I help B2B founders build go-to-market systems that hold up in investor due diligence.

Most startups don’t fail because of product or market, they fail because revenue is fragile, founder-led, or impossible to underwrite.

What investors usually find:

- Sales driven by one person or one channel
- No documented or repeatable GTM motion
- Poor visibility into forecasting and revenue quality
- Growth rented from agencies, not owned internally

That might generate pipeline.
It does not increase valuation.

At AdvancedClient.io, we work with B2B startups and scale-ups preparing to raise or exit.

Instead of running lead generation, we install investor-grade GTM infrastructure inside the business.

Our work focuses on:

- Removing founder dependency from sales
- Designing repeatable, internal GTM motions
- De-risking single-channel acquisition
- Building real revenue visibility and forecasting
- Creating systems the team owns long after we leave

Everything we do is designed by reverse-engineering how VCs and PE firms evaluate revenue, risk, and scalability during diligence.

When we’re done, founders are no longer the bottleneck and investors see a business that can scale without heroics.

If you’re raising or exiting in the next 6–18 months and want your GTM to increase valuation, not just pipeline, that’s the conversation we should be having.

Tom Grainger

GTM right now is being hijacked by nerds who’ve never carried a quota.

let me explain

Every other post I'm seeing at the moment is some ludicrous claude code workflow that requires 15 API's to send an email... 

But who actually needs this?

What real revenue problem does it solve?

And which serious sales org is going to rip out  infrastructure to install some vibe-coded science project that legal will shut down in 48 hours?

(this doesn't apply to new-wave startups)

A lot of these over-engineered workflows are built because they’re intellectually stimulating… not because they move the revenue needle.

The GTM space needs SIMPLICITY. 

Less complexity, less tool sprawl, less admin, less nonsense 

I think AI is going to be game changing for GTM but only when it's delivered in a way that increases simplicity and packaged into a compliant, secure safe UI that reps actually use. 

I wrote about what I think this could look like in post on monday. 

I know this will ruffle some feathers and maybe my gut feeling is wrong but the more I see the more I feel confident I'm right. 

Simplicity and allowing great reps to spend more time on revenue generating activity is the key. 

Someone solve that without claude code pls.

Founder at AdvancedClient.io | Scale your GTM with AI systems

The future of RevOps isn't more reps.

It's fewer, better reps with systems that actually work.

Here's what I'm seeing:

Old model: 15 reps all building their own lists, using different tools, getting wildly different results. No central control. Massive variance. Total chaos.

New model: 3-5 elite reps backed by a centralized AI system that does the heavy lifting.

The shift is simple:

Stop hiring more bodies to throw at the problem. Start building custom systems that let your best people operate at 10x capacity.

What this looks like in practice:

• One AI-enabled RevOps leader managing the entire system (or an agency building it for you in a weekend)
• Everything centralized and connected to your existing tools via Claude code
• Reps work from CRM, Slack, or Teams (wherever they live)
• Max 1-2 platform logins to do their job
• Everything optimized for conversation maxing

The cost to build this used to be insane. Required extreme technical knowledge. Now? Agencies can spin up these systems in weekends and connect them straight to enterprise tools.

The goal isn't complexity. It's simplicity at scale.

Your top reps shouldn't be building lists or wrestling with 8 different tools. They should be having conversations that close deals.

The companies that figure this out will run circles around bloated teams still doing everything manually.

Lean teams. Elite execution. Centralized systems.

That's the play.

Is this a buying signal or am I about to be palantir'd? 

Vector 👻 pls advise

150–300 demos a month. Two people. Zero outbound.

If you’re a sales leader reading that thinking, “Yeah but they must have a big team behind it”…

They don’t.

Three months ago, BirdDog kept popping up on my feed.

So I did what any curious operator would do.

I tried to book a call.

Two weeks booked out.

wtf...

On this week’s podcast, I sat down with Jack Porter to break down how BirdDog actually got here.

Because the story didn’t start as a sales tool.

It started as something completely different.

We unpack:

- The original version of BirdDog and why it had to pivot
- The painful middle stage most startups don’t talk about
- The moment they doubled down on content
- How social ABM became a real acquisition channel.

Their growth wasn’t about posting more but rather attracting the right audience.

Jack Porter talks about why quality of audience on LinkedIn matters more than raw reach, and how one content decision tripled their impressions.

We also went deep on:

- Why they shifted from outbound-heavy to inbound-led
- How they think about signal-based selling
- Where AI and automation actually fit inside a sales org
- The human layer that AI can’t replace
- The volume vs depth debate in outbound

If you’re running GTM right now, this is a real look at what modern pipeline can look like when content, signals, and sales are aligned.

Episode’s live now.

Links in the comments...

