Demand House

Founder

MASS

Analyst working on defence projects in collaboration with US Gov and Applied Physics Laboratory.

Analyst

Engineer across design, construction, commissioning and operations.

Engineer

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

Are you a SaaS / tech startup between $500k and $3M ARR with high retention, but low ARR growth?

If the answer is yes, then acquisition is the bottleneck. 

If we dig a little bit deeper, it's because you don't have a system for generating consistent pipeline.

In other words, you're too dependent on referrals and inbound (Spoiler: Hope is not a strategy).

The solution? Allbound:
→ Hyper-targeted outreach fills pipeline today.
→ Scroll-stopping content fills pipeline tomorrow.
→ Together, results multiply.

Want to learn more about allbound?
→ Visit my website: https://www.demandhouse.agency/
→ Subscribe to my newsletter: https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=7307333213792665600
→ Subscribe to my YouTube channel: https://www.youtube.com/@demand-house

Joe Wheatley

2025 reflections and plan for 2026

1️⃣ 2025

Marketing
↳ 0 → 3k+ LinkedIn followers
↳ 0 → 300+ newsletter subscribers
↳ 0 → 25 podcast episodes on YouTube

Network
↳ Built relationships and become friends with amazing founders, CEOs and GTM leaders across B2B SaaS

Social proof
↳ Worked with 4 x $5M+ ARR SaaS companies
↳ Worked with 10+ $1M+ ARR B2B companies
↳ 27 five-star Google reviews

Business
↳ Pivoted from websites → content → GTM

Who we help
↳ B2B SaaS from ~$500k ARR and up

2️⃣ 2026

Marketing
↳ 3k → 6k+ LinkedIn followers
↳ 300 → 1k+ newsletter subscribers
↳ 25 → 60 podcast episodes

Network
↳ Network better, give more
↳ Go deeper in the GTM communities I am already part of
↳ Potentially launch a startup GTM community (for those who aren't mature enough to work with us)

Social proof
↳ 10+ outbound case studies
↳ 50+ five-star Google reviews

Business
↳ $60k MRR
↳ 2 new clients per month
↳ 100% retention

Who we help
↳ DIY outbound consulting for startups with sub-5 person sales teams (under $2M ARR)
↳ DFY outbound systems for B2B SaaS with 5+ sales reps ($3M+ ARR)

Biggest Change from 2025 to 2026:
- We’re qualifying out unvalidated startups (pre-$1M ARR).
- You cannot guarantee results if they’re unproven.
- You can do everything right, but at the end of the day, if the founder isn’t made of the right “stuff”, nothing will save them.
- If you have social proof (which we do now), leave the brokies behind.

Onwards 🚀

Outbound systems for $3M+ SaaS | Trusted by Warmly, Summize, Coefficient & more | 27 x 5-star reviews on Google | Founder @ Demand House

J.Y Delmotte bootstrapped BuddiesHR to $43k MRR. But how exactly did he do it?

No. 1: He took advantage of being early to the Slack Marketplace.

He built up 700 customers, stacked reviews and now competitors are too far behind to catch up.

Slack is now their #1 source of signups.

Next biggest source is SEO.

Jean-Yves developed a real passion for culture and employee engagement while running his previous startup, PaletteHQ.

And he was living by example → No one left in two years.

Now he creates content derived from topic clusters, closely aligned with the product and what users want to know.

If it starts ranking, he optimizes.
If it drives traffic but is vanity, he kills it.

He’s also getting customers from Reddit and LinkedIn.

Two powerful lessons from J.Y. here:

1. Being early and riding a wave is a good strategy (if you’re confident the wave will get bigger). Similar to Warmly with nametags. Build on someone else’s wave (Zoom for Warmly, Slack for BuddiesHR), get in early and you’ll be miles ahead by the time everyone else catches on. We’re seeing this now with Clay / GTM agencies.

2. Choose channels that fit your own style. SEO works for BuddiesHR because they’re good at it. Podcasting works for me because I like talking to people. Pick channels you can actually win at.

But the most important thing you can learn from Jean-Yves:

“Ship code and talk to users” 😉

If you're looking for a fresh pair of eyes on your GTM strategy going into 2026 and already dreading Q1, DM me.

In under 2 hours, I’ll review your GTM system and give you the 3 growth levers you should focus on next.

No sales pitch. Just honest advice that will move the needle.

