Impact 11

Helping B2B startups accelerate their GTM efforts - specializing in engineering, automations, and AI-assisted GTM acceleration for Series A-B companies, as well as hyper-targeted zero-to-one market and sales channel establishment for Seed and Pre-Seed startups.

Founder

Reply

Certified Expert

ApolloShield Counter-Drone Systems

Founded and led ApolloShield from idea to a profitable world-class drone detection and mitigation company.

Sold critical perimeter security systems to top-tier stadiums, prisons, militaries, critical infrastructure, law enforcement and government agencies worldwide.

Raised $3m from Y Combinator and prominent Silicon Valley funds.

Co-Founder & CEO (YC S16, Profitable)

Viggo Hotel TV

Led development and deployment of a hardware and software smart TV content system in thousands of hotel rooms worldwide.

Chief Architect

iOnRoad

Directed UX, branding, marketing, business development, and media activities for driving > 3m YouTube views and ~1m downloads one year after product launch.

iOnRoad won the CES 2011 Innovation honors award and was acquired by Harman Automotive and later integrated into Samsung

Head of Product Management (acq. by SAMSUNG)

Unit 8200 - Israeli Intelligence Corps

Led a critical part of an Israel Defense Prize winning system; Managed engineering teams and led innovative inter-organizational projects with dozens of participants across four associate units

Researcher, Team Leader, Project Manager

StartupGTM.com | I help b2b founders hack traction | Profitable founder (YC)

Transforming a startup from early to repeatable sales is HARD.

If you’re a B2B founder with early sales, then you've done many things right to win your first customers.

BUT - to raise a round A, your startup will need to have a product that's ready to scale because it can be 𝙨𝙤𝙡𝙙 𝙧𝙚𝙥𝙚𝙖𝙩𝙚𝙙𝙡𝙮 𝙖𝙣𝙙 𝙧𝙚𝙡𝙞𝙖𝙗𝙡𝙮.

To get repeatable sales - there are four blockers. 
 
You'll need to change each one from "not working" to "working": 
 
1️⃣ Consistently creating a 𝙨𝙩𝙧𝙚𝙖𝙢 of conversations with customers 
 
2️⃣ Converting these conversations into a 𝙨𝙩𝙧𝙚𝙖𝙢 of first meetings 
 
3️⃣ Converting these meetings into a 𝙨𝙩𝙧𝙚𝙖𝙢 of trials 
 
4️⃣ Converting trials into a 𝙨𝙩𝙧𝙚𝙖𝙢 of deals. 
 
These blockers need to be removed 𝙨𝙚𝙦𝙪𝙚𝙣𝙩𝙞𝙖𝙡𝙡𝙮 - i.e. one by one. 
 
💡 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝗖𝗥𝗔𝗖𝗞𝗜𝗡𝗚 𝘁𝗵𝗲 𝘀𝘁𝗮𝗴𝗲 𝘆𝗼𝘂'𝗿𝗲 𝗮𝘁 𝗥𝗜𝗚𝗛𝗧 𝗡𝗢𝗪. 𝗗𝗼𝗻'𝘁 𝗼𝘃𝗲𝗿𝘁𝗵𝗶𝗻𝗸 𝘁𝗵𝗲 𝗼𝘁𝗵𝗲𝗿𝘀.

—

I'm a former co-founder and CEO at ApolloShield - a profitable YC startup.

I work hands-on with B2B founders on turning their early sales into repeatable sales through a combination of disciplines:

1️⃣ 𝗠𝗮𝗿𝗸𝗲𝘁 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗮𝗻𝗱 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝘀: Understanding the market, identifying target customers, and analyzing competitors.

2️⃣ 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗣𝗼𝘀𝗶𝘁𝗶𝗼𝗻𝗶𝗻𝗴 𝗮𝗻𝗱 𝗠𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴: Defining how the product fits into the market and crafting compelling messages to appeal to the target audience.

3️⃣ 𝗦𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗗𝗶𝘀𝘁𝗿𝗶𝗯𝘂𝘁𝗶𝗼𝗻 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀: Developing strategies for selling the product, including choosing sales channels and partnerships.