Clay just launched Clay Ads and it's a game-changer for syncing revops, ads, and sales.

Here's why this matters:

You start with proper ad structure on LinkedIn. Top, middle, and bottom funnel. 

Then you bring in elite revops to build the engine:

• Build killer tables in Clay
• Get high match rates on your target audiences
• Pull the best emails, phone numbers, LinkedIn profiles

Now here's where Clay Ads changes everything:

You can push enriched lookalike audiences directly to LinkedIn and Meta. Dynamic exclusion lists that sync with your CRM so you're not wasting budget on existing customers or closed deals.

Retargeting based on actual product usage data and lead scores. Not just "visited the website." Real behavioral triggers.

Clay's own results are mental:

• Up to 95% match rate on LinkedIn and 65% on Meta by enriching contacts with personal emails, job titles, and location data.

• Dynamic exclusion alone prevents wasting 50% of your ad budget. Auto-exclude customers and employees. Keep lists synced as channels expand.

• Target based on real behavioral triggers like job changes, social mentions, pricing page visits, and product usage data from high-intent accounts.

Push everything to landing pages where your sales team can act immediately.

But here's where it gets powerful:

Your cold leads are getting hit by ads while your reps are calling them. Your pipeline deals are being absolutely swarmed by ads. Your reps close deals 2-3 weeks faster because prospects have already seen your brand 8+ times.

Even your customers are seeing ads post-close to prevent churn and drive upsells.

And you can compound all of this by posting organic content on LinkedIn. Your founder voice + paid ads = even more touchpoints.

Your sales team isn't working alone anymore. They're backed by ads hitting prospects at every stage.

This is how you scale without burning out your reps or betting everything on one channel.

Most companies are doing ads OR sales. The winners are doing both in sync.

BirdDog kept showing up in my feed.

Every post getting serious engagement.

So I tried to book a call with Jack Porter.

2 weeks booked out.

That's when I knew something was working.

Here's what caught my attention:

They've nailed PMF and paired it with a social ABM strategy that actually works.

It's the perfect combo for a small, lean, profitable team.

No massive sales org. No bloated tech stack. Just a tight motion that converts.

I wanted to understand how they built it, so I got Jack on the pod.

We talked about:

• How they use social to create pipeline
• Why their booking calendar stays full
• The GTM motion behind their growth
• What this means for B2B teams trying to scale lean

This is one of the better conversations I've had about modern GTM.

Watch the teaser.

Full episode link in the comments.

So I might have been wrong about claude code.

Last week I posted about GTM being hijacked by nerds who've never carried quota. 25k impressions, 268 likes, 97 comments, proper marmite reaction. Some loved it, some hated it. 

Then I spent the weekend actually trying it.

Built a slack bot in a few hours that acts as a knowledge base for reps. They can ask questions about product, pricing, objection handling, whatever without bugging their manager or feeling stupid.

It was... surprisingly easy?

New reps ramp faster. Managers spend less time answering the same questions. Reps get answers at 11pm when they're prepping for tomorrow's call.

Here's what I got wrong: I lumped all AI workflows into the same bucket of over-engineered nonsense.

Here's what I still think I'm right about: most of what I see on LinkedIn is still intellectual masturbation that doesn't move revenue.

The difference? This bot increases simplicity. It removes friction. It lets reps spend more time selling.

I built this in a weekend. It works. But now I'm wondering... would any serious org actually adopt something like this? If it's this easy, why would they pay for a solution instead of just building it themselves?

Full transparency: I'm not a coder or software designer. I don't know shit about compliance, security, or what it actually takes to deploy this at scale.

Maybe that's the real opportunity.

Proper orgs still need that compliance layer, the security infrastructure, the support when things break. They're not running their sales org on a weekend project.

But for small teams, solo operators, entrepreneurs? This stuff is game changing. You can solve real problems without waiting for procurement or budgets or vendor approvals.

Sales admin was eating my week.

So I spent half a day building 3 flows in Claude co-work. No code. Just simple natural language automations.

Here's what they do:

1. Post-discovery call
- Pulls transcript from Attio
- Drafts follow-up email directly in Gmail
- Updates deal stage from discovery to book demo
- Fills out prospect and company fields from the call
- Adds specific follow-up tasks
- Books the demo in Google Calendar and sends the invite

2. Pre-demo
- Extracts the transcript
- Builds a custom deck in Gamma
- Flags it for my approval before anything goes out

3. Post-demo
- Creates a shareable deck link
- Drafts the follow-up email with it included
- Moves deal stage to decision
- Adds tasks based on what we actually discussed
- Runs a risk analysis and confidence score
- Updates every relevant deal field and drops a note in the CRM

All the stuff reps hate doing. Done automatically.

