CEO @ Conversion House 🏠 | On-demand design for small SaaS marketing teams so they can launch faster, position better and convert more.

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Joe Wheatley

The best GTM principle → Create abundance where there is scarcity

Credit goes to Santosh Sharan for this one!

Before ZoomInfo, B2B data was locked behind Dun & Bradstreet at $100K/year. Only the IBMs of the world could access it.

ZoomInfo dropped that to $5K/year and went from $10M to $100M (abundance for SMBs)

Then Apollo arrived and made B2B data available for under $100/mo (abundance for everyone)

Each time, data was scarce for a lower segment of the market
A company noticed → made it abundant → their growth exploded

The cycle repeats over and over. Scarcity becomes abundance. Winners look for new scarcity.

And when data becomes fully abundant (thanks Apollo) the old playbooks stop working (goodbye spray and pray). That's why the industry has shifted towards signals. 

Tools like:

- Clay
- Freckle.io
- BirdDog
- Signalbase (Previously LeadsOnTrees)

So the real money question: What’s scarce now, and what will be scarce next?

That’s where the opportunity lies.

Joe Wheatley 🏠

Founder @ Demand House | Intelligent outbound for B2B SaaS | Trusted by Warmly, Summize & Coefficient

4 layers of B2B outbound (and our go-to tech stack)

1 / Capture Layer
- Prospeo.io for cold leads, RB2B for website leads and Trigify.io for social listening

Note: since Prospeo's V2 launch, we've switched over from Apollo (see link in description for reasons why)

2 / Intelligence Layer
- Freckle.io as the GTM-brain (others use Clay - they do the same thing)
- HTTP APIs to find and validate emails, using the following providers:
--> Prospeo, LeadMagic and FullEnrich for waterfall enrichment
--> ZeroBounce for email validation
--> BounceBan to verify catch-alls
- Freckle credits for mobile numbers (only credits we use)
- OpenAI API for AI enrichments and classification
- Tier leads based on account-fit and engagement score
- Build email and cold call scripts using messaging frameworks + AI
- Route leads to right sequences (Apollo for Tier 1 & 2, Instantly for Tier 3)

3 / Outreach Layer
- Tier 1 is multi-channel, manual SDR outreach (with scripts to assist)
- Tier 2 is multi-channel, manual outreach (when out of Tier 1 leads)
- Tier 3 is fully-automated email outreach (using copy built in Freckle)
- Tier 3 also identifies who is in-market vs who is out-of-market. For in-market, send sales-focused messaging; for out-of-market, send marketing nurture

4 / Sales Layer
- If positive reply, add lead to CRM. Now over to SDR team to book a demo

Founder @ Demand House | Outbound systems for B2B SaaS | Trusted by Warmly, Summize & Coefficient

Proof that cold outbound isn't dead, and remains the BEST channel for building predictable pipeline

Last week we sent 1,800 emails across 3 campaigns (roughly 600 leads contacted)

Reply rates between 5.7-10.6%

5 opportunities

See for yourself.

Given we only just started running outbound for ourselves (started in 2026), with only 10 secondary inboxes, I'd say this is a damn good start

Before you say outbound is dead, think again!

You need to give the recipient a reason to reply (value).

Then you need to deliver on this value and offer more value to get the call.

But most don't offer real value, and then complain no one responds. Why would they?

Others give value to the wrong people. Your fault you've got a bad list.

Also - stop relying on marketing / content as your savior. It's a long-term play that should consume 20% of your efforts max. 80% should be on near-term pipeline aka. outbound.

If you put in the work to build the right list and offer (and you deliver on your promises), you will win.

