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.

Helping Agency Owners & B2B Founders close 2-10 clients on Linkedin in the next 180 days (Or You Don't Pay).

Behind-the-scenes helping founders/execs build pipeline, authority and close deals on Linkedin.

Naim Ahmed

Had a chat with a Linkedin creator with 13,000 followers and 100s of likes on his posts...

We went back & forth in the DMs and I asked him: "how many calls you booking for your agency on Linkedin?"

His answer: 0

"How much revenue generated from your content?"

His answer: 0

All his likes were from peers, pods and other marketers.

He had no systems to turn his followers into calls.

A few days later I had a catch up with an old client

He has way less followers, way less likes.

He told me he’d made $15k that week, alone.

Getting likes & getting paid are 2 COMPLETELY different skill-sets.

P.S. Most of my clients like Umair, Noah, Nicolas and many more ALL have audiences on the smaller side but book calls consistently. Living proof it’s not your follower count holding you back. It’s your sales system.

We’ve booked 476 sales calls using LinkedIn DMs…

Doing the opposite of what "gurus" teach...

Most people have a "buy-or-die" mentality.

They want you to BOOK A CALL NOW.

If you don't, they forget about you.

And, move on to the next target.

Instead, I play the long-game.

If you're a good fit, but don't book a call...

That's cool, I'll just

- Send you valuable resources
- Add value/help for free in the DMs
- Connect with you with people I know
- Add so much value you WANT to work with me

This helps me book calls WEEKS/MONTHS after 1st touch.

Playing the long-game is the secret.

Linkedin outbound tip:

If you're sending automated outreach, your goal is NOT to trick people into thinking you sent it manually.

Your goal is to make the message/offer so good that they DON'T CARE if it's automated or not.

Prospects respond because they WANT that you have.

Offer > Fake Personalisation.

Day 1 on Linkedin? Here’s what I’d focus on:

1. Study competitors & observe what’s working
2. Send some connections to your ICP
3. Start conversations daily 5 with ICP & 2 with peers

No engagement pods. No 100 comments a day. No 2 posts a day.

Study what content performs and take notes.

Think about how you could things better/differently.

Then, connect with a few prospects and shoot some DMs.

Get used to reaching out to decision makers via chat.

Network with creators and build a relationship or two.

This'll give you a foundation, now you can start posting and sky is your limit.

Posting on Linkedin = Trust at scale

Engaging with your ICP = Trust at less scale

Talking 1-1 in the DMs = High trust low scale

Now, imagine you do all 3 to prospects.

First you post content and show up on their feed...

Then, you show up in their comments...

Then, you start a natural/relevant conversation.

Imagine the trust you build before selling anything.

This is the power of social selling.

Founders pay me $2500 to ask "Naim, how do I get more inbound leads?". 

Here's what I tell them:

It's not:

- Engaging more (although it helps)
- Being consistent (although it helps)
- Copywriting skills (although it helps)

Usually, I'd boil it down to ONE thing.

- Over-index on sharing social proof.
- Share a disgusting amount.
- In almost EVERY post

2 things you can do today:

1. Go back and screenshot every bit of good feedback you’ve gotten from a client. Every win, big or small, can be Slack, Whatsapp, emails and turn that into content on Linkedin.

2. Show people examples of your work. If you design websites, share your designs. If you write copy, share your copy. If you help with accounting share how you're saving people money.

Don't expect people to understand your value.

SHOW THEM.

That's how you build REAL authority.

Employee Generated Content is the BIG opportunity in 2026.

I’ve been working with orgs on this since late 2024 and it’s only getting bigger.

Just imagine you’re able to build multiple personal brands across your whole executive team.

. CEO generating thousands of impressions.
. CMO/CSO generating thousands of impressions.
. VP Marketing generating thousands of impressions.

All building influence and promoting the company.

. CEO shares strategies & the journey.
. CMO shares marketing behind-the-scenes.
. Sales director talks sales process optimisation.

Collectively you can easily break 50-100k impressions a week.

On the backend you can monetize in multiple ways...

For example, each c-suite exec could promote a singular bi-monthly webinar and all content from Linkedin could be pushed here.

Imagine the sheer number of prospects you could attract.

The amount of pipeline you could drive.

The amount of demos you’d book.

All for free.

This is the future.

If I was a CMO/VP of a b2b company and was asked to build MASS pipeline from Linkedin, here’s what I’d do:

I would NOT pay Linkedin influencers.

I would activate my team instead.

Yes, you can pay influencers extortionate amounts of money for a post or 2.

And, that does work (when done properly).

BUUUT…

Your team is already on pay-roll.

They already know your product.

You don’t have to pay them for every post.

It’s in THEIR best interests to post here.

LEVERAGE BABY.

Say 10 people at the company start posting 3 times a week.

Say they average 2000 impressions a week each.

That’s 80,000 impressions for free every month.

With the right strategy (and me in your corner) we can get this to 200,000+ a month.

Imagine the competitive advantage this kind of reach would bring.

Activate your team NOW!

P.S. If you’d like to activate your CEO or C-suite execs, DM me “ACTIVE” and I’ll show you how I can help.

taplio

The Battle

Tom Grainger

Naim Ahmed

Followers

Posts

Engagements

Likes

Performance ScoreTom Grainger's LinkedIn Performance

Performance ScoreNaim Ahmed's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Tom Grainger

Naim Ahmed

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 ScoreNaim Ahmed's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreTom Grainger's LinkedIn Performance