DM me - I’ve worked with 4 × $5M ARR SaaS businesses in 2025 alone (plus 10+ at ~$1M ARR), building GTM systems that book demos.

Frank Sondors 🥓 (Founder of Salesforge.ai 🔥) is booking 500 demos per month by dogfooding

He’s solving a real problem:
- Sales reps are split across too many tools → forced to stitch workflows together and deal with unnecessary complexity

And he has a solution:
- An apple-like experience for sales teams

How:
- Mailforge, Primeforge, Infraforge and Warmforge for infrastructure & deliverability
- Leadsforge for finding leads (larger DB than Apollo)
- Salesforge for outreach execution (LinkedIn + email)
- The suite integrates together seamlessly giving you an 'apple-like' experience

Proof of value:
- Forge has a huge TAM (sales teams worldwide)
- They're dogfooding with 250 domains and 500 inboxes
- A sh*t ton of email & LinkedIn outreach (and they’re adding a dialer in 2026)
- Booking 500 demos per month

And before you assume that with this number of inboxes they’re just spamming the TAM - watch the full episode.

Frank used to lead sales teams of up to 100 people. At the end of the show, we actually talked tactics and that there's an unreal amount of gold there

Frank is an absolute authority on building sales teams & outreach and the results speak for themselves.

Will you be bringing home the bacon 🥓 like Frank in 2026?

P.S. They went from 0 to $3M+ ARR in less than 12 months (so clearly, they are very good demos)

Bill Stathopoulos

👋 I'm Bill, and here's my story:

1. Building SalesCaptain, an Outbound & AI GTM agency for B2B SaaS to $3M+ ARR, while being a digital nomad for 4 years.
2. Authored a book - "Cold Email Secrets"
3. Scaled a Growth Marketing Agency to $1M ARR at the age of 28. Grew the team from 7 to 25+ employees in 3 years. Closed clients like Nestle, Revolut, GE, and the Singapore Airport.
4. Helped multiple startups go from zero to $5M+ revenue in 18 months since 2015
5. Trained 2,500+ Growth Marketers in the last 5 years
6. Built the speakers lineup for Ad World, with 50k+ attendees and 100+ speakers, making it the largest advertising conference in the world
7. Interviewed Seth Godin, Scott Galloway, Arianna Huffington, Rory Sutherland, the CMO of Samsung, the CMO of Hubspot, and 30+ world-class Marketing executives.
8. Published the book “Cold Email Secrets”, the bible of modern Outbound & GTM. 
9. Named “Top Lead Generation Voice” on LinkedIn in 2024
10. Became the Clay Club Host in London, leading a team of 15+ GTM Engineers

What you'll get working with me:
🧲 Your Go-To-Market (aka GTM) Strategy
🏀 Optimize your Marketing channels; make the most of your budget
🏆 Build systems for User Acquisition, Activation, Retention, and Revenue

Peace, love & growth ✌️

Bill

Co-Founder

We build and scale Outbound Sales systems that include multi-channel prospecting, lead response, and our cutting-edge processes to help you build your business.

10 GTM workflows that booked 7,000+ meetings in 2025
Used across 100+ GTM systems.

If your outbound sequences are chasing people who aren’t buying...
These 10 workflows help you detect who’s ready now, and what to do next.

We ran them inside SalesCaptain and with B2B SaaS clients.
And they consistently delivered.

They work because they align to these three things:

- Timing: something just changed
- Budget: money is already allocated
- Buying motion: the account is actively evaluating

Here they are👇 

1. Visitor identification (page-level triggers)
Segment accounts by pricing, product, or comparison page visits and trigger outreach tied to that page
👉 950+ meetings

2. Resurrect lost deals with new signals
Monitor closed-lost accounts weekly and re-activate them when new intent signals appear (visits, hiring, engagement)
👉 750 meetings

3. Event attendee outreach (before / after)
Filter event attendee lists by ICP and reach out pre-event or within 72 hours post-event
👉 600 meetings

4. Social listening (pain keyword tracking)
Track posts and comments mentioning specific problems you solve and engage immediately
👉 820 meetings

5. Hiring for GTM roles (RevOps, SDR, Demand Gen)
Detect new GTM role openings and contact the hiring manager tied to that function
👉 900 meetings

6. Competitor followers outreach
Identify followers of direct competitors and reach out with category-level positioning
👉 770 meetings

