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

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.

ISR @ Warmly | Entry-level BDR coach | Sales Advisor | Automation Preacher | Deliverability Guru | Demo to Close Graduate

I didn’t grow up with money, connections, or English as my first language.

What I did have was an early obsession with sales, personal growth, and building real-world skills that actually move revenue.

I started in network marketing at 18, spent years learning from top entrepreneurs and operators across Europe, and built one of the largest young marketer networks in the region. That phase taught me something school never did:
sales, communication, and systems beat pedigree every time.

After a short reset, I went back to fundamentals:

insurance sales
lead generation
cold calling
BDR / SDR roles

From there, I scaled across almost every revenue role you can name:
BDR, SDR, AE, Inbound Rep, Sales Coach, Team Lead, VP of Sales.

Over the last 6+ years, I went from a non-native English speaker to leading teams, closing deals, and designing GTM motions that actually work in the real world.

Today, I manage Partnerships at Warmly, where I focus on one thing:
turning ecosystems, partners, and signals into measurable pipeline and revenue.

What I share here:
• Partnership-led & ecosystem GTM systems
• How to turn LinkedIn, partners, and signals into pipeline
• Practical sales lessons from the trenches (not theory)
• What actually scales when you don’t have unlimited budget or headcount

If you’re a:

founder
GTM leader
agency owner
partnership or sales operator

…trying to build repeatable growth without fluff — you’ll feel at home here.

👉 Feel free to DM me if you want to talk partnerships, GTM systems, or building pipeline the smart way.

Boris Murdjev

At the start of this year, Partnerships at Warmly, didn't really exists.

No program.
Less than 10 partners.
No expectations.

Just a belief that GTM partnerships could be more than logo swaps and intro-for-intro deals.

Fast forward to today:

 • 200+ partners signed
 • 100+ warm intros
 • $1.5M+ pipeline sourced
 • $750K+ revenue influenced

But the part I’m most proud of isn’t the numbers.

It’s the people who leaned in early, the agencies, operators, and GTM leaders who actually wanted to build something together.

Partnerships went from “nice to have” to a real function that drives revenue and trust.

Grateful for the team at Warmly for backing the bet (maximus greenwald & Keegan Otter (Software Cowboy 🤠) and for the partners who proved it was worth it.


2026 → fewer partnerships, deeper ones, and much higher impact.


#partnerships #GTM

Partnerships @ Warmly • Built $1M+ Partner Sourced Pipeline • Sharing Ecosystem Led GTM Workflows

SDR | @Dyspatch | Helping Marketing Teams Streamline Campaign Creation | Marketing Ops Background Meets Sales Excellence

Me, an Orthodox Christian, collecting Merry Christmas wishes like:

Appreciated. I’ll return them on January 7🤝  

Merry Christmas to all my friends-wishing you peace, joy, and a proper break from notifications

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The Battle

Joe Wheatley

Boris Murdjev

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