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)

audience & revenue growth tips for B2B startups and creators

My mission is to build predictable pipelines for B2B startups. I share what I learn along the way. 

Read more if you are ready to build your pipeline 👇

💡 I am super relevant if you are:

→ Indie Hacker
→ Freelancer
→ Early Startup Founder
→ B2B Sales Person
→ Creator (any profession)

✍️ I write about:

→ B2B sales
→ Go to market strategies
→ Signal-based prospecting

Little more about me:

Cryptocurrency Investor. SaaS Enthusiast. Agriculture Business Owner. 

Lived in 3 countries.

I'm a T-shaped growth person who has experience in sales, content marketing, and growth.

Drop me a LinkedIn message if you need any help.

We will keep it simple.

Twitter: @sehaokudan

https://calendly.com/sehaokudan/30min

Seha Okudan

Sales is stressful.
Turkey built an industry around it.

Every job is stressful. 

I get that.

But the stress of a salesperson is different.

𝗬𝗼𝘂 𝗳𝗮𝗰𝗲:

- Pressure
- Rejection
- Judgment
- Uncertainty
- Expectations

Still not convinced?

Every deal can die last minute.
Every “maybe” keeps your mind busy.
Every quota resets the clock.

𝗟𝗲𝗮𝗿𝗻 𝗵𝗼𝘄 𝘁𝗼:

-Detach from outcomes
-Handle rejection calmly

Don't lose your hair.

If this was your reality in 2025, I’ll see you in Istanbul this year.

I'm sure Turkish Airlines can help. 😅 

Jokes aside, what part of sales stresses you the most?

--
Inspiration: Tosin Jan

Building Outbound & RevOps systems for B2B companies

BANT is outdated.
Here’s why 

BANT is a sales qualification criteria. 
Budget, authority, need, timing. 

Especially if it is outbound, the budget is rarely allocated for outbound as an example.

Last week, I saw someone in my network say,
 “BANT is the key to winning deals.”

Coming from an Enterprise C level, you'd believe.

Maybe 10–15 years ago, it was a silver bullet.

Today? 
Buying processes are no longer as simple as they used to be.


BANT is problematic because:

1️⃣ 𝗜𝘁 𝗶𝘀 𝘁𝗼𝗼 𝘀𝗲𝗹𝗹𝗲𝗿-𝗳𝗼𝗰𝘂𝘀𝗲𝗱

BANT was built for sellers, not for buyers. 
Buyers don’t want to be qualified for you
They want to be understood by you.

2️⃣ 𝗧𝗶𝗺𝗶𝗻𝗴 𝗶𝘀 𝗿𝗮𝗿𝗲𝗹𝘆 𝗹𝗶𝗻𝗲𝗮𝗿

Buyers move in and out of priorities fast.
Your job is to show impact and move the solution up in the list.
Not learning if it's the right time.
It is rarely the right time.

3️⃣ 𝗕𝘂𝗱𝗴𝗲𝘁 𝗱𝗼𝗲𝘀𝗻’𝘁 𝗺𝗮𝘁𝘁𝗲𝗿 𝗲𝗮𝗿𝗹𝘆

If there’s real pain, the budget appears.
If there’s no pain, no number will matter.
Show how much their pain is costing them.

4️⃣ 𝗔𝘂𝘁𝗵𝗼𝗿𝗶𝘁𝘆 𝗶𝘀 𝗱𝗲𝗰𝗲𝗻𝘁𝗿𝗮𝗹𝗶𝘇𝗲𝗱

Usually, there’s no single decision-maker anymore.
Users, champions, legal, finance, etc.

Modern frameworks, such as MEDDPICC, shift the focus from qualification to alignment.

But religiously following a framework is a mistake.

Sales involve psychology and emotions.

Never forget that.

How do you qualify prospects?

Build quality lists.
(Or outbound fails.)

Outbound is harder now.

𝗬𝗼𝘂 𝗰𝗮𝗻 𝗵𝗮𝘃𝗲:

-Good offer
-Great copy
-Reliable infra
-Warmed up emails

None of this works if three things are wrong.

- Bad timing
- Wrong people
- Old contact data

You waste time.
You hurt deliverability.
You miss opportunities.

𝗣𝗿𝗼𝘀𝗽𝗲𝗼 𝗳𝗶𝘅𝗲𝘀 𝘁𝗵𝗶𝘀:

1️⃣ Pick intent that matters
2️⃣ Build pre-verified lists
3️⃣ Find real decision makers
4️⃣ Sync natively with your sequencer
5️⃣ Launch without cleaning chaos

I was part of the Prospeo V2 beta program, tested with one of my clients, and we LOVED it. (thanks for inviting me, Matthew!)

It did what outbound tools should do.

No hacks. No patchwork.

𝗦𝗼𝗺𝗲 𝗻𝘂𝗺𝗯𝗲𝗿𝘀:
99% contact data accuracy, up to 30% call connect.

That changes outcomes.

If lists are weak, outbound dies.

Check out Prospeo.io V2, you won't regret it.

----
PS: Clay ranks Prospeo as the most accurate data provider. Not a surprise.

Sales is easy.
(is it?)

"If the product is good, it'll sell itself."

Ok, fair enough.

If you're not in sales, it is easy.

- You send a message
- Book a meeting
- Send your pitch deck
- Impress with your product
- Send the quote
- Get the money

Oh, sometimes they even come to you to buy!

