Sales-Tech & GTM Systems | Head of Ops @ ColdIQ

After overseeing the outbound strategy of 200+ companies,

closing $5M+ as a full-cycle AE,

And testing 250+ AI sales tools,

I noticed three main problems companies face:

- Not enough traffic
- Traffic isn’t converting
- Lacking systems & AI


Solution:

The GTM Flywheel

- 4 Demand generation channels
- 4 Lead capture mechanisms
- 10 Nurture methods
- 6 Conversion elements


I started Workflows.io to build this system.

Combining AI workflows with human expertise,

To provide outcomes in a way I can only describe as:

“Service-as-a-software”.

For B2B tech companies looking to build out their:

- Automated outbound systems
- AI RevOps workflows 
- LinkedIn content 

👉 Follow: Dan Rosenthal for AI growth playbooks

👉 Get in touch: DM me on LinkedIn or email me at dan@workflows.io for collaborations.

👉 Visit: workflows.io if you want help implementing end-to-end AI go-to-market systems for revenue growth.

I just created 1:1 personalized microsites/sales decks for my most qualified LinkedIn connections, by combining Gamma’s API and Clay. 100% automated.

Each page is personalized with:
- The prospect’s company colors + logo
- Detailed breakdown of their GTM motion from analyzing their site traffic, LinkedIn content, ad campaigns, and sales team
- ICP research
- TAM broken down into numbers
- Signal tracking recommendations based on ICP
- The prospect’s CRM (if it’s one we integrate with)
- A GIF of the workflow used to create the site
- Customized proposal with an embedded scheduling link

The deck pitches our ABM enablement service, where we help companies land their dream clients with GTM strategy + AI.

And the output is a living example of what we can do.

When everyone else is going broad (more volume).

We’re going deep (more targeted).

If you want to receive:
1. A step-by-step guide on how to set up this play.
2. The exact Clay template used with prompts.
3. The Gamma deck + API call format used.

Then comment “ABM” and I’ll send it over 🤝

Dan Rosenthal

Co-Founder @ Workflows.io | Growth playbooks using AI

We're on track to hit $1.5M ARR in our first 6 months.

Our tech enables us to do more with a lean team.

From testing 100s of tools, these ones made the cut:

SIGNALS
- Clay: Covers most 3rd party signals.
- Warmly,: Website visitor signals.
- Trigify.io: Social engagement.
- Teamfluence™: Profile visitors.
- BuiltWith: Technographics.
- Fibbler: LinkedIn ad engagements.
- LoneScale: Job changes.
- TheirStack: Job openings.

DATA ENRICHMENT
- Clay: GTM orchestration.
- Freckle.io: CRM enrichment.
- Findymail: Email data.
- BetterContact: Waterfall email/phone data.

SEQUENCERS
- Instantly.ai: Automated e-mail campaigns.
- HeyReach.io: Automated DM campaigns.

SCRAPING TOOLS
- Serper: Google scraping.
- Apify: Store of custom scrapers.
- EasyScraper: Quick web scraping.
- Octoparse - Octopus Data Inc.: Advanced scraping.
- Boomerang- IYKYK.

PROSPECTING DATABASES
- Apollo: Quick people searches.
- SalesNav: Full stakeholder maps.
- DiscoLike: In-depth TAM mapping.
- Ocean.io: Lookalike company lists.
- GetLatka: SaaS-specific DB.
- Store Leads: eCom-specific DB.
- influencers.club: Influencer-specific DB.
- Exa: Targeted list builds w/ AI.

COMMUNICATION
- Gmail: E-mail comms.
- Slack: Team + client comms.
- Google Meet: Video meetings.
- Loom: Video explainers + SOPs.

AUTOMATION/AGENTS
- n8n: Automation/agents for most use-cases.
- Zapier: Simple automations.
- Relevance AI: Prompt-based agent builder.
- Manus AI: Quick agentic outputs.
- DigitalOcean: Self-hosting.

LLMs
- ChatGPT: Everyday use-cases.
- Claude: Complex writing + client projects.
- Perplexity: Web research.
- Gemini: Image/video generation.

PRODUCTIVITY
- Wispr Flow: Speech-to-typing in one-click.
- 1password: AIO password manager.
- Raycast: Mac shortcuts.
- Granola: AI-enhanced meeting notes.

SALES
- HubSpot: The best CRM.
- Qwilr: Sales proposals/decks.
- Superhuman: Better e-mail management.
- Kondo: Superhuman for LinkedIn DMs
- Cal.com, Inc.: Meeting scheduling.
- Sybill: AI meeting recorder + rev. intelligence.

PARTNERSHIPS
- PartnerStack/Tolt/Rewardful: Affiliate platforms.

MARKETING
- Webflow: Website hosting.
- beehiiv: Newsletter.
- Customer.io: Marketing automation.
- Tally: Form builder.
- Usermaven: Website analytics.
- Ahrefs: SEO research.