7. Lookalike customers from top accounts
Export your best customers and build lookalike account lists with matching firmographics
👉 810 meetings

8. Funded startup outreach
Detect new funding rounds and target operators responsible for deploying the new budget
👉 950 meetings

9. Inbound-led outbound (triggered from engagement)
Trigger outbound when accounts view content, submit forms, or engage repeatedly
👉 820 meetings

10. Tech stack change / ABM tool triggers
Monitor accounts adding or replacing tools and reach out while the evaluation is active
👉 520 meetings

We use Clay as the orchestration layer + tools like Dealfront, RB2B, lemlist, Instantly.ai, HeyReach.io, and more (I will add the full stack in the comments.)

These are part of 31 GTM workflows we documented internally this year to automate pipeline creation across verticals.
I shared them at a few events this year, if you're restructuring your GTM for 2026, happy to send over the full list.

#GTM #workflows #outbound

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

Top 10 GTM Workflows of 2025 that booked 7000+ meetings

No, your GTM engineer can’t fix your outbound.
Read this before you hire a GTME.

(This is part 1/5 GTM mistakes you shouldn’t carry with you into 2026.)

I was on a sales call this week with a founder who said:
"We hired a GTM Engineer 6 months ago… but our pipeline growth is minimal."
I asked: “What’s your team structure?”
She said: “I have a GTME.”
....

One of the most common GTM mistakes I see:
Founders hire a technical expert, 
and expect them to drive both pipeline and revenue.

It doesn’t work that way.

Here’s what actually works (and how we structure GTM at SalesCaptain):

You need these 3 roles
1️⃣ GTM Strategist: owns strategy (ICPs, messaging, cross-channel orchestration)
2️⃣ GTM Engineer: builds AI/data workflows, connects APIs, scales infra
3️⃣ Full-Stack AEs: convert pipeline, leverage infra, feed insights back

We learned this the hard way:
One person can’t own both strategy and execution.
This is too much switching between contexts, which leads to too many dropped balls.

So we tested different structures till we got it right.

→ We launched campaigns twice as fast
→ Our messaging started resonating better
→ It became easier to see what was actually driving revenue

We’ve helped clients implement the same structure, and the numbers keep proving it right.

So let me ask you this 👇 
How’s your GTM team structured?
How is it working for you?

From my conversation with Milan Savov, on Leaders of Growth podcast (I will add the link in the comments).

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2025 was the year GTM changed for good.
 
I spent this year in rooms like INBOUND, SCULPT, Clay Clubs, private GTM dinners, and long conversations with sales leaders across 15+ countries.
 
Many different markets, but I heard the same frustration:

“We’re doing more… and getting less.”
 
On the other hand, the teams that actually grew this year understood and acted on 3 big shifts that happened:
 
1. GTM moved from sales execution to infrastructure

Outbound stopped being a BDR task and became a system owned by GTM and marketing.
Data, experimentation, and orchestration mattered much more than headcount.
 
2. Timing replaced volume

Single signals don’t mean much.
Signals tracked over time change everything.
The question stopped being “why you?” and became “why you, and why now?”
 
3. Outbound reached inbound-level relevance

With better data and better filtering, outbound stopped feeling like spam and started behaving like a continuation of inbound intent.
 
These shifts defined our year at SalesCaptain as we helped 60+ teams build GTM systems that could learn, adapt, and scale.
 
To the teams who trusted us in 2025, old friends and new alike
Thank you. 💚 
You didn’t just help us grow, you helped validate where GTM is actually heading, and that SalesCaptain is leading the next chapter of it.

The best is yet to come 🚀
LFG 🔥

SalesCaptain's 2025 Wrapped

When it comes to GTM data, which pill are you taking? 💊

Every GTM team wants the same thing:
A growing pipeline that makes the best use out of your reps' time.

But there are two very different ways to get there.

1. 🟦 Blue Pill GTM:
Buy more lists → Get more leads.

In this path you:
- Buy a CSV from Apollo, ZoomInfo, Cognism,... take your pick.
- Filter by title
- Send 1,000 cold emails.
- Wait for someone to book.
- If replies drop… buy a bigger list.

This path feels productive (more rows, more potential.)
But practically, you get bloated CRMs, irrelevant messaging, and reps spending their time chasing leads.

