Enablement.ch

Founder

Clay

Recognized as Top 5 Creator

Enabling B2B Tech companies to scale their most creative outbound campaigns without hours of manual work ✨

- 1mio+ clay credits spend
- 100+ tables built
- 15 workspaces set up

Enterprise Partner & Top 5 Creator

BEE Digital Growth AG

💸  2.2 million CHF in closed revenue as IC in 2 years. 
⚡️ Deal Win Rate: 64%
🌱 YoY Growth 21: +147%
🌱 YoY Growth 22: +18%
💰Faster Sales Cycles: +8.5%
💰Larger Deal Size: +41%

Head of Sales

Implemented over 85 HubSpot accounts, including the one of the Swiss Post.

HubSpot Consultant

STARTglobal

Contributed to raising almost CHF 1'000'000 in Sponsorships for the START Summit 2016

Corporate Partnerships 

Precious Metal Desk

Commercial Apprenticeship

Full Pipeline without 3+ BDRs or a Lead Gen Agency ✨ Top 5 Clay Creator | Founder @ Enablement.ch

You're doing cold outreach already. So your sales pipeline should be full. 

But where are the leads & deals? 

Creating a full sales pipeline is easy. 

You just have to:
→ Create an apollo account and build a list
→ Use an email template from a "LinkedIn Influencer"
→ Send emails & LinkedIn DMs with Lemlist

and on top of that - share content on LinkedIn every day 

You probably tried this already. 
Or hired a Lead Gen Agency to do it for you. 

Why does it not work? 
Here's the truth

#1 - Time
You don't have the time to manually build lists 
AND personalise every message. 

So either reach out to just a few people
or you just spray and pray

#2 - Trust
Everyone can send 1000 emails. 

Just look at your inbox:

→ You are spending 5-10 minutes every DAY to delete emails
→ You look like another Joe Shmoe wanting to ""jump on a call?""

= You & your message don't stand out. 

BUT 

You also know that this can work. 

You see people raving about tools like Clay, RB2B and AI generated messages. 

And you heard about that through people on LinkedIn. 

Ergo personal branding & outreach DO work. 
they can generate qualified meetings,
a full pipeline
and $$$

ONLY 

If you do it right
and create an actual engine
where everything is connected & automated

This system is not just cold outbound
and not just praying that your LinkedIn content creates inbound
This is ALLBOUND

And how do I know this? Two reasons:

#1 - I've done it twice already
 
I generated over $2.4m in revenue in my last role as sales leader at a HubSpot Agency
↳hyper personalised messages at scale in 2022 - BEFORE ai was even possible. 

And now at enablement we generated $200k pipeline in 20 days from a single campaign. 

We practice what we preach. 
Here's how we make our money: 
→ 49.4% Outbound
→ 29.3% LinkedIn
→21.3% Referrals

#2 - We worked with over 70 B2B Tech Companies in the last 18 months

Bound (fintech) 
→ 2x Pipeline in Q1 24
→ 70% Revenue from Cold Outreach

Scrypt (fintech) 
- 10 meetings with C-level per month

Skribble (B2B SaaS)
→ Reduced BDR Team by 80%
→ Still hit revenue targets

XPLN (B2B SaaS)
→ 20+ meetings with CEOs per month

Fruitcore Robotics (Robotics) 
→ Consistently book 85+ meetings per month
→ $543k in Pipeline

If you're thinking now:

"That makes sense, I want know how you REALLY use AI & Automation to create a full pipeline - without a Lead-Gen-Agency or a big BDR team" 

here's the next step. 

DM me and we have a chat. 

PS: This only makes sense if you ACTUALLY want to make a fundamental change in your business and not just looking for a quick fix

A client cut his SDR team from 8 to 2 people and hit the $3.5M ARR target anyway. How? They turned 1 person into a GTME who automated 90% of what BDRs used to do manually. Here's the exact breakdown:
 
OLD SETUP
 
Everyone was building their own lists.
Everyone had their own sequences.
It was like the Wild West.
Super inefficient.
 
So we looked at what SDRs actually do:
 
→ Build lists(manually)
→ Research leads (one by one)
→ Send email templates (generic)
 
Then we asked: What if one person could automate all of this?
This person is the GoToMarket Engineer
 
They combine:
→ GTM strategy knowledge
→ Automation skills
→ Data orchestration
→ Tool integration
 
The GTME builds the engine.
The SDR only focuses on the highest-value activity.
 
