Ivan Falco

Most GTM tech companies I talk to are in one of these spots:

1️⃣ Relying on founder-led outbound or referrals only

It worked to get to where you are… but reply rates are dropping, deals are slower, and you know this won’t get you to the next stage.

2️⃣ Team spread too thin & too many tools

Too many tools duct-taped together, wrong or messy data, SDRs burned out, one marketer doing everything, sales and marketing not really talking. Attribution is a mess.

3️⃣ Tried to add more channels, got chaos instead of scale

A bit of LinkedIn content here, a bit of LinkedIn ads there, maybe a webinar or two, some paid search… but nothing sticks.

4️⃣ No bandwidth

You know where you want to go. But you don’t have the bandwidth (or a world-class GTM team) to design and run a “modern GTM” motion that actually compounds.

That’s where I come in.

👉 What I do

I help GTM tech companies build and run one LinkedIn-led GTM system that creates predictable pipeline in 90 days.

We design one motion and align:

- Outbound → driven by real signals & the same target accounts
- LinkedIn content → built to speak to those accounts and feed sales
- LinkedIn ads → warming and surrounding the same buying committees
- Attribution & tracking → so you actually see what moves pipeline

Sales and marketing stop operating in silos.
Everyone executes the same 90-day plan.
The work compounds instead of resetting every month.

⚙️ Why it’s worth listening to me

I’ve been in GTM for close to a decade:

Started as a sales rep → felt quota pressure, declining reply rates, and the “what is marketing even doing?” frustration

Moved into growth for SaaS ($500k - $1M in a year) → built funnels, ran paid, fixed broken ops

Ran my own ads agency (Brought it to $200K) → learned what “clients expect results yesterday” really means

Joined as Head of Growth at ColdIQ → helped them go from $2M → $7M ARR in 12 months.

Helped AirOps generate over $7M in pipeline and 7-figures in closed revenue in less than a year.

In ColdIQ, I’ve seen and worked inside GTM systems for hundreds of B2B SaaS companies (SaaS + agencies).


🎯 Who I’m best for

I focus on GTM tech and GTM agencies, because I’ve lived GTM from every angle, sales, marketing, growth and agency, and I understand the pressure and constraints of your team & the teams you sell to.

GTM tech (sales tech/ marketing tech / revops tech)
GTM agencies
$1M–$20M ARR

🚀 If you want help

If this resonates and you want a teardown of your LinkedIn GTM + a concrete 90-day plan:

👉 DM me “GTM” and I’ll send you how I run these sprints.

Facebook Ads & Google Ads Expert | Co-founder

$2M to pipeline in 90 days using this 4-step ABM system.

It took me 8 months to build and perfect.

Here's the full step-by-step process:

1. List Building

- We analyzed closed-won accounts and built an ICP model.
- Used Ocean.io, Apollo, PandaMatch 🐼 for broad lists 
- Clay to enrich and qualify.
- Result: 1,250 high-ROI accounts uploaded to LinkedIn Ads.

2. LinkedIn Content

- Analyzed 50 sales calls from ICP lookalikes.
- Pulled vocabulary, pain points, objections.
- Analyzed high-performing posts in the niche with Scripe.
- Fed it into Claude + our content frameworks → created 16 posts for our exact ICP.
- Posted across clients' CEO, CMO accounts, and company page.

3. LinkedIn Ads

- Every content piece became an ad targeting our ABM list.
- Every single post with GA4 UTMs. 
- HubSpot dashboard to track impressions → engagement → pipeline.
- Fibbler/ZenABM to track ad influence deals in pipeline. 
- After 1 month: activated MOF/BOF retargeting when audiences warmed or engaged.

*Bonus: See my LinkedIn Ads funnel framework pinned in first comment.

4. Outbound

- Clay monitored every like, comment, profile view (Teamfluence).
- ZenABM/Fibbler to track company-level engagement.
- RB2B or Midbound to track and deanonymize website visitors.

Everything routed to Clay:
→ High-engaged accounts and contacts → enriched, qualified → routed to reps or automated sequences in Instantly.ai.

Result:

$2M pipeline. Less than 90 days.

I call it "Creator-led ABM". 

I used this to close $1M in revenue for a 7-figure SaaS this year. 

I recorded a masterclass with everything:
→ the formulas, the frameworks, the timing, the full workflow. 