Building Curacity's top 100 prospects in 10 minutes:

1 / What they do
Demand creation platform where hotels create content, Curacity distributes to premium publishers (Travel + Leisure, Condé Nast Traveler, etc.) to drive bookings and revenue

2 / Define ICP by analyzing best customers
50% small chains (8-14 properties), 33% independent (1 property), 67% US-focused, 83% hotels

3 / Identify buyer personas
CMOs, VP Marketing, Director of Marketing, VP Revenue Management (decision makers) + Marketing Managers, Brand Managers, Revenue Managers (champions)

4 / Identify key signals
Rapid growth (headcount/revenue), hiring for marketing manager, new CMO/VP Marketing, new property launches, rebranding, recent funding/acquisition, performance issues (low direct bookings, declining occupancy)

5 / Find leads in Apollo
Filter by marketing roles, C-suite/VP/Director level, company lookalikes (Viceroy Hotels, Virgin Hotels), US location, 200-1,000 employees, hotels/hospitality industry, layer on signals

6 / Import to Freckle / Clay
Combine 4 signal lists from Apollo (lookalike + rapid growth, lookalike + hiring, rapid growth, hiring) and import to Freckle/Clay

7 / Validate emails
Zero Bounce for validation, Bounce Ban for catch-all verification

8 / Enrich with phone numbers

9 / Verify ICP + buyer persona match
Is company ICP? Is person decision-maker? Remove leads that don't match both

10 / Build messaging
Rapid growth: "Growing team = need revenue to support payroll, explore new marketing channels?" / Hiring: "What are new marketing manager's priorities? Open to exploring new channels?"

Result: 94 verified top hotel decision-makers ready for multichannel outreach to drive Curacity sales

Top 100 Prospects in 10 Minutes for Blink (Employee Engagement Platform)

- Determine ICP based on best customers
- Map TAM & signals
- Build tiering system
- Find leads in Apollo
- Enrich, validate and filter in Freckle (or Clay)
- Build messaging relevant to signal (observation), ICP and persona

Frank Sondors 🥓 is literally the 🐐 of startup sales (he books 500 demos per month and scaled Salesforge.ai 🔥 from $0-$3M in less than 1 year)

When building a team, he said to start off with 2 reps
(Do not hire from big corporate like Google - wrong mindset)

And then he talked about how to acquire customers. It's not about one channel, it's about multi-channels working together.

Get data, test & iterate.

He also spoke about why you need to track first touch and last touch attribution

And finally, how to warm-up prospects before booking the demo

Head over to Frank's profile now and follow him. The guy to watch in 2026

We're getting more positive replies than we can handle.

Here's one example:

- Reached out to someone who just joined a 7/8 figure SaaS as Head of Sales
- Asked how the role was going (be human!)
- Offered genuine value

Outbound works when you do it better than everyone else.

Step 1 - Offer value to get the reply 
Step 2 - Offer value to get the call/audit

If you offer what they actually want and deliver on it, you'll win. Simple.

At Abhmedia, we have been helping SaaS and B2B companies grow and become sellable. The reason they become sellable and self-sustained is because of our organic inbound system.

Our organic inbound system generates sign-ups and demos on autopilot, indefinitely, and for FREE. It's completely organic. Also, conversion rates are much higher. Why? The customers or leads coming to sign-up or book a call with you, are "actively seeking buyers."

You aren't advertising on their social media while they're looking at their friend's photos, or reaching out to them, interrupting whatever they have going on. You're only getting leads actively seeking you, and what you offer. They're ready to slam their credit card on the table immediately.

Adam Hamdan

"SEO takes 12 months to work"

This is the biggest lie in SaaS marketing.

Here's what actually happened:

We finished our first 3 months recently working with a Series A automation SaaS.

They had zero organic search presence.

Only ranking for their brand name.

What most SaaS companies think they should do at this time is put out thought leadership content.

That's not SEO, that's general top of funnel content.

Real SEO targets revenue.

Our client came to us, to avoid that fluff.

• Target bottom-funnel keywords
• Go after high-CPC terms competitors pay for
• Publish large volumes of (only high quality) content
• Make every SEO page conversion-optimized

Basically, we treated SEO like a REAL revenue channel.

The results in under 90 days?

• 211 new keyword rankings
• 4 → 67 top 3 rankings  
• Organic traffic tripled
• Traffic value: $300 → $5.9k/month (CPC savings)
• Daily impressions: 1,500 → 13,000+
• Multiple demos booked organically in first 45 days

That last point is what matters.

This wasn't vanity traffic, it was legit pipeline.

From zero to demos in 6 weeks.

SEO works fast when you stop treating it like a general content dump and start treating it like a revenue channel.

Most SaaS founders are still stuck in 2015 thinking.