Calling leads:
- Tier 1 accounts
- Leads who replied
- People who engaged with content
 
 
RESULT
$500k saved in payroll
Same pipeline volume
$3.5m ARR
 
The future of sales operations isn't more people.
It's smarter automation with the right talent.
 
Are you at the GTME Final Boss stage yet or still doing stuff manually?

Lanny M. Heiz ✨

More Pipeline, Less BDRs - using custom AI Agents ✨ Clay Enterprise Partner | Founder @ Enablement.ch

A client was spending $330,000 on their GTM and closed ONE customer only in the last 3 months. We changed their setup and instantly saved $200,000. Here's how:

They had the classic "predictable revenue" setup:

→ 5 SDRs supporting 3 AEs
→ ZoomInfo for data
→ Apollo for sequences
→ HubSpot for CRM

All the "right" tools. All the wrong results.

Their SDRs had high "activity" but little to show for it: 

→ Manually researching prospects with no buyer intent signals
→ "Personalized" outreach (wasn't personal at all)
→ Playing the numbers game

They booked some meetings, but the leads were not qualified AT ALL. 

The fundamental problem wasn't effort. 

It's the GTM Setup 

They used a 2020 sales playbook in a 2025 world. 

We replaced 4 out of 5 SDRs with 1 GTM Engineer and built automated workflows that identify prospects based on dynamic signals: 

→ Teamfluence to track social engagement
→ Sales Navigator to spot job changes 
→ TheirStack to monitor job openings
→ Clay for champion tracking 

We implemented Clay to:
→ Qualify accounts and leads using AI 
→ Find the right decision-makers
→ Generate hyper-personalized messages that reference specific pain points

To reach out to the leads, we used
→ Smartlead for emails
→ Heyreach for LinkedIn
→ Make to connect the 2

We kept just ONE SDR who focused exclusively on call leads that responded on LinkedIn and email and booked qualified meetings for the AE

In the old setup, the costs were massive: 
→ $30,000 for tools alone
→ $300,000+ for the SDRs

I.e. a total of over $330,000. With the new setup, they save 61% and spend less than $10,000 on tools. 

KEY TAKEAWAY
Shift from a 2 SDR to 1 AE ratio to a 1 SDR to 3-5 AE ratio. 
Shift from tools that support people to tools that replace people. 

What do you think about this new GTM approach and team setup?

I don't care how much hate I'll get for this: Here are 5 AI agents I built instead of hiring humans (exhausting). They make us 7 figures and save us >$150,000 in salaries. Here's how.
 
BACKGROUND
 
I used to think big teams meant success. The more people, the better.

This isn't true anymore. It just means you're working in a pre-AI world.

And I don't like managing 10-20 humans.

So I built these AI agents instead.
 
1/ The Content Writer
 
Last month, we made $80,000 directly from LinkedIn alone. That wasn't always the case.

I faced the same 3 challenges:
 
→ WHAT should I post?
→ HOW do I write so people read it?
→ WHEN do I find time to write?
 
Our AI content agent solves all 3:
 
→ Finds trending topics in sales
→ Turns topic ideas into post drafts
→ Adds my personal experience to every post
 
I just review it every Monday morning.
 
2/ The Campaign Creator

Most campaigns start from zero. Every time you build your list from scratch in apollo or sales navigator.

You contact people randomly - not the ones IN THE MARKET right now.
 
Our signal-based AI agent reaches out to qualified leads on autopilot and books us 20+ meetings a month.
 
→ Uses signals like job changes or LinkedIn engagement
→ Qualifies each lead so it fits our ICP
→ Personalizes every message
→ Reaches out automatically
 
3/ The Reply Manager
We used to have a VA handle our email replies. Now it's all done by an AI agent trained on our responses and chats that turned into meetings.
 
Reply time is down to 0. 
 
→ Analyses responses from LinkedIn and Email
→ Segments into negative, neutral or positive
→ Gets the lead's phone number
→ Creates tasks in HubSpot
→ Drafts replies
 
4/ The Sales Coach
 
9 months ago, my closing rate dropped to 20%. I had no idea why. Last month it was 53.85%.
 