2. 🟥 Red Pill GTM:
Build a signal-driven pipeline: ICP first → Signals second → Messaging last.

In this path, you:

- Define ICP beyond job titles (think tech stack, hiring motion, headcount trends).
- Layer real-time signals like funding, exec changes, tool adoption, website shifts.
- Enrich with context: How does this company make decisions? What’s likely top of mind this quarter?
- Write emails that answer: Why me? Why now?

When you do this, your first touch feels like a warm intro,
because it is the right message, to the right person, at the right moment.

I don’t know which pill you’ll choose.

What I know is the best GTM operators in 2026 are building living, breathing pipelines.
Ones that update daily, prioritize based on intent, and let you engage buyers before your competitors even realize they’re in-market.

The tools exist.
The data exists.
The process is teachable.
The only question is:

🟦 Keep buying lists?
🟥 Or build a modern GTM system that prioritizes relevance over volume?

#GTM #Outbound #SalesCaptain

If I could give you one gift for Christmas, it’d be this👇 
The 3-layer B2B GTM system we used to scale past $3M ARR.

Listen, 2026 won’t be about having data.
Everyone has data.

The difference is:
Can you map signals to the right account, know where they are in the journey, and act at the right time... automatically?

This system does exactly that.
It runs all 3 layers below in parallel:

1. Volume teaches you: 

AI-led outbound at scale
- Start with static ICP filters: industry, GTM motion, headcount, tech stack.
- Push volume to learn what works.
- It keeps pipeline moving and builds signal density.
Example: marketing agencies in the UK → build a list, run outreach, see what converts.

2. Signals tell you when:

Intent-based outreach
- Job changes, tech shifts, keyword triggers, webinar attendees, LinkedIn engagers; all small signs someone’s getting closer.
- No single signal tells you much, but tracked over time, timing becomes obvious.
Example: a company hired 3 SDRs, followed your competitor, and viewed your feature page.

3. Inbound closes the gap:

Inbound-led outbound
- This is for converting warm demand fast.
- Pricing page visits, webinar signups, content engagement...etc
- The system enriches the account, writes to CRM, and triggers action when thresholds are met.
- No rep has to “notice” manually.

That’s how we run GTM at SalesCaptain across 60+ teams.

Every layer builds on the last:
1️⃣ Volume fuels learning
2️⃣ Signals add timing
3️⃣ Inbound routes the hottest accounts to sales

If you're planning your GTM for 2026, reach out and I'm happy to walk you through how we make this work across teams.🎅 

#b2bsales #gtm

In 2025, we booked 45+ meetings from in-person events.

Here’s where we’ll be in 2026, and where you should be too.

If you’re building outbound, leading GTM, or rethinking your motion, you can’t afford to miss the rooms that show + shape how the market moves.

These are the 13 GTM events on my radar this year:

🗓️ May-June

🇭🇷 SaaStanak (Croatia) 25–26 May
🇳🇱 TNW Amsterdam 27–28 May
🇪🇸 South Summit (Madrid) 3–4 June
🇬🇧 London Tech Week 9–12 June
🇫🇷 VivaTech (Paris) 17 June

🗓️ July-September

🇬🇧 B2B Ignite (London) 1 July
🇺🇸 Dreamforce (SF) 15–16 Sept
🇺🇸 Pavilion GTM (Boston) 17–18 Sept
🇺🇸 NY GTM Pavilion 28–30 Sept

🗓️ October-November

🇮🇪 SaaStock Europe (Dublin) 13–14 Oct
🇬🇧 TNW London 26–27 Oct
🇵🇹 Web Summit (Lisbon) 9–12 Nov
🇫🇮 Slush (Helsinki) 18–19 Nov

And of course, Clay Clubs are happening all over the map again this year (stay tuned).

If you're serious about GTM in 2026, this is where you’ll want to be.

If you're planning to attend any of these, let me know, always happy to connect IRL.

And if I’ve missed a must-attend event, please send it my way. 🙏

#gtm #outbound #events2026

7 GTM shifts B2B SaaS teams will have to adapt to in 2026.

2025 was a transition year for GTM.
Across B2B SaaS, most GTM teams running volume ran into at least one of these:

- Inbox health decayed faster
- Reply rates became less predictable
- Manual prospect research stopped scaling past a few thousand accounts

In 2026, GTM becomes stricter, more technical, and far less forgiving of weak systems.