Want it? 

Comment "ABM" below.

Helping $1M+ B2B companies scale past $5M+ | Head of Growth @ColdIQ ($2M→$6M in 10 months) | Outbound, ABM & LinkedIn Ads

I'm being offered $1k+ per post to promote top AI tools.

This is the biggest shift in B2B marketing in a decade. 

And it's happening on LinkedIn.

I turn 99% of them down. But most creators don't.

And the brands willing to pay us aren't stupid - they see what's coming.

Creator-led growth is the only B2B strategy that will matter by 2026.

Brands are desperate to get creators talking about them because they know traditional channels are dying.

Cold email reply rates: below 2%
LinkedIn reach: down by half
Ad costs: up 30% YoY

But a trusted creator posting about you? 

That's 8-12% engagement from your exact ICP.

The math isn't subtle.

This isn't about buying posts. It's about building a creator-led engine:

Your best customers → get them posting about results
Your employees → turn them into micro-creators
Your CEO/founders → build their thought leadership
Partner creators → pay them to amplify

Then layer LinkedIn Ads on top to amplify these posts targeting your dream account list.

You're not running campaigns. 

You're building a systematic content engine where every post compounds reach and credibility.

Why this replaces traditional GTM:

→ Buyers trust peer content 10x more than your sales deck
→ You're creating 20+ touchpoints before your first outbound message
→ Each creator post becomes an evergreen asset you can amplify forever using LinkedIn Ads
→ Even 48% of AI Search results are influenced by user-generated content (including LinkedIn)

This is how we scaled ColdIQ from $0 to $6M in less than 2 years. 

And how we generated over $700k in pipeline last month for a single B2B SaaS client.

The brands building creator-led engines today will own category awareness by 2026.

Your competitors are already doing this.

That's why I've documented the entire process - the formulas, the frameworks, the timing, everything.

All inside the Creator-Led growth playbook.

Want it?

Comment "CREATOR" below and I'll send it over.

I turn LinkedIn into your #1 pipeline channel for GTM SaaS & GTM agencies | Head of Growth @ColdIQ ($2M→$6M in 10 months)

We tested over 600+ tools across 300+ B2B companies.

Here's the best GTM tools to scale past $5M ARR:

1. Lead Generation

→ Outbound:
- Intent Signals: Unify, Common Room , Teamfluence™, Trigify.io, Vector
- Data: Apollo.io, Clay, FullEnrich, Linkedin Sales Nav, LeadMagic, Prospeo.io
- Sales Engagement: Artisan, lemlist, Instantly.ai, HeyReach.io, Smartlead

→ Inbound:

- SEO: AirOps, Ahrefs, Surfer, Byword
- Content Marketing: Kleo, Perplexity, Synthesia, OpusClip, Canva.
- Adtech: Arcads AI, Hyros, Supermetrics, Influ2, Fibbler

2. Lead Capture

→ Visitor Identification: RB2B, Koala (Acquired by Cursor), Vector, Albacross
→ Landing Pages & Forms: Typeform, LeadPages, ClickFunnels, Unbounce, Webflow
→ Content Gating: Tally, Notion, Distribute.
→ Chatbots: Voiceflow, Manychat, Chatsimple.

3. Lead Management

→ Lead Qualification: MadKudu, Forwrd.ai, Clay, Unify.
→ Lead Routing: Default, Chili Piper, iClosed
→ Lead Nurturing: Customer.io, beehiiv, ActiveCampaign, MailChimp

4. Lead Conversion

→ Sales Calls: Attention, Circleback, Aircall
→ Proposals & Contracts: Qwilr, Gamma, PandaDoc, Proposify
→ Sales Enablement: Breakcold, Hublead, HubSpot

Which others would you add?

I tried more tools this year than in my entire life combined.