4️⃣ 𝗖𝗼𝗹𝗱 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵, 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗮𝗻𝗱 𝗖𝗮𝗺𝗽𝗮𝗶𝗴𝗻 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻: Creating and executing campaigns to build brand awareness and generate leads.

5️⃣ 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗮𝗻𝗱 𝘀𝗮𝗹𝗲𝘀: Managing discovery and commercial discussions with clients and partners to get their business.

5️⃣ 𝗢𝗻𝗴𝗼𝗶𝗻𝗴 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗔𝗱𝗮𝗽𝘁𝗮𝘁𝗶𝗼𝗻 𝘁𝗼 𝗙𝗲𝗲𝗱𝗯𝗮𝗰𝗸: Gathering customer feedback and continuously adapting the product and strategies accordingly.

6️⃣ 𝗜𝗧 𝗮𝗻𝗱 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀: Building support systems to holistically orchestrate and manage your GTM efforts.

7️⃣ 𝗥𝗮𝗽𝗶𝗱 𝗜𝘁𝗲𝗿𝗮𝘁𝗶𝗼𝗻: Developing a method to move forward quickly, iterate and get market feedback - doubling what works and tossing what doesn’t.

🚀 Let's connect and accelerate your startup together!

Nimo Shkedy

Excited to announce the second (N)YC GTM+AI Masterclass! 🎉

📍 Same venue: Clay's NYC HQ
🕰️ Same time: Wednesday at 5:30 pm
📆 Date: November 19, in 2 weeks
👥 Same guests: YC founders, alumni, and friends
🎓 More mentors and speakers
💪 More learning & building!

👉 Sign up here: https://lnkd.in/dKXuhw7K

This event will comprise of 2 parts:
1. TED talks + Expert panel
2. Hands-on masterclasses with mentors

Agenda:
• ​5:30-6:00 pm - Snacks, Drinks, Networking
  Music by Yotam Koren 
  
• 6:00-6:45 pm - Expert panel
  Topic: Value vs Fluff in the GTM+AI space
  David Ronen (Anomalo)
  Gal Fontyn (WalkMe)
  Ajinkya Nene (Trellus (YC W22))
  John DiLoreto (Knock2.ai)
  Avishai Sam Bitton (DemandBox)

• ​6:45-7:15 pm - TED talks
  Asaf Raz (Agora):
  AI-Powered GTM: From Hype to Action
  Maya Mandelbaum (Drata):
  Building global, multi-product GTM with AI

• ​7:15-9:00 pm - Hands-on masterclasses:
  ​AI hyper-targeted lists and signals,
  ​AI revenue operations, automations, and agents,
  ​AI outreach & sequences,
  ​AI content & SEO,
  Context aware GTM engines,
  ​+ Vibe-coded apps with the amazing Shira Luk-Zilberman 

Special thanks to previous mentors + speakers, as well as friends who helped & inspired this event: Omer Shkedy Boaz Descalo Nir Sandbank Keren Milman Adir Ben-Yehuda Keenan D. Williams David Pawlan Brittany Levy Aakash Shah Boardy Gil Birnboim 🐰 Shahar Sorek Nir Goldstein Arnon Sobol Augusto Ferreira🌴 David Goecke 

CCd + Mentors and speakers I wish would join our next events: Amos Bar-Joseph Matan Zamft Osnat Lidor Omer Maman Nima Gardideh Matthew Silberman Andreas Wernicke  Tom Granot Karthiga Ratnam Jared Robin  Ofer Hermoni, Ph.D.

B2B GTM | 2x Founder | YC | MBA | Former hacker (yes, for real)

Awesome masterclass this Wednesday at Clay's HQ! 😍

📆 𝗦𝗲𝗲 𝘆𝗼𝘂 𝗮𝘁 𝘁𝗵𝗲 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 (𝗡)𝗬𝗖 𝗚𝗧𝗠+𝗔𝗜 𝗠𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀:
https://lnkd.in/dPTNjbHD (Wednesday, Jan 21, 5:30pm)

(I'll announce speakers & mentors soon. Let me know if you have experts to nominate!)