So, if you’re building GTM for 2026, these are the shifts to prepare for:

1. GTM costs will increase 3-5X, especially at the infrastructure layer

Spam filters now evaluate relevance, engagement, and sender health continuously.
Domains, inboxes, warm-up, validation, and orchestration are no longer “ops hygiene” they’re "growth constraints".
Teams that used to run a $100 GTM system won’t be able to participate.

2. Strategy will start with the list, not the channel

The best teams aren’t debating email vs LinkedIn vs ads.
They’re defining who they’re going after, once, and reusing that audience everywhere.
Small, high-fit ICP lists will outperform broad reach every time.

3. Manual prospect research will collapse to near zero

Enrichment, segmentation, and baseline research are already automated.
Human time moves upstream: decisions, prioritisation, offer framing.
Teams still doing research by hand won’t move fast enough to compete.

4. The CRM becomes the execution layer

Signals trigger actions.
Accounts route automatically.
Reps show up prepared with context.
The GTM metric that starts to matter is time-to-action, not lead volume.

5. GTM roles will change shape

Scaling GTM won’t mean hiring more SDRs.
GTM Engineers and RevOps own orchestration.
Marketing owns more of the first touch.
Outbound becomes more infra, less sales motion.

6. Intent data will be everywhere, but usable intent won’t

Hiring signals.
Website activity.
Content engagement.
Social behavior.
Everyone has signals.
But very few teams know how to layer them, prioritise correctly, and act fast enough. 
Execution, orchestration and speed become the advantage.

7. Offer design becomes the real bottleneck

When data and tooling are widely available, differentiation comes from what you actually propose.
Specific workflows for specific moments will beat the heck of generic value propositions.

These shifts are already shaping how GTM systems behave today, including the ones we built throughout 2025 across 60+ GTM teams.

The visual below breaks down what each shift means operationally, and how strong teams are adapting (and you should too) + the tools to use for every shift.

If you’re responsible for revenue in 2026, save this.

#gtm #aiinsales #outbound

7 GTM predictions for B2B SaaS in 2026

If your market isn’t buying, your offer is not ready... stop blaming Outbound.

Want to know the real reason why Outbound is shifting from Sales to Marketing?

One word: Experimentation.

Marketing is built on it.
Sales? Not so much.

Today, a single person can:
- Build 10k prospect lists in an afternoon
- Launch 3+ copy variants instantly
- Get replies the same day
- Kill the underperformers by tomorrow

And yet, many teams still treat outbound like a fixed sequence, 
not a system to test, break, and rebuild.

If you want to win in GTM you need to:
✅ Make testing a religion
✅ Kill what’s not working, fast
✅ Let data (not gut) steer the ship
✅ Treat every campaign as a hypothesis

Outbound is moving away from being the conveyor belt it was in 2015) 
to a lab. 
So get your scientist hat on and run it like one.

I guarantee you'll learn faster, iterate faster, and close faster.

From my conversation with Paul from ZeroBounce 💚 
Link: https://lnkd.in/ekwVGVmU

#gtm #outbound #experimentation

If you're in sales, GTM, or growth, Clay just changed your job 🤯 

You can now access Clay inside ChatGPT.

GTM in 2026 will be fun! You can run deep, contextual outreach from inside a single ChatGPT conversation.

I'm talking:
- Verified emails
- Org charts
- Recent interviews
- Hiring trends
- Tech stack shifts
- Fundraising signals

Here’s how I see this changing the day-to-day for anyone in GTM, outbound, prospecting, or pipeline creation:

1. You can prep fast, right before the call

Many times, teams are jumping between tabs or going into sales meetings underprepared. Now you can just 👇 

“Clay, I’ve got a meeting with the VP of Ops at a logistics startup. What should I know?”
You get a clean summary, org chart, recent funding, hiring trends, interviews all in one thread.

2. Find the one person you actually need

You don't need to build a list when all you want is one verified contact.
👇 
“Clay, who’s running RevOps at this 200-person SaaS company in Europe? Get their email.”
You get the exact person, name, title, email, and relevant context.

3. Get deals unstuck by finding who else to talk to

Your point of contact goes quiet and you’re stuck. Now what?👇 

“Clay, my contact isn’t the decision maker. Who’s the right exec to loop in?”
You get a mapped view of the org, adjacent roles, likely DMs, and paths to re-open the deal.