The specificity is what makes it work. It's not generic automation. It's pulling from real conversations and building outputs that are actually useful.

And I built all of this without writing a single line of code.

If you're still doing this stuff manually after every call, you're burning time you don't have.

I’ve audited hundreds of Linkedin ad accounts so far this year

70% of marketing teams aren’t running this crucial ad type 

Thought leader ads…

Here's why you should be using them...

1) People trust faces more than logos

Most people scroll past corporate ads.

But they’ll stop for a person.

A real name with a face

It feels like content (which it is) and not advertising.

That trust changes everything - especially in B2B sales


2) You can test content for free

Post organically first.

See what actually resonates.

- Which posts get comments.
- Which ones get saves.
- Which ones start conversations.

Then boost the winners.

You’re putting spend behind proven content.

It’s creative testing for FREE


3) You can act directly on engagement

- Someone comments.
- Someone likes the post.
- Someone views the profile.

All of that is a signal. (IF they are ICP fit)

Track with Trigify.io - push to Clay for qualification and ICP check

Then push to sales

Your team can engage immediately.

—-

If your team already posts content,

Start boosting the posts that take off.

If not,

Start posting today.

I just recorded a podcast with Ajinkya from Trellus (YC W22)

And he said something that made me stop the recording.

"Most B2B SaaS companies are building the wrong way."

Ajinkya has been running Trellus (YC W22) for 4+ years without taking a single dollar of VC money.

While everyone else is burning cash chasing vanity metrics and praying for an exit that'll never come, he's been quietly building a profitable dialing platform that integrates directly into tools like Outreach, HubSpot, Salesforce, Attio etc

The VC playbook is broken.

Raise millions. Hire fast. Scale faster. Burn harder.

Then watch 90% of funded companies flame out because they optimized for the next funding round instead of actual customers.

Ajinkya did the opposite and built something people actually pay for.

Here's what we covered:

• Why he spent 8 months with no product idea (and why that was crucial)
• The platform risk strategy that VCs hate but customers love
• Why profitability beats hypergrowth in B2B SaaS
• How embedding with users revealed what they actually need
• The cyclical nature of cold calling (and what's coming next)

This isn't your typical founder story.

No investor telling him what to build. No scrambling for runway. No throwing out the roadmap because funding dried up.

Just a founder who ignored Silicon Valley's bullshit and won because of it.

The SaaS world worships growth at all costs.

But growth without profit is just expensive failure in slow motion.

If you're tired of the venture-backed circus and want to see how real builders operate, this conversation will hit different.

Link to the full episode in the comments.

Working with Founders & Creators to Build Powerful Personal Brands | Co-Founder @Reach & Retain | Co-Founder @Comet Healthcare Solutions

I help founders grow fast on LinkedIn not with random posting but with a well-engineered personal brand + outbound system that brings in visibility, leads, and opportunities.

Currently working with SaaS founders, D2C entrepreneurs, consultants, and agency owners to scale their content, credibility, and client pipeline.

Here’s what typically happens when I step in:
👉🏽 Your brand visibility grows within 90 days
Your content starts reaching the right people like investors, clients, collaborators, and industry leaders.
👉🏽 Your outbound starts converting
I set up systems that generate qualified conversations and opportunities.
👉🏽 Your network becomes your superpower
You start attracting high-worth individuals you can learn from, hire, or partner with.
👉🏽 Your LinkedIn profile becomes a landing page
Clear value, strong positioning, credibility signals, and content that works for you 24/7.

If you’re a founder, coach, or consultant who wants:
✔ A strong personal brand
✔ Better inbound + outbound conversations
✔ Authority in your niche
✔ Consistent content without overwhelm
✔ A system that scales your visibility

…then I’m the right person to help you.
I don’t sell “overnight growth.”
I build long-term authority that compounds.

If you’re serious about growth and willing to put in consistent effort, let’s talk.

DM me or email: azra@reachandretain.co
Your personal brand might be the next big thing on LinkedIn, Don’t wait..!!

Azra Haris

Women are dramatic
Women compete

We’ve all heard the narratives
But my experience has shown me the exact opposite.

Here are 5 things I’ve learned from the women in my circle:

1) Empathy is a High-Level Strategy. 

Understanding the human element behind a project isn’t emotional it’s effective. 

Leading with empathy builds teams that people actually want to stay in.

2) Flexibility beats ego. 

Women are masters of adaptation. 

Whether it’s balancing life or shifting a business model, I’ve learned that flexibility is a much stronger asset than rigid persistence.

3) Collaboration > Competition

The most successful women I know don't gatekeep. 

They know that a bigger table is better for everyone, and that "clapping for each other" actually raises the ceiling for the whole room.

4) Trust your intuition. 