CONTENT
- Figma: AIO design tool.
- Miro: Workflow mapping.
- MagicPost: AI writing tool.
- Shield: LinkedIn analytics.
- Riverside: Interviews/podcasts.
- Favikon: Creator research.
- Screen Studio: Screen recordings.
- Adobe: Video work.

OPERATIONS
- Notion: Company knowledge hub + PJM.
- Airtable: DB for automations.
- Github: Storing code.
- Supabase: Outbound data + agent backend.
- Cursor: AI coding environment.
- Cloudflare: Domain hosting.

FINANCE
- Mercury: General banking.
- Revolut: International transfers.
- Stripe: Payment processing.
- Haven: Bookkeeping/accounting.
- Brex: Purchasing card.

DOCUMENTS
- Google Drive: Store all templates/client docs.
- PandaDoc: All contracts.

And yes, this list is huge.

Old way: Subscriber → Lead → MQL → SQL → Opportunity
New Way: Identified → Aware → Interested → Evaluating → Selecting

Don't get me wrong, the "Old way" still has it's place for attribution/reporting.

But for sales reps, these stages are often ignored.

I believe default "lead stages" are one of the many factors contributing to marketing being siloed from sales.

And I've literally seen this across 100s of cases.

Why doesn't this work?

- Marketing looks to maximize MQLs to boost their numbers
- Sales looks to minimize MQL → SQLs conversion to boost their close rates
- There is SO much signal left out between a cold account and "Subscriber"
- The journey to becoming a MQL is often a black box

So what's the solution?

Modern GTM teams are leveraging "Awareness stages" derived from ABM best practices.

Where you capture all the nuance between a cold ICP account and a prospect submitting their info via a form (e.g. demo or content).

Awareness scores aggregate signals into actionable stages:

- Identified
- Aware
- Interested
- Evaluating
- Selecting

This allows reps to prioritize their activity:

- First, touches to move accounts from aware → selecting.
- Then, activity to move accounts from identified → aware.

But it has to be paired with a solid account fit scoring model.

So both marketing + sales are optimizing around the right accounts.

This also simplifies reporting:
↳ ICP pipeline progression becomes the north star.

We set up awareness scoring for all our ABM projects.

To help come up with the models, I've studied how the best do it:

1️⃣ Clay
Primary GTM Motions: Content, Community, PLG

Aware:
↳ Website Visit (L30) or
↳ 2+ contacts connected with founders or
↳ 1+ engagement on social or
↳ Attended "low intent" event or
↳ Intro call form investors

Interested:
↳ Created a workspace or
↳ High-intent web visit (e.g. pricing) or
↳ Positive outbound reply or
↳ Attended "high-intent" event

Evaluating:
↳ Contact sales form or
↳ Discovery meeting held


2️⃣ Parabola
Primary GTM Motions: Outbound, Community, PLG

Aware:
↳ Website Visit (L30) or
↳ 2+ contacts connected with CEO or
↳ 2+ contacts with 2+ email opens (L30) or
↳ 1+ contact with 1+ email clicks (L30) or
↳ Is a member of community

Interested:
↳ Trial start or
↳ High-intent web visit (e.g pricing) or
↳ Event attendance or
↳ Dinner attendance or
↳ Webinar attendance

Evaluating:
↳ Demo requested or
↳ Demo booked


3️⃣ Userpilot
Primary GTM Motions: Content, LinkedIn Ads, SEO

Aware:
↳ 50+ LinkedIn ad impressions 

Interested:
↳ 3+ ad clicks or
↳ 5+ ad engagements or
↳ contact with 3+ webinar attendances or
↳ contact with UX onboarding

Evaluating:
↳ trial sign-up
↳ demo scheduled


How to set this up yourself:
- Track every relevant event in your CRM.
- Create dynamic lists when accounts + associated contacts reach thresholds.
- Setup workflows to update a single-select property when new accounts are enrolled in the lists.

Easily one of my favorite workflows to setup.

bolt.new went from 0-$40M ARR in 5 months.

Growth at that rate is almost unheard of.

I got the chance to deep dive into their GTM workflows with Nathan Merzvinskis, as they are running all their inbound enrichments through Freckle.io.

What I found interesting is that they have two distinct segments:

- B2C users building products/websites.
- B2B users building apps/prototypes for their business.

98% of their inbound sign-ups are personal e-mails.

But many of those are actually B2B users.

Potentially just making use of their free plan.

Or circumventing procurement to just start building.

Meaning...

A huge driver of their enterprise motion, is actually doing reverse lookups of personal emails to find the business users behind them.

And of course enriching + scoring work email sign-ups.

Here's how it works:

1️⃣ Snowflake sign-up data → Freckle.io table

2️⃣ Check if email is educational / personal / work with formulas

3️⃣ Reverse lookup to find LI profile 

Tools: ContactOut, The Swarm 🔆, Reverse Contact

4️⃣ Enrich company info (e.g. domain, headcount, industry)

Tools: Freckle.io, Apollo

5️⃣ Enrich contact (e.g. job title, location)

Tools: Freckle.io, LinkedIn

6️⃣ AI lead scoring

Tools: Anthropic, OpenAI

7️⃣ Push Tier 1 & 2 enrichment data back to HubSpot

8️⃣ Route to sales reps with AI account research

9️⃣ Nurture → demos


PLG with the right product is just a different ball game.