4. Turn signals into outbound

You notice a spike in traffic or engagement, you can't analyze it now. 
Instead 👇 

“Clay, we saw a traffic spike from a fintech. Who leads GTM there? What changed lately?”
You get key contacts, recent hires, messaging cues, everything you need to launch fast, relevant outbound.

5. Find more accounts like the ones that work
Super straightforward👇 

“Clay, show me companies like our top customers, same size, stack, funding, and who to contact.”
You get a list of lookalike accounts with signals and contacts, ready for action.

Outbound, GTM, ABM, all will be affected, because this removes a ton of friction.

It's fast, useful, and dead simple to use. 
Checks a lot of boxes ✅. 

Have you tested it yet? Any more interesting use cases in GTM?

(Video via Clay)

Next year most outbound teams are about to lose $100k+ 
(and they don’t know it yet).

I heard something on a sales call this week that made me pause.

A sales lead said:
“Cold email is fragile, 1 thing goes wrong and the whole outbound system collapses”

It instantly reminded me of a post Taylor Haren shared back in November, about how his team lost a huge chunk of outbound infrastructure overnight.

Different context, same pattern.

Outbound will break if you built a system that only works as long as nothing goes wrong.

Read that again.

(Imagine if we're constructing buildings based on this concept? Disaster.)

Here’s what that looks like in GTM:

→ One domain doing all the work
→ One provider powering the entire operation
→ One automation layer with no redundancy
→ One channel with no fallback
→ One workflow that was never designed to fail gracefully

When you build GTM like that, you only need ONE mishap (a domain block, a provider issue, a deliverability hit...etc) for the whole thing to collapse.

And when outbound collapses, it's expensive 💸 

Here’s what we do to not face this problem:

• Multiple domains (using lemlist / Instantly.ai)
• Multichannel outbound (layer in LinkedIn and Whatsapp with HeyReach.io/ lemlist)
• Add fallback enrichment (with Clay waterfall enrichment, Warmly, BetterContact, FullEnrich)
• Automated QA (with Folderly Inc. / MailReach)

If your pipeline only works when everything is perfect, you are one coincidence away from losing a lot of money. 
Audit your own system before it breaks.

The 5-layer fail-safe outbound system

Hiring signals are your budget-approved intent.

Any time a company starts hiring for roles connected to your solution (Demand Gen, SDRs, RevOps, Sales Ops) they’re telling you three things:

1. They have budget

2. They have a problem

3. They’re willing to invest to solve it

That’s intent.

Here’s the workflow we run at SalesCaptain triggered by this signal:

1️⃣ Detect hiring signals in Clay

We monitor open roles for the exact functions our solution touches.
SDR hiring → outbound capacity gap
RevOps hiring → operational gap
Demand Gen hiring → pipeline gap

2️⃣ Classify them by ICP fit

Clay sorts companies into Tier 1, 2, 3.
We only pursue the ones that match our customer profile.

3️⃣ Find the key contact
Clay identifies the hiring manager or department head.

4️⃣ Run targeted outbound through Instantly.ai/lemlist/ HeyReach.io for LinkedIn

Short message.
Direct context.
Clear value tied to the role they’re hiring for.

This works because the timing is perfect:
They’re literally trying to solve the problem you solve.

Companies don’t hire unless there’s a real need, and AI-led GTM gives you the chance to intercept that need before a team grows in the wrong direction.

If you’re not using them, you’re missing some of the fastest-converting pipeline you’ll ever get.
Would love to hear your thoughts in the comments below :)

What if you treated outbound like a marketing channel?

That’s how we run it at SalesCaptain.
And for GTM teams with a finite TAM, it’s literally a cheat code.

Here’s how you can operationalize it:

✅ Quarterly touchpoints

If your ICP is 5,000 companies, your goal isn't just to "get replies", it’s to stay top-of-mind.
We run outbound like marketing campaigns: built around themes, refreshed quarterly, and optimized for relevance.

Orchestrated with: Clay, and delivered via lemlist and HeyReach.io.

What you can track:
- % of accounts touched this quarter
- Re-engagement from dormant accounts
- Reply trends by persona/topic

✅ Email signals are real-time intent

Opens, clicks, site visits... these are all triggers.
If someone engages, you need to follow up fast.
Sub-60 second replies consistently lead to 2-3X more meetings booked.