Here's what I use to lead growth in a $6M ARR GTM agency →

AI Agents

Relevance AI (agent builder)
Instantly.ai (reply automation)
Clay (research at scale)
n8n (workflow builder)
Artisan (AI SDR)

Sales Engagement

Instantly.ai (cold email)
lemlist (multi-channel)
Valley (LinkedIn automation)
Expandi (LinkedIn outreach)

Data Enrichment

Prospeo.io + LeadMagic (enrichment)
FullEnrich + Wiza (data coverage)
Clay (orchestration)

Data Sourcing

Exa
Apollo
Ocean.io
Openmart
LinkedIn Sales Navigator

Website Visitor Identification

RB2B
Midbound
Vector

Workflows

Clay (GTM workflows)
n8n (general automation)
Relevance AI (agentic workflows)
AirOps (SEO workflows)
Default (inbound workflows)

MCPs

Claude + Cursor (coding)
Composio + Pipedream + Docker, Inc (MCPs)

Which tool would you add to this list?

P.S. - Want the full list of 2,200+ AI sales tools organized by 55 categories? Drop a comment below.

Best AI Sales Tools

We analyzed 20K+ AI answers across ChatGPT, Claude, and Perplexity. Here's what the top 1% most cited companies are doing differently.

I partnered with AirOps (the #1 tool to Win AI Search) to break this down. 

The numbers hit hard: 

- 8% of B2B signups now come from AI chatbots.
- Content less than 3 months old gets cited 3x more. 
- Traffic from AI chatbots converts at 24% vs 4% for traditional SEO. 
- Third-party mentions drive 2x more citations than your own content.

If AI can't find you, neither can your customers.

Here's what you need to track:

→ Share of Voice (the higher your share, the more you own the conversation)
→ Brand Visibility (if AI never says your name, buyers won't see you)
→ Citation Rate (when AI name-drops you, it signals trust)
→ Sentiment Score (being seen in the right light matters)

What actually moves citations:

1) Structure for agents
Multi-type schema = +13% citations
Lists = 17x more likely cited
Proper heading hierarchy = 3x boost

2) Refresh constantly
SaaS/Finance: every 3 months
Ecommerce: every 3-6 months 
Healthcare: every 6-9 months

3) Win third-party mentions
Reddit gets picked up by Perplexity & ChatGPT. 
LinkedIn is favored by Google AI mode. 
Quora is growing fastest in AI Overviews. 
Digital PR matters more than ever.

4) Go micro-niche
You need content for every question about your products and services. 
The game is topical depth now.

5) Be in the conversation 
Forums, Reddit, Q&A where your buyers are. 
Add value, don't spam or promote.

Webflow went from 2% to 10% AI-attributed signups in under a year. 

5x growth in a channel with 6x better conversion rates.

Eoin (Head of Growth at AirOps) gave me permission to share the full "AI Search Report" with all of you.

Let me know if you want it in the comments.


Tools mentioned:

AI Answers ChecK: ChatGPT • Perplexity • Gemini
Questions Research: AlsoAsked • WriterZen . AirOps
Citation Tracking: Twin • Glasp . AirOps
Content Optimization: Clearscope • Surfer . AirOps
Content Orchestration: AirOps

Cloudflare is down again. If I was a Web/Dev Agency I'd be launching this outbound campaign ASAP.

First, I'd ask myself:

Who is more affected by the Cloudflare outage?

1) Large-scale media/news outlets - lost in ad revenue
2) Financial/FinTech services - can be a major risk to security
3) High-traffic E-commerce/SaaS - downtime means a lot of sales
4) Digital agencies / Marketing tech - they manage client sites this can damage their reputation

Let's say we're going for High-traffic E-commerce.

I would go to Apollo and scrape a list of e-commerce sites with $10M+ revenue or decent company size.

I would then bring it to Clay to verify:

- High traffic (using Semrush integration) - to prove they lose money when down.
- If they use Cloudflare (using BuiltWith integration) - to confirm they are affected.

If they are fit, then I'd go ahead and find the emails of the key personas to reach out to, using waterfall enrichment (LeadMagic, Prospeo.io, FullEnrich). 

Then I would wait 1-2 days once panic mode is gone.

And send that to Instantly.ai to automate my email outreach.

I'd say something like:

"Hey {{firstName}},

This is the 3rd Cloudflare outage in the last 4 months.

Since you guys are doing massive volume, every minute your site is down, it's costing you serious revenue.

That's why we build Multi-CDN Failover systems (Solution X). 

If Cloudflare breaks, your traffic automatically switches to AWS/Akamai so you never go offline.

We handle the transition seamlessly.

Worth a chat?"

Or any related service that you'd like to pitch.

Try this out, and tell me how it goes.

taplio

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