There is a specific intuition women bring to a room, the ability to sense tension or excitement before it's even voiced. 

It’s an invaluable tool for negotiations and culture building.

5) Resilience is quiet. 

You don't always have to be the loudest person in the room to be the most powerful 

True resilience is the consistent, steady work that happens when no one is watching

The right circle doesn't drain your energy.
It expands your potential.

What’s one lesson you’ve learned from the women in your life?

LinkedIn Voice for Healthcare Leaders | Co-Founder @Comet Healthcare Solutions & @Reach & Retain

Reach is dead. 
LinkedIn is dead
Engagement is dead. 
Personal branding is dead. 

No, you just post boring PDFs once a month. 

Then you go back to posting: “The feed is broken. Here’s my 10-step guide on how to hack the algorithm”

Also you just have the commitment levels of a goldfish. Just show up and do the work, it’s not a mystery.

The feed isn't broken, your work ethic is. 

PS: My weekend was great! I spent it dodging Growth Hack threads and enjoying the quiet side of the internet. 

How was your weekend? Did you manage to stay off the feed, or were you "building in public" the whole time?

Most of us start by thinking about what we want to build at our best. 
But here’s a thought: maybe the first thing you need is a comfortable worst-case scenario.

What if all your clients leave tomorrow?
What if your team walks away?
What if an investment doesn’t return?

Now, imagine this: 
even if all that happens, you still have your savings, skills, assets, or people to fall back on. Your worst day doesn’t break you, it just slows you down a little.

When you know the fall won’t kill you, you start daring to jump higher.

Build a life where even your worst day feels safe, secure, and manageable. 
That’s where real courage and growth begins.

#EntrepreneurMindset #LeadershipDevelopment

Your personal brand is your personality.


You don't need to have:

↳ A 6-figure biz
↳ Millions of dollars
↳ A nice car
↳ Loads of speaking gigs

To build something worthwhile here.

All you need is you, your experiences, and your authenticity.
↳That's what builds a community.

P.S.: Happy weekend! ✌

How to Optimize Your LinkedIn Content for AI Search?

I just finished LinkedIn’s latest report on optimizing content for the AI era and the data is a wake-up call for every B2B marketer

We’ve spent a decade learning how to rank on Google but the game is changing faster than most of us are ready for. 

If our content isn't AI-friendly, we’re essentially invisible to 94% of B2B buyers who use AI to research before they ever talk to a human.

Here are 5 things you should always do so your LinkedIn content ranks higher in AI searches:

1) Write steps as imperatives: 
→ Use active words. 
→ Say "Use this tool" instead of "Using this tool.”
→ AI likes direct commands.

2) Add ALT descriptions to images: 
→ This makes your content accessible, but also makes your images readable by LLMs.

3) Optimize readability: 
→ Avoid ultra-fancy words. 
→ Keep your sentences short aim for a max of 20 words per sentence.

4) Optimize visual structure: 
→ Use clear spacing and lists. 
→ This helps the AI know exactly what to scan first, second, and third.

5) Focus on 1 main topic: 
→ Don’t ramble. 
→ Stick to one theme and make sure you provide actual, actionable steps.

Bonus tips for LinkedIn:

6) Rename carousel posts: 
→ After uploading, name them as article titles in the LinkedIn settings (not just the PDF file name)

7) Treat video hooks as article titles:
→ The very first line of text on your video post is what AI sees as the headline.

8) Format Articles and Newsletters like blogs: 
→ Use clear headers and structure so AI can crawl them just like a website.

We’re writing for a Double Audience now 
→ the human who wants the insight 
→ and the AI that needs to extract it

Are you seeing your traditional search traffic dip yet? Are you changing how you write for AI yet?

Healthcare leaders love a good press release.

“We are proud to announce…”
“Recipient of the [X] award…”

Nobody cares. Truly.

LinkedIn isn't a trophy case. 
It’s a group chat. 

People want to know what you think about the latest tech, how you handle a crisis, or what you learned from a failure.

Stop broadcasting your wins and start sharing your wisdom. 

One real opinion is worth a thousand "honored to announce" posts.

And if you’re ready to turn your profile from a trophy case into a magnet for the right opportunities, send me a DM. 

Let’s make you the Top LinkedIn Voice for Healthcare Leaders!

LinkedIn Personal Branding for Healthcare CXOs

taplio

The Battle

Tom Grainger

Azra Haris

Followers

Posts

Engagements

Likes

Performance ScoreTom Grainger's LinkedIn Performance

Performance ScoreAzra Haris's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Tom Grainger

Azra Haris

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);}Tom Grainger's LinkedIn Performance

Performance ScoreAzra Haris's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreTom Grainger's LinkedIn Performance