Done right, SEO compounds like crazy!

P.S If you want an enterprise SEO system built inside your SaaS to drive more inbound trial signups, paid users, and demos...

Visit my website to book a free strategy call

Founder @ ABHMedia | Book 10-20+ new SaaS demos per week with SEO | Growth for 70+ B2B SaaS companies | ✞

Series A SaaS SEO Case Study

"Your rankings are up. Your traffic is down."

The SaaS Overviews Paradox.

It's where you think you're improving but you're actually declining in traffic and/or SEO revenue. 

The good news? There's a simple fix that most SaaS companies are missing.

Here's what's happening:

Google's AI Overviews are hijacking your informational traffic.

You rank #1 for "what is CRM software"

But visitors never click through because the AI Overview gives them everything they need:

"CRM software manages customer relationships and sales processes."

Done, no click required.

But here's the opportunity:

While everyone fights over informational keywords that AI Overviews dominate...

You can dominate the keywords that actually matter:

"how to do [feature function] in 2026"
"best [solution] for [use case]"
"[tool] integration with [platform]"

These commercial-intent keywords:

• Rarely trigger AI Overviews
• Drive qualified prospects
• Convert at 10x higher rates

The strategy isn't complicated.

Stop chasing vanity rankings on informational terms.

Start targeting buyers who are ready to evaluate and purchase.

P.S If you want an enterprise SEO system built inside your SaaS to drive more inbound trial signups, paid users, and demos...

Visit my website to book a free strategy call

Founder @ ABHMedia | Book 10-20+ new SaaS demos per week with SEO and AI Search | ✞

The SaaS Overviews Paradox

Most SaaS companies don't become the default choice in their niche by accident.

Here's how they engineer it:

Right now, one of our clients is being positioned as the GO-TO AI solution for a legacy product.

They show up across AI Overviews and LLMs

It continuously says, "if you want an AI option, [our client] is a great choice." 

They're cited first in AI answers.
 
Their title tags drive the most clicks because they clearly own the "AI" angle.

It followed a very repeatable system, more than just SEO too.

Here's the exact roadmap SaaS teams use to become the default platform in their niche:

Phase 1: Build authority where buyers already look

• Bottom-funnel content targeting buying keywords
• Competitor and alternative pages that frame you as the obvious choice
• Leadership content across LinkedIn, YouTube and X

Phase 2: Turn content into revenue, then reinvest

Good content doesn't just bring traffic, it brings in revenue.

As demos from content close, that revenue gets recycled into:

• More content around what's already converting (same messaging across channels)
• Expanding coverage on more channels

Phase 3: Scale with paid ads

Once authority exists, paid becomes leverage.

Messaging that mirrors what prospects already believe from your content

Paid works best when it amplifies the trust you already have.

Your content will also serve as a nurture for paid prospects. 

Phase 4: Expand the product surface area 

Dominant SaaS companies launch:

• Add-ons tied to existing demand
• Features based on real data

This locks in customers and widens your TAM without starting from zero.

Phase 5: Turn customers into distribution

At this point, growth becomes self-reinforcing.

• Reviews and testimonials show up everywhere
• Communities form around the product
• Word of mouth does what ads never could

You need a great product at this point.

That's when your platform starts to feel inevitable.

The real goal isn't rankings or traffic.

It's being the first name people think of.

That's how categories are won.

P.S If you want an enterprise SEO system built inside your SaaS to drive more inbound trial signups, paid users, and demos...

Visit my website to book a free strategy call

The moment you realize your SEO is working:

You schedule an inbound call with a prospect.

They found you on Google.

They've already:

• Read your content
• Explored your product
• Compared you to competitors
• Decided you're the leader

Before you even spoke.

That's the power of ranking #1.

It's not just about clicks or traffic.

It's about PERCEPTION.

When someone searches "email marketing platform" and sees your company at the top...

You instantly become:

→ The trusted choice
→ The market leader
→ The obvious solution

No sales pitch required.
No convincing needed.
No objection handling.

Google did the selling for you.

And here's what most SaaS founders miss:

This authority is GLOBAL.

But it starts with one thing:

Ranking #1 for the keywords that matter.

Because when you own the search results...