👑 𝗖𝗿𝗲𝗱𝗶𝘁 𝘁𝗼 𝘁𝗵𝗲 𝗯𝗿𝗶𝗹𝗹𝗶𝗮𝗻𝘁 𝘀𝗽𝗲𝗮𝗸𝗲𝗿𝘀 & 𝗺𝗲𝗻𝘁𝗼𝗿𝘀: 
• Asaf Raz ​Building and executing an organizational GTM engineering plan
• Maya Mandelbaum ​AI for enabling partnerships + A Hands-On Growth Workshop From Insight to Income
• Avishai Sam Bitton ​AEO mastery
• Shira Luk-Zilberman ​Vibe Coding Apps with Base 44
• Ajinkya Nene ​Building products with AI to compete with giants
• Gal Fontyn ​Org-wide AI project strategies for executives
• John DiLoreto ​Evaluating AI in GTM: Separating Real Revenue Economics Value from Fluff
• David Ronen ​Building context-aware GTM automations
• Randall Bennett ​Expert prompt-writing for agents and chats

💡 𝗔𝘄𝗲𝘀𝗼𝗺𝗲 𝗽𝗲𝗼𝗽𝗹𝗲 𝘄𝗵𝗼 𝗶𝗻𝘀𝗽𝗶𝗿𝗲𝗱 𝗮𝗻𝗱 𝗺𝗮𝗱𝗲 𝘁𝗵𝗶𝘀 𝗽𝗼𝘀𝘀𝗶𝗯𝗹𝗲:
Gil Birnboim Lior Meitar Boaz Descalo Andreas Wernicke Matthew Silberman Omer Maman Nima Gardideh Aakash Shah Adam Alpert Tom Granot Gil Dabah Tom Mes TJ (Tsion) Gonen Amit Yampolsky 🎏 Shoham Eckhaus Gadi Evron 

🤝 𝗝𝗼𝗶𝗻 𝘁𝗵𝗲 (𝗡)𝗬𝗖 𝗚𝗧𝗠 𝗪𝗵𝗮𝘁𝘀𝗔𝗽𝗽 𝗰𝗼𝗺𝗺𝘂𝗻𝗶𝘁𝘆:
https://lnkd.in/d2Drua36

It took me 7 years to hit $2M a year

Today I understand: I was learning too slowly

Homeland security sales cycles drag on for 12–24 months and many end up closed lost

It was part miracle, part design that we survived long enough to get traction

So now, I pivoted to B2B software and services - what a relief 😎

But even in B2B, here’s how to move faster:

𝟭. 𝗧𝗮𝗹𝗸 𝘁𝗼 𝘆𝗼𝘂𝗿 >𝗺𝗮𝗿𝗸𝗲𝘁<, 𝗻𝗼𝘁 𝘆𝗼𝘂𝗿 𝗱𝗮𝘁𝗮.
↳ Volume is too low to wait for A/B tests that yield 5% improvement
↳ Five real conversations beat 5000 clicks with 0.1% conversion
↳ You’ll learn more in a week of calls than a month of dashboards & guesswork

𝟮. 𝗧𝗿𝗮𝗰𝗸 𝗽𝗿𝗼𝘅𝘆 𝗺𝗲𝘁𝗿𝗶𝗰𝘀.
↳ If deals take months to close, find leading indicators.
↳ Second meetings. Proofs of value.
↳ Those tell you 𝘯𝘰𝘸 if you’re building something people want.

𝟯. 𝗧𝗿𝗮𝗰𝗸 𝗽𝗮𝗰𝗲, 𝗽𝗹𝗮𝗰𝗲 𝗯𝗶𝗴 𝗯𝗲𝘁𝘀.
↳ Write down every hypothesis. Record every experiment.
↳ The faster you learn & adapt, the faster you move.
↳ Place bets that can have dramatic outcomes, not single digit improvements.

You don’t grow by doing more of the same.
You grow by learning & adapting faster.

Speed & magnitude of iteration is everything.

