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.

Copywriter e Consulente Marketing Strategico | Gestisco Lanci e Funnel da +70k aiutando InfoBusiness e Consulenti a Scalare attraverso StrateCopy™ -

I started working in Marketing and LinkedIn industry back when i was 15 years old. 

Now i'm 19 and i'm the CEO of a coaching business in Italy.

In the past years i created strategies for my Coaches, SaaS and Agencies Partners, in order to monetize their offers and skills. 

- Over $500.000 generated just with emails. 

- 13 full-funnel built in 10 different niches. 

- My "LinkedIn Clients" closed over 100 clients through linkedin in just 50 days.

- 3 years of experience in Marketing and LinkedIn industry.

- Funnels and Webinars tested in +10 niches.

...and the same fire that constantly burns my gut and takes me to the next level in this game called "life".

Oh, I almost forgot: i love helping entrepreneurs with high-ticket offers get clients and authority here on LinkedIn through automations and marketing strategies.

Gabriele Milan

NEVER hire Media Buyers again

GoMarble just replaced their job.


I didn’t just replace Media buyers but also destroyed it’s AI competitors.

It made them irrelevant.

I’ve tried everything for scaling and optimizing ad campaigns.

GPT.
Gemini.
Claude.
Custom-trained models.

They’re all fine.

They write copy.
They suggest hooks.
They generate ideas.

But here’s the real problem.

They have zero visibility into your actual data.

They cannot connect to:

Your Meta ad account
Your Google ads
Your Shopify store
Your Google Analytics
Your LinkedIn ads
Your TikTok ads

So they guess.

And guessing is why most AI-powered ads fail.

That’s why I tested GoMarble.

Because it doesn’t guess.
It plugs directly into your ad stack.

And once I saw what it could do, I stopped using GPT and Gemini for ads entirely.

What GoMarble does:

•⁠  ⁠Finds the real reason ads are underperforming
•⁠  ⁠Pulls data across platforms into one system
•⁠  ⁠Analyzes creatives, spend, and performance together
•⁠  ⁠Generates clear, actionable optimization steps
•⁠  ⁠Monitors campaign health in real time
•⁠  ⁠Creates ad copy using actual performance data

This isn’t creative AI.

This is execution AI.

The results:

•⁠  ⁠30-50% higher ROAS
•⁠  ⁠25% less wasted ad spend
•⁠  ⁠Decisions made 10x faster

I’m giving away FREE access to GoMarble.

Want it?

1. Connect with me
2. Comment ‘AGENT’

I’ll DM you the link.

Repost for priority access.

I build systems that fill up your calendar with ready to pay prospects

I spend at least 1 hour a day training people.

Video tutorials. SOPs. GPTs. Frameworks.

I train everyone.

My team.
My clients.
My clients’ teams.

Yes, even my prospects.

Because we live in the information era.

If you don’t know, you can’t get results.
If you know + you execute, you win.

Most people don’t have a "motivation problem".

They have a clarity problem.

They don’t know what to do today.
They don’t know what matters.
They don’t have a process.

So they waste months "staying busy" and calling it work.
Training fixes that.

A good SOP saves 10 hours of mistakes.
A good tutorial saves weeks of trial and error.
A good GPT saves your team from writing the same thing 100 times.

And selfishly?

Training is how I scale.

If I can teach a VA to do something at 80% of my level, I buy my time back.

If I can teach a client how to think, not just what to do, they stop depending on me for every tiny decision.

That’s real leverage.

And honestly, I don’t want to die thinking I kept everything in my head.
I want to leave behind systems, lessons, playbooks.

So other people can move faster than I did.

If you’re building a business, here’s a simple rule:

Don’t just work in the business.
Train the business.

Everyone is planning 2026.

But here’s the thing:

Most people won’t follow that plan.

Not because they’re unmotivated.
Not because they lack discipline.
Not because they’re "lazy".

They won’t follow it because they plan before they start.

They build a perfect calendar.
A perfect routine.
A perfect strategy.

…based on zero real data.

Then reality hits:

You miss one day.
The plan breaks.
You feel behind.
You “restart on Monday”.

And the year becomes another loop.

What I do instead:

1) I start first.
2) I take action for 7-14 days.
3) I track what actually works.

Then I build a plan around the things that are already producing results.
Planning should be a result of execution.
Not a replacement for it.

So if you’re writing your "2026 master plan" right now…

Ask yourself this:

What have you done consistently in the last 14 days that deserves a plan?

taplio

The Battle

Joe Wheatley

Gabriele Milan

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taplio

The Battle

Joe Wheatley

Gabriele Milan

Followers

Posts

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 ScoreGabriele Milan's LinkedIn Performance

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Performance ScoreJoe Wheatley's LinkedIn Performance