Tools: Instantly.ai, Midbound, Clay, n8n, plus Lemlist and Heyreach for outreach.

What you can track:
- Speed-to-lead (How fast you respond after a lead shows intent)
- Signal-to-meeting conversion (% of intent signals that actually turn into booked meetings)
- Channel effectiveness

✅ Outbound needs distribution of insight

We’re not here to “check in.”
Our highest-performing messages offer something useful like frameworks, benchmarks, or patterns the buyer hasn’t seen before.

Research & Personalization via: Claygent, Twain and/or Octave.

What you can track:
- Response rate to insight-led messages
- “This was helpful” kind of replies

Video below from my conversation with Stefan Conic 🙌

(27) Post | Feed | LinkedIn

li_at

JSESSIONID

Talks about #saas, #startups, #coldemail, and #growthmarketing

Stop asking: “Which AI tool should I use?”
Start asking: “Which BDR task can I kill this week?”

Tools change fast.
But good systems last.

When we build outbound for a $10M+ SaaS, we do not start with tool choice.
We start with the BDR workflow and ask: where can AI do this smarter and faster?

Here’s what that looks like (and yes, tools included for the tool-obsessed among us) 👇 

1️⃣ Find the right leads

Not just Sales Navigator.
- Use Clay to pull ICPs from anywhere: LinkedIn, Crunchbase, booking platforms, Google Maps, or niche B2B databases like Apollo and Ocean.
- Have a unified view of your target accounts.

2️⃣ Layer your signals

- Segment on real buying triggers:
funding rounds, new hires, tech stack changes, job posts, partnerships.
- Use Clay + Trigify.io to surface intent and social signals that tell you why now.

3️⃣ Smart enrichment

- Don’t waste hours on research.
- Let Clay, LeadMagic, Prospeo.io or FullEnrich pull decision-makers, titles, company news, and behavioral triggers.

4️⃣ Personalize modularly

Forget the “one perfect template.”
Write 10 modular blocks (intro, proof, pain, use case, CTA) and use Twain or Octave to help you personalize at scale based on persona, signal, and stage.

5️⃣ Send

- Smart warm-up.
- Dynamic volumes, no links and no spam words.
- Use lemlist (email), Instantly.ai (multi-inbox), and HeyReach.io (LinkedIn)

6️⃣ Orchestrate & automate
Connect your stack with n8n or Make.com to automate workflows end-to-end 

Build a system using AI that frees your BDRs to focus on what matters: conversion. Don't focus only on adding tools.

What’s one BDR task you’ve already automated with AI?

#aitools #gtm #bdr

Want a simple 4-step GTM for 2026?

Map TAM, score behavior, rank by deal size, then automate.
As simple as that!

There’s a big shift in how companies go to market as we're heading into 2026.

There’s a lot of data available,
but also a lot of noise.

Sales gets website visits, lead magnet fills, Slack alerts, call bookings.
Everything screams “important.”
But, very few accounts actually deserve attention now.

Here’s how the winners in 2026 operate 👇

1️⃣ Map your entire TAM

→ Know every account in your universe
→ Add core firmographics and tech stack
→ Mark who can even buy at your price point
Now you have your real treasure map.

2️⃣ Score behavior for every account

→ Repeat visitors
→ Multiple team members on-site
→ Content downloads + product page views
Data becomes the new creative here.
You don’t spray and pray, you design clear signals.

3️⃣ Rank by fit and deal size

→ High fit + big deal + strong behavior moves first
→ Medium fit or small deal gets a lighter play
→ Low fit gets nurtured or ignored
Same effort, but 10× smarter targeting.

4️⃣ Automate GTM around that structure

→ Marketing runs plays by stage in the journey
→ Sales works a short, high-intent list every day
→ Both share one unified view of every account

This is how signal-first GTM works.
Structured, account-first orchestration.

I go through this in detail in the webinar with Davide Grieco, Head of Growth at Clay a few weeks ago, you can watch it here: https://lnkd.in/efpzjDKE

#gtm2026 #outbound

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The Battle

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taplio

The Battle

Joe Wheatley

Bill Stathopoulos

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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);}Joe Wheatley's LinkedIn Performance

Performance ScoreBill Stathopoulos's LinkedIn Performance

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Performance ScoreJoe Wheatley's LinkedIn Performance