Inspired by Eytan Levit & David Katz's podcast episode (from 10 years ago!) about placing big bets + tips from YC, Ron Binder, Gil Dabah, Adir Ben-Yehuda, Erez Moscovich, Tobia De Angelis, Rob Snyder and Logan Gott 

--

P.S: I have space for 2 startups this month, to remove guesswork from their lead gen efforts

Using "PMF sprints" - a method I perfected while working with 30+ seed/A B2B startups

Want to learn the method? Book a meeting from my profile (it's free)

Want to see the best GTM+AI practitioners in NYC show their best work? 👇

Today's amazing mentors:

Asaf Raz on ​​building and executing an organizational GTM engineering plan

Maya Mandelbaum on the path from insight to income: A hands-on growth workshop

Avishai Sam Bitton on ​AEO mastery

Shira Luk-Zilberman on vibe coding apps with Base 44 (CC: Lior Meitar + Ofer Hermoni, Ph.D. @)

Ajinkya Nene on building products with AI to compete with giants (CC: Kaushik Tiwari + Beeri Amiel)

Gal Fontyn ​on org-wide AI project strategies for executives

David Ronen on building context-aware GTM automations

John DiLoreto ​on evaluating AI in GTM: Separating real revenue economic value from fluff

Randall Bennett on expert prompt-writing for agents and chats

---

In case you missed this event -

👉  𝗦𝗶𝗴𝗻 𝘂𝗽 𝘁𝗼 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 𝗚𝗧𝗠+𝗔𝗜 𝗺𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀: https://lnkd.in/dPTNjbHD

and join us on Wednesday, Jan 21, at Clay's office

Speakers & mentors on my wishlist: Jared Robin Amit Yampolsky 🎏 Nima Gardideh Andreas Wernicke Amos Bar-Joseph Matan Zamft Ron Binder Omer Maman Matthew Silberman Karthiga Ratnam 

💡 𝗪𝗵𝗼 𝗲𝗹𝘀𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝘀𝗽𝗲𝗮𝗸 𝗮𝘁 𝗼𝘂𝗿 𝗻𝗲𝘅𝘁 𝗺𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀𝗲𝘀? Let me & them know in the comments :)

Last month, I ran a campaign I was 𝘴𝘶𝘳𝘦 would crush it.

Tight copy. Perfect audience. BUT: No results.

I was baffled. What am I going to do now?

That’s when I realized something many founders miss:
𝗗𝗮𝘁𝗮 𝘁𝗲𝗹𝗹𝘀 𝘂𝘀 𝘄𝗵𝗮𝘁 𝗵𝗮𝗽𝗽𝗲𝗻𝗲𝗱. 𝗜𝘁 𝗻𝗲𝘃𝗲𝗿 𝘁𝗲𝗹𝗹𝘀 𝘂𝘀 𝘄𝗵𝘆.

And that’s the trap I see so many founders fall into:

We stare at dashboards, trying to decode why one version wins and another flops.

But those numbers seldom tell us what we should do next.

So if you’re stuck in that loop, stop running “yes/no” experiments.
✅ Click / ❌ No Click
✅ Reply / ❌ No Reply

Instead, talk to 5 customers.
Say the same message out loud.
Watch how they react.

You’ll learn more in an hour of conversation than in a month of A/B testing.

This week, an investor in 500+ startups told me 95% of B2B founders fail at GTM.
 
Here's what he sees in the 5% who succeed:
 
𝟭) 𝗧𝗵𝗲𝘆 𝗵𝗮𝘃𝗲 𝗮 𝗹𝗮𝘀𝗲𝗿-𝘀𝗵𝗮𝗿𝗽 𝗜𝗖𝗣
 
Not "CFOs at enterprise companies."
 
CFOs using Stack X, tried Solutions Y and Z (heard about them from Channel Q), failed because of Problems A, B, C.
 
If you can't describe your ICP in one breath with this level of detail, you're guessing.
 
𝟮) 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻'𝘁 𝗳𝗶𝗴𝗵𝘁 𝘁𝗵𝗲𝗶𝗿 𝗳𝗶𝗿𝘀𝘁 𝗸𝗻𝗶𝗳𝗲 𝗳𝗶𝗴𝗵𝘁 𝗮𝗹𝗼𝗻𝗲
 
Some founders are naturally good at GTM. Others are really well connected.