If you're on the buyer side, it is even easier to say it is easy.

"They just show the product, send a quote, anyone can do it"

But here is the part they don't see:

- You get rejected every day
- You lose deals to competitors
- Prospects ghost you after 4 calls
- Legal stalls your contract for weeks
- Champions go silent before signing

Competition is bigger than ever.
Everyone is building fast now.
Buyers have more power than ever.

Sales isn’t easy.

It just looks that way when it’s done right.

What part of the job do people underestimate the most?

The biggest sales mistake is simple.
(but still overlooked)

Talking too much about yourself.

Everyone knows this.

Some still forget it.

𝗡𝗼𝗯𝗼𝗱𝘆 𝗰𝗮𝗿𝗲𝘀 𝗮𝗯𝗼𝘂𝘁:

- Your offer
- Your service
- Your product
- Your new feature
- How great you are

𝗧𝗵𝗲𝘆 𝗰𝗮𝗿𝗲 𝗮𝗯𝗼𝘂𝘁 𝗼𝗻𝗲 𝘁𝗵𝗶𝗻𝗴:
Does this help me hit my goals?

You learn that by talking less and by asking clear questions.

Sales gets easier when it is about them.

Not you.

Agree or disagree?

Never pitch the solution first.
-here's why

Problems have many fixes.

An umbrella works.
A roof works too.

Both protect from rain.

But only one fits the buyer’s world.

If you pitch early, you guess.
Guessing kills trust.

𝗙𝗶𝗻𝗱 𝗼𝗻𝗲 𝗼𝗳 𝘁𝗵𝗲 𝗳𝗼𝗹𝗹𝗼𝘄𝗶𝗻𝗴:

-Fear they want gone
-Desire they want fast
-Challenge blocking progress

Then do one more thing.

Show the impact.

What breaks if nothing changes?
What slows down?
What costs them money, time, or status?

When they feel the impact, they pull the solution from you.

Not the other way around.

Sell less.
Diagnose more.

➡️ How do you diagnose before you pitch?

SDRs are under pressure.
Nothing like before.

I’ve done the SDR job for around 2 years.

It’s already one of the hardest roles in sales.

𝗬𝗼𝘂 𝗱𝗲𝗮𝗹 𝘄𝗶𝘁𝗵:

- Rejection every single day
- Tight quotas and low control
- Constant noise from “automation” tools-
- Leaders expecting the pipeline yesterday

And now, there’s a new question in every discussion:

“Will AI kill the SDR role?”

Now imagine being an SDR today.

The mental load is 10x heavier than it used to be.

If I were a fresh SDR starting now, here’s what I’d do:

-Master cold calling 
-Learn social selling 
-Use AI wisely 

𝗠𝘆 𝘁𝗮𝗸𝗲?
AI won’t replace SDRs, But it will replace average SDRs.
We’ll have fewer SDRs, but they’ll be more skilled, more trusted, and better paid. AI can replace the majority of the sales process for small deal sizes, but enterprise deals are something else.

Stop putting more pressure on SDRs.

Start upskilling them.

What are your thoughts?

Your CRM is broken.
And it’s bleeding revenue.

𝗖𝗼𝗺𝗺𝗼𝗻 𝗽𝗮𝘁𝘁𝗲𝗿𝗻𝘀:

- Inbound leads sit untouched for days.
- Multiple reps chase the same account.
- No alerts when old deals show new intent.

𝗛𝗲𝗿𝗲’𝘀 𝘄𝗵𝗮𝘁 𝘁𝗵𝗶𝘀 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗺𝗲𝗮𝗻𝘀:

1️⃣ Reps reaching out to prospects can be seen as too much and might result in internal conflict. "I've contacted first!"

2️⃣ Your reps spend their valuable time on admin tasks instead of revenue-generating activities. (and they hate it)

3️⃣ The alignment between marketing and sales starts to fade, and CAC increases.

4️⃣ You won't have a clear view of your pipeline, and you can't forecast or measure ROI for different channels.

You lose the pipeline. 
You lose deals. 
You burn CAC.

Invest more in systems before you scale.

Does this sound familiar?

Objections are opportunities.
Many feel bad after an objection

I was like this back in 2018.

Telling myself:
"Not going to happen again."

I was terribly wrong.

You should feel good about objections.
They help you close.

𝗢𝗯𝗷𝗲𝗰𝘁𝗶𝗼𝗻𝘀 𝗺𝗲𝗮𝗻:

-Real interest
-Serious buyer
-Active thinking
-Risk awareness

Gives you a chance to discover more.

And SOLVE.
(or disqualify fast)

𝗬𝗼𝘂 𝘀𝗵𝗼𝘂𝗹𝗱 𝗯𝗲 𝘀𝗰𝗮𝗿𝗲𝗱 𝗶𝗳 𝘀𝗼𝗺𝗲𝗼𝗻𝗲:

Asks nothing
Shows no concern
Says "great product
Says yes to everything

I learned this two months later. A prospect said they would buy. - “100% sure.”

Then they vanished.

Waste of time...

Handle objections well.

This gives you a chance to solve. Or disqualify fast.

Focus on better-fit clients.

Agree or disagree?

5 silent signs your deal is dying:
(You might disagree.)

5 silent signs your deal is dying:

What is one thing AI will never be able to do? 
(In sales)

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