You own the market.

And when you own the market...

The market pays you accordingly.

P.S If you want an enterprise SEO system built inside your SaaS to drive more inbound trial signups, paid users, and demos...

Visit my website to book a free strategy call

The January SEO surge is here.

(And the data is crazy)

Yesterday was Monday, January 6th.

The first real day the business world is back after holidays.

And across our client portfolio?

We saw search traffic EXPLODE.

Some hit all-time highs.

This happens every year, but most people miss it:

→ Decision makers are back 
→ Q1 budgets are ready
→ "Best [software]" searches spike
→ Comparison queries go through the roof

Why this matters:

Organic search captures intent the moment it exists.

No cold outreach needed.
No ad spend required.
No complex funnels.

Just pure buying intent landing on your site.

And January is THE month to capitalize.

If you've been waiting to get serious about SEO...

This is your moment.

P.S If you want an enterprise SEO system built inside your SaaS to drive more inbound trial signups, paid users, and demos...

Visit my website to book a free strategy call

Huge GSC Spikes

From zero inbound demos to "strictly inbound" revenue

(in less than 5 months)

A PLM SaaS founder reached out to us 5 months ago.

His exact words a couple of weeks ago:

"This has been easily the best marketing investment we've made in the entire history of the company. Almost all of our sales and deals now are strictly coming from inbound."

Here's what we did differently:

Instead of blog traffic, we targeted commercial keywords where buyers actually search.

Instead of content volume, we focused on high-intent positioning.

The first 30 days:

• Hit #1 for 3 core commercial terms
• Page-one visibility for 60% of target keywords
• Started ranking for terms they were paying PPC ads for

Then we doubled down on a recurring monthly basis.

The compound effect kicked in:

• New articles hitting page one within weeks
• 50%+ of content landing on page one consistently
• Rankings across PLM, fashion tech, and AI searches
• Inbound demos flowing in pre-qualified

SEO became their best growth engine, not just a marketing channel.

Buyers find them first, demos come in warm, and revenue scales predictably. 

This is what happens when SEO is built around buying intent instead of generic SEO traffic.

P.S If you want an enterprise SEO system built inside your SaaS to drive more inbound trial signups, paid users, and demos...

Visit my website to book a free strategy call

Keyword research is where SaaS teams overcomplicate SEO.

I just found 87 converting keywords in 20 minutes.

Here's exactly how I did it.

Most SaaS GTM teams I talk to:

• Overanalyze every single keyword
• Chase high-volume terms that never convert
• End up with content that drives traffic but zero demos

The difference with out strategy is that we follow a proven 4-step framework:

Step 1: Find what's already working

Skip the "dump competitor domains into Ahrefs content gap" approach.

Instead:

• Find individual blog posts ranking right now for competitors
• Sort by CPC (buying intent indicator)
• Extract proven keywords that are already converting

Step 2: Turn your features into keywords

Your product pages are keyword research goldmines.

They reveal exactly how your buyers search.

Example transformation:

"AI contract management" (feature landing page) → "AI contract management software" (keyword)

Step 3: Filter ruthlessly for intent

Only keep keywords where searchers are:

• Comparing solutions
• Looking for specific software
• Ready to evaluate tools

Step 4: Grab the easy wins

Low-competition, bottom-funnel keywords.

They won't drive massive traffic.

But they drive the RIGHT traffic.

These rank fast and book demos like crazy.

This is the exact system we use to turn SEO into a reliable growth channel for SaaS teams.

I do this live, finding 87 keywords in just 20 minutes, showing you the complete strategy, transparently.

The video breakdown is below.

-Adam

"Write quality content." You've heard it 1,000 times.

But what does quality actually mean in SEO?

It's not just about being well written.

It's about being useful and structured so both visitors and Google can easily digest it.

Here's how I define quality content for our clients:

→ Clear, keyword rich headings and structure

Don't start with "Introduction."

Start with something like "Top 5 AI Tools for Small Teams"

→ No fluff

Skip the long wind-ups, conclusions, and generic filler content.

Every sentence should serve a purpose.

→ Right length for the right keyword

For competitive topics, write in length based on what Google tends to favor in the actual SERP results.