With B2B buyers already confused by the competition and still having sky-high expectations, GTM is a knife fight. Founders play in hard mode from day one.

Good founders who aren't experienced with knife fights get coaches or expert fighters, or both.

(Note: For proper founder-led sales, founders still need to lead. They keep ownership and accountability, and manage their coaches / experts while getting their own hands dirty too)
  
𝟯) 𝗧𝗵𝗲𝘆'𝗿𝗲 𝗵𝗮𝗰𝗸𝗲𝗿𝘀 𝗮𝗻𝗱 𝗵𝘂𝘀𝘁𝗹𝗲𝗿𝘀 - 𝘄𝗵𝗼 𝗹𝗶𝘀𝘁𝗲𝗻
 
They find tricks to get to the right people. They read between the lines in every conversation.
 
They don't pitch. They don't get "happy ears." They don't fall in love with their solution.
 
They're IN the conversation - curious, wanting to help, but staying ready to adapt and open to learn what they got wrong.
 
---

P.S: I learned GTM solo. I made it work. But there was a shorter, better way.

Now, I get help to achieve my goals.

Expensive? Yes. Always works? No. Worth it? Absolutely.

If you're a funded B2B founder and want to talk GTM - book a quick meeting from my profile.

Mohan ‎Muthoo 💬 🇬🇧 🌍

Spring Drive

Instantly.ai

Instantly Certified Expert 🏅

Smartlead

Smartlead Certified Expert 🏅

Clay

Certified Clay Expert 🏅

Apollo.io

Official Partner 🏅

automate rev.ops.

Program Mentor

Timely

Full-cycle outbound account executive, selling CRM SaaS to small businesses.

Outbound Account Executive

INFUSEmedia

- Managed a team of BDRs across the EMEA region.
- Built and led training and development for individual reps 
- Built cold outbound strategies and tactics to execute effective campaigns across the team

EMEA BDR Team Lead (Manager)

- Refined and executed cold outbound sales development focusing more heavily on Enterprise accounts.
- Fastest ever firm promotion from BDR to Senior BDR
- Only BDR published on company website

Senior Business Development Representative

- Managed and executed cold outbound campaigns across a range of industries in the EMEA region, from SMB to Enterprise accounts.
- Focus on cold calling, emailing and social selling
- Broke the firm record for most meetings booked in a first month as a BDR

Business Development Representative

doovice

- Wrote copy for cold outbound social sales messages landing a 50%+ conversion rate for UGC
- Recruited and led a team of 10+ volunteer marketing and sales reps at universities across the UK
- Used outbound selling strategies and tactics to generate organic promotion that led to 5,000+ unique monthly visitors within 4 months (no paid marketing)
- Managed back-end CMS and content editing

Founder @ Spring Drive | Driving Growth for B2B SaaS/AI | Multi-Award Nominated | 4th Ever Official UK Clay Expert | 👉 springdrive.co

Hey there 👋 

I'm the Founder at Spring Drive - we Book You B2B Sales Meetings so you can Scale your Business without Hiring More Reps 🛠️

We've worked with B2B service agencies, Y-Combinator backed startups, globally recognized SaaS brands featured in Forbes and the Apple Store, B2B ecommerce companies, and everything in between.

We have a ton of case studies and accolades, having been nominated twice for our work (Finalist in the Standout Use of AI category at the UK Digital Excellence Awards, and for the GTM10 Awards), plus been recognized as Official Expert Partners by numerous top companies in GTM and Outbound.

Head to 👉 springdrive.co 

OR

DM me, I will reply 💬

Mohan ‎Muthoo 🇬🇧

I am looking for a GTM Engineer to join Spring Drive. 

Could that be you?!


You'll be trained by me personally getting the inside scoop on how to create successful campaigns as a Smartlead, Instantly.ai, & Clay Official Expert.

If you have experience using Clay, are meticulous and organized with an eye for detail, and are looking to build a career as a GTM Engineer, this could be for you.



Interested?

Find the application link in the comments.

Anyone tested out SmartProspect yet?

With data sourcing changing all the time, this is interesting.


Smartlead just released SmartProspect which basically means we could get tons of verified leads already in our sequencer without having to pay for the usual databases.