Sales-tech that scales revenue ❄️🧠 | GTM @ ColdIQ

Hot take: Knowing how to do outbound using Clay doesn't make you a "GTM Engineer". My take?

The "GTM Engineer" job title was the product of great marketing.

But it is still solving a very important problem.

2.5 years ago, I wanted to switch from full-cycle AE → RevOps.

But the org I was working in wasn't ready for it...

And it was for the same reason that RevOps is currently in a flux state.

The best RevOps professionals?
They become the backbones of their revenue departments.

The decent RevOps professionals?
They function as a support role for sales + marketing.

The lackluster RevOps professionals?
They become glorified CRM admins.

Since many orgs have traditionally seen RevOps as a support role, many RevOps teams aren't actually doing any sales + marketing.

The GTM engineer was designed to solve this:
- Fully embracing being systems/tech leaders for the revenue org.
- Have the technical proficiency of RevOps.
- Apply that proficiency to actual sales/marketing experiments.

There is a lot of buzz and snake oil around this title.

But GTM engineers CAN be extremely valuable.

Here's a cheat sheet of how I'd make that happen 👇 

1. Strategy & Plays
2. Data Aggregation
3. Data Enrichment
4. Data Activation
5. KPIs
6. Responsibilities
7. Books To Read
8. Best Tools

No matter what you call the role (GTM, Growth, RevOps).

If you have someone owning this function.

You definitely have a competitive advantage.

Instantly.ai just launched "Automations" and native integrations with LinkedIn sequencers.

Historically, we've used:
- Instantly.ai for email outreach
- HeyReach.io for LinkedIn outreach

Which required custom automations to orchestrate multichannel campaigns.

Things like:
- Managing blocklists across both channels.
- Automatically re-engaging non-responders.
- Following up with email hand-raisers on LinkedIn.

You can now handle all of this natively in Instantly.ai.

This is a big one.

P.S. Marc Gaudett thanks for letting us test this in early-access.

Signals are the most overhyped GTM trend in 2025.

But I'm still a huge fan.

It's just that most companies are using them wrong.

Your SDRs should have signals fed to them on a platter.

It makes the job so much easier.

If you're thinking about incorporating signals, here are your options:

1️⃣ Buy a signal point solution (e.g. RB2B).

Benefit:
- Usually great at the signals they track.

Downside:
↳ Won't get used if workflows aren't built.

2️⃣ Use a signal aggregation tool (e.g. Common Room).

Benefit:
- Out-of-the-box setup is quick.

Downside:
↳ Lacks customization and is one more login.

3️⃣ Launch automated campaigns (e.g. with Clay)

Benefit:
- Solves activation issues and drives results.

Downside:
↳ Lost value if you don't go beyond this.

And then there's option 4️⃣; by far our favorite to set up:
CRM aggregation

Here's how it works:
- Build out high-priority TAM list and upload to CRM.
- Enrich + score every company/contact in the CRM.
- Aggregate signals in Clay.
- Build custom workflows that interface with the CRM data.
- Send signals back to the CRM as timeline events.
- Route to reps.

Then you can systematically activate signals in 5 ways:
↳ Account awareness scores.
↳ Custom Slack notifications.
↳ CRM tasks.
↳ GTM Co-pilots.
↳ Automated campaigns.

When you do this right, reps are always focusing on the right accounts.

And they understand every account, because they see the entire timeline of that account (with 1st, 2nd and 3rd party signals).

To do this, there are 3 main ways to send signals back to HubSpot:
1) As a series of properties.
2) Notes stored in the activity log.
3) Custom events.

And number 3 has been my favorite as of late.

Problem with properties is that you won't see signals on the activity log, so you lose touch on timing. Plus it's a mess.

The problem with notes is that they don't store custom properties, so it also becomes a mess.

Custom events however:
- Show in the activity timeline.
- And you can easily use their properties to build workflows.

There's still a few major annoyances (if you're curious DM me).

But it's an absolute game-changer.

WHY

Which is more likely going to lead to a deal?
- A decision-maker at a tier 1 account liking your LinkedIn post.
- Or a newly hired champion at a tier 2 account who's seen your ads 50+ times, visited your pricing page, and signed up for your newsletter.

10/10 times I'm picking the latter and reaching out 1:1.

But even for the former, would you really want to automate outreach?

Or would you prefer that your rep does some more research for a 1:1 touchpoint that doesn't waste the Tier 1 opp?

All of these decisions can be made with data stored in your CRM.

If you're looking to build a system directly in HubSpot that:

- Monitors every qualified account in your TAM
- Stores all the context so reps don't have to leave the CRM.

Then stay tuned for a massive resource we're releasing next week 👀

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