy/paste the LinkedIn content our AI wrote

The rest is FULLY automated. 

Every. Single. Step.

It feels like we're printing money. 
with 0 effort

Should I post a video about this in detail? 
Comment your thoughts below👇

Allbound Flow

I don't care how much hate I'll get for this: Here are 5 AI agents I created instead of hiring, training and managing humans (exhausting). They make us 7 figures. Here's how. 

BACKGROUND
I was always impressed by founders who have big teams and a lot employees. It was a proxy for success. The more people, the better. 

This is just not true anymore. It just means you are a dinosaur that works in a pre-AI world. 

And I don't like to manage 10-20 humans. 

So I created these AI agents for us. 

1/ Content Writer
 Last month, we made ca. $80,000 directly from LinkedIn alone

That wasn't always the case. I knew it was important, but I was facing the same 3 challenges over and over again:

1- WHAT should I post?
2- HOW do I write, so people read it?
3- WHEN do I even find time to write a post?

Our AI content agent solves all 3: 
→ Identifies trending topics in sales
→ Turns insights into post drafts for LinkedIn
→ Adds my personal experience & insight to every post

I just review it quickly on every Monday morning. 

2/ Campaign creator

If you're building you want to launch a campaign you are starting from zero every time. And you contact people randomly - not only the ones who are IN THE MARKET right now

That's why we created a signal-based AI agent that reaches out to qualified leads on autopilot and books us 20+ meetings a month.

→ Uses signals like job changes or LinkedIn engagement
→ Qualifies each lead for ICP fit
→ Personalises every message
→ Reaches out automatically

3/ Reply Manager
We used to have a VA handle our email replies. Now it's all done by an AI agent trained on our previous responses. Reply time is down to 0

→ Analyses responses from LinkedIn and Email
→ Segments into negative, neutral or positive
→ Gets me the lead's phone number
→ Creates tasks in HubSpot
→ Drafts replies

4/ Sales Coach

6 months ago, my closing rate dropped to 20%. And I had no idea why. Last month it was 53.85%. Here's how I build my AI agent that breaks down every call

→ Trained it on 100 sales call transcripts of won deals
→ Automatically sending every sales call over
→ Agent scores it + detailed breakdown 
→ I review the best & worst parts

5/ Customer Onboarder

When we started 2 years ago, every customer had to fill out an onboarding form asking questions like

• Who's your ICP? 
• What's your value prop?
• What titles are you selling to? 
• What case studies do you have? 

If you're selling AI & Automation, this is not what you expect. And it took customers 2 weeks to fill it out properly. Now it's done in 3-4 minutes by our Agent

→ Reviews your website + competitors
→ Gets case studies, pains & value prop 
→ Drafts the first messages for the campaign 
→ Creates the list of target accounts + personas


TAKEAWAY:
Look at all your business processes. What steps are you doing over and over again?

Ask yourself: "HOW can this be done with AI instead of Humans?"

Cold Email as BDR for Google: 

"I'm impressed you breathe air. I breathe air too!"

"Here's a 5-paragraph AI-pitch-slap"

"Book a meeting with my link"


Email still lands in the primary inbox and the prospect books the meeting

Cold Email as BDR for Startups: 

- 6 clay tables and 2 n8n workflows to build lists
- 100 inboxes sending only 5 emails a day
- Warm-up your inboxes for 4 weeks
- Don't ask for a call, give value 
- AI hyper-personalisation
- Signal-based outreach


Takeway:
Be Google


Kudos to all the startups cracking cold email as an unknown brand

PS: Google please don't ban all my future emails for this one.

PPS: More memes in the comments

Norman Wooding

Tutor - Cryptocurrency and Disruption

SCRYPT

Your trusted partner for crypto assets. 

SCRYPT offers a complete spectrum of crypto asset services. From cutting-edge trading, custody, and staking to specialised asset management, we empower institutions and Web3 companies with comprehensive access to the crypto asset landscape

Founder & CEO

Yield3

A single tool to monitor, track, analyse and simulate your #DeFi strategies, and to empower better decision-making with robust and actionable #Web3 data for institutional investors.

Accumulate, Analyse and Act with us.

Ready, Set, Yield!

Co-Founder

AWS Startup Loft Accelerator

Startup Advisor - External Expert 

TRON DAO

Judge for multiple seasons of the TRON Grand Hackathon.

Hackathon Judge

DCAP Ltd.

DCAP is an independent investment advisory house for digital assets. The founders are embedded in Web3 and are passioned about the transformative potential of decentralised technologies.

Advisor

Fidenzia AG

Head of Over The Counter trades for a regulated Swiss AG. In charge of investor relations, banking, trading, as well as daily operations and management of the entire trading floor.

Head of OTC

The London School of Economics and Political Science (LSE)

Designed and taught a 6-week course on digital assets, their financial applications and use cases, trading strategies and risk management to over 60 students from a wide range of backgrounds (Senior government officials, Banking executives)

Maven Global LLP

Intern

Lancaster University Management School

•	Developed effective strategies for students to approach and manage the writing demands of their course. 
•	Consulted on such matters as coursework requirements, source material, aspects of structure and style, referencing and citation conventions, and the clarity of their writing

Academic Writing Mentor

Bloomberg LP

Blockchain | Crypto | DeFi | Entrepreneur 

Experienced Entrepreneur and Leader. Skilled in Blockchain, Digital Assets, and Start-ups. Demonstrated history of creating, building, and scaling companies.

I create and evolve the strategic vision and lead high-performing teams, promoting agile and entrepreneurial working environments. Experienced in leadership, investments, and negotiation. Well versed in Fintech and alternative investments. Academic background, entrepreneurial journey. 

I like to build.

taplio

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Lanny M. Heiz

Norman Wooding

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