I'm looking at it now and it's very promising, but wanted to test coverage given that ultimately we want to ensure we aren't going to miss any part of our TAM if we use it.


I did a test of CEO:

SmartProspect - 2.1M people

Apollo - 1.9M people


Then I did a test of HR Director:

SmartProspect - 225,753 people

Apollo - 203,156


Then I did a final test of Head of Sales:

SmartProspect - 152,147

Apollo - 174,555



This is not to say that SP is *better* than Apollo - Apollo is a great database.


But I'm very pleasantly surprised at the coverage SmartProspect has - and of course the added benefit that it's right inside the sequencer is pretty neat.

Great work Vaibhav and team.

Increase B2B SaaS sales by 25% with one cold email trick.

CTA Framing. Here's the guide:

Most CTAs are lazy and generic (and smelly): 

Want to see a demo?
Interested in learning more?
Are you hearing me you owl?

Not ideal.

These feel like copy-paste. Your prospect knows it.

Here's some examples of reframes for you:

a) Do you want to see a case study?
b) Do you want to see the case study that outdid every other client we've ever worked with?

It's curiosity ladsssss.

Here's another:

Let's say you're contacting a Marketing lead at a Data Analytics SaaS.

a) Would you like a PDF on the top ways to get leads with Google Ads?
b) Would you like our PDF on how the 3 biggest data analytics companies in North America generate 50-100 leads each month with Google Ads?

Specific.

Curious.

A little bit arousing.

You get it.

The difference is stark.

This can genuinely make the difference between a 15% positive reply rate and a 30% positive reply rate.

Which would double your pipeline.

Double is pronounced "doobleh" btw.


DO YOU DO THIS OR NOT THEN GUYS?

You shouldn't offer your SaaS's free trial to leads.

Here's why (and it's not because they won't pay later)...


Many SaaS companies use their free trial as the lever to bring in leads.

The problem with this is that it puts the cart before the horse.

I.E. You're suggesting they're already interested in your product, which is why it being free is such a great offer.



But this isn't true for cold audiences (outbound, ads)

They don't even know if they care - the fact its free doesn't matter.

The average SaaS buyer has signed up for 12+ free trials in the past 6 months and actually used maybe 2 of them.



B2B SaaS companies need to create offers that actually convert on the strength of the offer itself.

When they come further down the sales funnel and are clearly interested, a free trial makes it a no brainer to commit card details.


With tools like Lovable and Replit, it's super easy to create phenomenally unique magnets and GTM assets that you can utilize to attract leads with a number of different kinds of offers:

- interactive landing pages
- calculators and quizzes
- simple games that are built around the prospect's pain

You can also create micro services like custom setups and audits that are valuable by themselves.


But most companies I see don't do this - they say:

'here's what our tool does...we have a free trial, fancy a chat?'


The landscape is far too competitive now.

Level up.

Your lead magnets suck - if they're not getting tons of positive replies.

Here's the 4 tenets to transform them into ones that people love.

In a lil video.

Just a lil vid.

Booking meetings every day for a B2B SaaS at Spring Drive

And it's cold outreachhhhhh


Yes that's right, it's not dead - despite what you might hear on the radio!

If anyone got that joke i'd love to know.


Anyway, the right Resonance Strategy can mean massive pipeline value - daily, weekly, monthly.

Just pick the right partner and give it time to cook.

I guess we're presidential now

Sc of us booking a Director at the Obama Foundation for a client.


Sure, it wasn't Barrack himself...

Or was it...

okay no it wasn't

But it's a big strategic account to send through the pipeline.


No personalization except for using Clay to abbreviate the role and insert it strategically into the email.


*fair warning*:

Cold email is dead guys please stop sending immediately or you might book meetings.

We 'compel' prospects to book meetings with our B2B SaaS clients.

Their words, not mine. Here's how:


Balance theory.

You need to assess your assets in the context of your market to understand how to become compelling.

Assets
- Social proof
- Lead magnets
- Offers
- Pain data
- Personalization

You need to cross reference these and ask yourself, do any of our assets here STAND OUT in the CONTEXT of our market?

Genuinely though.