→ Smart internal linking

This helps Google crawl your site and boosts rankings across related pages.

→ Engaging visuals

Infographics, embedded videos, or images help readers stay longer and understand faster.

If your content isn't both, you're writing for no one.

P.S If you want an enterprise SEO system built inside your SaaS to drive more inbound trial signups, paid users, and demos...

Visit my website to book a free strategy call

Why B2B SaaS companies FAIL at GTM

(And don't even realize it)

They pivot their strategy every 90 days and have short attention spans.

I keep seeing SaaS GTM teams doing the same thing:

• Content marketing: 2 months, then drop to little to no content
• Paid ads: 6 weeks
• Cold outbound: 2 months
• SEO: 80 days
• Partnerships: 3 weeks

This is marketing malpractice.

Here's the thing about B2B growth:

• Your first 100 pieces of content won't get you to Hormozi's level
• Your first 1,000 cold emails will get ignored
• Your first 3 months of SEO won't book in hundreds of quality leads
• Your won't sign 7-figure partnerships in just a few weeks

But most teams just quit way earlier than what's needed for all of these channels.

They're looking for the "magic channel"

When the magic is actually:

Picking ONE channel and doing it consistently for 12+ months.

The compound effect in B2B is real.

But you have to survive the "dead zone" first.

I know this from direct experience with my own business and across our clients' SEO channels. 

Most companies panic too often.

They pivot. They try something new.

And they reset their compound clock to zero.

They end up coming back to the same channels anyway, 3 months after quitting. 

The ones that push through the dead zone...

That's when exponential growth kicks in.

-Adam

Why B2B SaaS companies FAIL at GTM

Why 8 commercial + 8 core blogs beat 80 random posts

(And how to stop wasting your SEO content budget):

Most B2B SaaS companies publish 80+ SEO blog posts per year.

How many drive demos? Typically under 5 per month.

Here's what actually works:

The 8-8-20+ Framework:

1. 8 BOFU pages targeting commercial intent

Stop chasing "project management skills" with 10k+ search volume.

Start targeting:

• "[use case] solution"
• "[category] software" 
• "best [tool] alternatives"

These pages convert at 10x the rate of purely informational content.

2. 8 core blog posts with clear CTAs

Your blog shouldn't just educate, it should ALSO convert.

Every core post needs:

• A problem your product solves
• Clear value proposition
• Direct CTA to demo/pricing

Education without conversion is just bland content marketing.

3. 20+ programmatic pages for scale

Templated, data-backed pages for:

• Every integration
• Every use case
• Every comparison

Quality + Intent > Quantity + Search Volume

Stop publishing content that doesn't convert.

Start building SEO pages that actually drive revenue.

P.S If you want an enterprise SEO system built inside your SaaS to drive more inbound trial signups, paid users, and demos...

Visit my website to book a free strategy call

"Should I focus on Google or ChatGPT for SEO?"

Wrong question.

I get asked this too often.

A client came to me panicking the other week.

He'd been listening to some "guru" who told him:

• Google is dead
• ChatGPT is the future
• Pivot everything to AI optimization

So he came and told me about all of this.

I told him what he's saying is just FLUFF. I had to stop him.

With our strategy, we're literally CURRENTLY dominating AI search results. 

We didn't change to some random LinkedIn AI SEO strategy.

We just write informatively and authoritatively (EEAT stuff). Not much different from what we did before LLM search. 

So when someone says:

"Forget Google, focus only on ChatGPT optimization"

They're missing the point entirely.

It's like saying:

"Don't worry about being a good athlete, just focus on winning championships."

The foundation creates the outcome.

Here's what I told my client:

We create content that:

• Answers real questions thoroughly
• Uses natural, conversational language
• Provides genuine value and relevancy to the intent
• Targets keywords people actually search

Do that well?

You'll rank on Google.
You'll rank on ChatGPT.
You'll rank on Perplexity.

It's not either/or

It's both/and

And in fact, we're getting our largest leads coming through AI search engines, which is fantastic for our client's revenue. 

P.S If you want an enterprise SEO system built inside your SaaS to drive more inbound trial signups, paid users, and demos...

Visit my website to book a free strategy call

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Joe Wheatley

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The Battle

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