If you think your ebook on how to improve ad performance is stand out to ecom founders in the US, you don't understand your market at all.

Most people do not build stand out assets at all.

They simply do what they think LinkedIn is telling them will work.

"let's use this trigger and add pErSoNaLiZaTiOn'

seriously...?

If have genuinely intelligent personalization that hardly anyone else is likely to be using and its relevant...

Then yes, hammer it son.

9/10 - this is not the case.

At Spring Drive we use our messaging strategy framework and experience to spend a lot of time ideating insanely stand out ideas for our clients that we can A/Z test heavily.

That's how we get results whilst everyone else is testing personalization and triggers and getting confused as to why nobody cares.

Don't believe the hype.

Balance theory.

Screenshot below from a client campaign at Spring Drive.

Okay guys I'm going to share this one because it's very decent even though I don't normally do these posts.

Smartlead are doing a Black Friday Flash Sale for both Smartlead and Non-Smartlead users:

 - 100% free Admin Google & Outlook mailboxes for the first month.

- No Minimum order size

- The email infrastructure setup is done for you.

- US IP Mailboxes

Doing outbound properly means a robust infrastructure and that can add up, so this is pretty neat.

Also btw, this is absolutely the time to stock up on a ton of inboxes too because everybody should be warming up infra over december to launch hard at the start of Q1.

Cart time.

About to tell prospects about your B2B SaaS's features?

 WAIT - read this first.


I think we've moved passed generalized outcome statements in outreach.

Focusing on the end result, in many cases, leads to trite messaging like:

'10x your revenue' or 'saves you 15 hours per week'.


The market is too mature for that now (in 90% of cases).

But the fallback for many companies is to say, well, let's tell everyone about our amazing features.

This is even more common in complex SaaS tools where summarizing its core value is actually quite difficult because there's just so many ways it can help.

The issue there of course is that, guess what - nobody actually cares about features, inherently.

They do, in fact, care about outcomes.

hmm, tricky.


So what do you do to book prospects into more sales meetings?


Specificity.


You should still focus on outcomes and results, but they HAVE to be framed with specificity.

Look at these examples:


"Our tool saves you 10 hours per week manually sending invoices" - 2/10 (Bad).


"Our tool saves you 10 hours p/w sending invoices with our AI sequence generator" - 4/10 (still pretty bad, just AI washing)


"Our tool uses AI to cross-reference your clients with the right retainer values and puts together a 7-step email sequence to chase payment with easy-pay links embedded, reducing payment time to under 5 days and boosting cashflow".

Now we're talking.

It cuts through both features and outcomes with far more sophistication.

It visceralizes for the prospect precisely what outcome they're getting.

And how it does that, at the same time.

The outcome. The experience. The opportunity cost. The time saved.

All embedded in a line built around specificity.

Will you book sales meetings with AI-led B2B SaaS outreach messaging?

It depends on this 1 question:


A lot of B2B SaaS companies are, understandably, integrating AI into their tools as part of their product offering.

Makes sense.

I'm talking front-end customer use, not back-end for the company.

But, the wave of AI washing over the market is gaining pace rapidly.

And the messaging will get trite if it hasn't already.



So, to know if adding that AI feature into your messaging will work

Ask yourself this:


Does the AI function you've added solve something which was not possible or feasible before, or which was possible but costly (time or money) 

AND 

which customers were trying to do anyway because it was that necessary to them?


The final part is really crucial.

I see a lot of AI functionality which is really adding negligible value.

"Here's something you didn't truly care about, but you can do it now really quickly and cheaply with AI"

Day 1: omg that's so cool

Day 2: yeah it works decently

Day 3: i really need to get back to focusing on what matters to running the business


It's fun to play around with, and then nobody truly cares about it.


These can be great lead magnet use cases - don't get me wrong.

But pipeline conversions will likely suffer without a robust strategy behind the feature.



Just something to think about.

Earlier this year we were selected as a Finalist at the UK Digital Excellence Awards.

For a cold email campaign. This was it:


We were shortlisted as a Finalist along with 2 other companies for the 2025 UK Digital Excellence Awards under the category Standout Use of AI.

This was for one of our outbound campaigns that generated over 130 leads and 2 closed deals for a client in the first 4 weeks.

Part of the reason we were selected was a conditional logic workflow using AI to find relevant information on prospect websites, scoring them, and then using AI to format the wording so they could be inserted seamlessly into an email and sound completely human.

We did this with Clay.

And we continue to run great campaigns that generate pipeline for clients at  Spring Drive.

But here's something you should know - not every offer is built for cold email.

If you're targeting IT decision makers? Forget about it.
Only targeting Enterprise domains? Use is manually with multi-channel.
Got no social proof for a results-based service? Forget about it.

And ALWAYS A/Z test.

Booking sales meetings for B2B SaaS daily at Spring Drive.

With Resonance Strategy.



Want to know how? DM me.

(screenshot chat with a client of ours below)

Leads vs Meetings - do you know the difference?

A warning to B2B SaaS companies:


If you're considering hiring an agency to deliver you 'leads' - be sure you know what that means.


I once told a company I'd expect we'd deliver around 10-15 meetings a month for them, and they replied:

"But the other agency said they would deliver 30 at around the same cost?!"


I asked them...'Meetings? Or leads?'

Them: 'what do you mean? They said 30 leads.'

Me: 'A lead is someone who has replied with interest - they haven't yet agreed to a date and time to meet with you. They may not agree at all. How many meetings are people agreeing to from those leads?'

Them: 'Oh right yeah, I think its positive replies. Leads.'


Nothing wrong with leads as value btw - but you should always ask an agency you're considering working with: 

'what do you mean by a lead?'

Different agencies use the word leads in different contexts, but the value can be massively different.

Just a gentle notice.

Very gentle.

You should not use cold email to grow your B2B SaaS/AI.

IF this is true:


Cold email is still in my opinion of the most powerful ways to scale revenue fast.

For many companies, cold email is the difference between 5 closed deals a month and nothing.



But if any of the following are true, you might not be a good match:


1. Your ICP is IT focused

IT generally hate sales outreach - we turn down companies that mostly target them.


2. Your TAM is small.

It's just harder to create sustainable pipeline from.

Fancy workflows you see getting 20 leads from 280 contacts looks great - but these campaigns usually do not replicate at scale month over month.

You might have a great month or two - then you're lost.

We like to work with companies that have at least 80k prospects minimum in their TAM.



3. You're afraid of rejection

Being told 'don't contact me again' in sales is like getting a bruise in sport.

If you're scared of getting a bruise, sport isn't for you.

Giants like Salesforce built billion dollar companies off the back of sales teams getting rejected constantly.

They just built systems to close the deals that did come through...

And didn't get shaken when someone said no.



4. You're not committed to A/Z test and be creative

If you haven't tested something in the market, you don't know what will happen.

The best results are usually the most recent - because you only getting better from a/z testing and iterating over time.

Companies that want to see amazing stuff from day 1 usually suffer because they never give themselves the opportunity to reach pipeline momentum.


But, if these don't apply, you could be getting 10-30 meetings every month and closing deals, scaling your B2B SaaS easily just with cold email.

To convert a lead to a booked meeting, you need a Pipeline Variant.

Here how to do it in 3 steps:


When a lead replies positively, there's still work to be done to book them to a meeting.

But most companies just follow up asking them for a meeting.

Hounding them like, like a, a, hOUnd dog.


The issue with this is you're not making them *want* a meeting.

Which should be your goal.


Nobody wants to give you their time - you have to convince them.

The prospect will think: 'well i'll just check them out online and gauge if I care based on that'


So you need a distinct strategy in place for why they should attend a meeting.

I call this the Pipeline Variant.

And I expect royalties.


Ask yourself:

'What can you give/show them in a virtual meeting that they cannot reasonably expect to find online?'


This dramatically increases booked meeting numbers.


The concept is maintain some balance - don't give everything away in the email, precisely so you can hold something back to book the meeting.


Ideas include:
- audits (have to be framed correctly)
- building their custom setup together on a call
- showing them proprietary data unavailable anywhere publicly

Get creative and you can really get people wanting to put time aside for you.

Cold email rewrite time...

How a simple offer got complicated.

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