It's because I've analysed every sales call. and coached myself with this AI agent
 
→ Trained it on 50 sales call transcripts of won deals
→ Automatically sends every sales call over
→ AI scores it + creates a breakdown
→ I review the best & worst parts
 
5/ Customer Onboarder
When we started 2 years ago, every customer filled out an onboarding form asking:
 
Who's your ICP?
What's your value prop?
What titles are you selling to?
What case studies do you have?
 
If you're selling AI & Automation, this isn't what a client expects. It took customers 2 weeks to fill out properly.
 
Now it's done in 5-10 minutes by our Agent:
 
→ Reviews your website + competitors
→ Gets case studies, pains & value prop
→ Drafts the first messages for the campaign
→ Creates the list of target accounts + personas
 
TAKEAWAY:
Look at all your business processes. What steps are you doing over and over again?
 
Ask yourself: "HOW can this be done with AI instead of Humans?"
 
What AI Agents would you build to replace someone?

Yesterday, I spent 5h doing a big test: GPT5 vs GPT4.1. And I'm pissed. The older models are not just cheaper, they are BETTER. Here's when to use GPT5 and when to stick to 4.1.
 
GPT5
→ AI Agents getting data from a vector DB
→ Account Research
→ ICP Fit Evaluation
→ Lead Scoring
 
Because it's a "reasoning" model, GPT5 is great for complex tasks. That's why it great at multi-step tasks that require some thinking.
 
But it's also what makes it slow, expensive and unfit for straightforward actions.
 
That's what we use 4.1 or 4o for

GPT 4.1 / 4o: 
→ Find missing information (Find Domain etc.)
→ Scraping (Website, LinkedIn profiles etc.)
→ Write personalisations
→ Summarise signals
 
It's cheaper and faster (no surprise) but it's also BETTER.
 
Why?
 
1/ Task completion
GPT5 sometimes just stops and explains what it would do

instead of just doing it.
 
2/ Task compliance
Especially when writing personalizations, it did not stick to the exact output script.
 
Only with better prompting can you get it to follow your rules.
 
Which is NOT the point of a better model (Quite the opposite)
 
Baby errors? Maybe. 

But for now, we mostly stick to gpt 4.1 and 4o
 
TAKEAWAY
- GPT 5 is great for complex, multi-step reasoning
- GPT 4.1 is better + cheaper for everything else
 
If you want the full analysis and play with it yourself, let me know below and i can share it﻿﻿ with you 👇

GPT5 is 20% faster, gives you 3x the output and is HALF the price. Here's how we'll use it in Clay (if Varun Anand and the team put in an extra shift) 

BEFORE
For complex tasks AI can't do them with a single prompt. Think of things like

- Finding & analysing 10k files, quarterly earning calls
- Contact research & personalization
- Detailed ICP qualification
- AI Lead scoring

It lacks the nuances. That's why we had to chain multiple claygents and prompts together. 

Takes a lot of time + clay tables get  messy. 

NOW
With GPT-5 clay tables will get: 
- Better (sounds more human + better reasoning)
- More detailed (3x larger outputs) 
- Faster (20% higher rate limits) 
- Cheaper (50% the price)

What's the first thing you're going to with GPT5? Comment👇

Varun Anand ETA? please please please with a cherry on top 🍒

Most will likely disagree but I hate slides - especially in a sales process. 8 Months ago I BANNED slides from sales. We still win 53% of our deals, almost 2x revenue and have 31% larger deals. Here's why
 
BACKGROUND
 
I've been in sales for 7 years and always thought you need to create the perfect slide deck to win "the pitch".
 
I've spend hours

→ Rewriting my notes to fit into the "overview" slide
→ Designing visuals to explain the unique approach
→ Aligning logos in the "success stories" slide
 
And then in the meeting you get stuck on a small detail for 30minutes on slide 12. You never make it to Slide 63.
 
Slides are not just a waste of time. They also hurt the buying experience.
 
Why?
 
No matter how many hours you spend on the deck.
It does not FEEL personal
 
Have you ever been to the doctor and after doing an your bloodwork + an MRI and then he pulls out the slidedeck?
 
So I decided to move away from slides and focus on the conversation itself.
 
You, me and my fathom meeting recorder.
And a google doc to take notes
 
"But how do you create alignment with all the stakeholders in larger deals?"
 
First, get them into the demo call as well.
 
"But what if my champion needs to build the case first"
 
Right. But they don't need slides. They need trust
 
Trust that the meeting is worth their time.
 
That's why we create a personal deal room for them after the discovery call.
 
We create that by sharing video testimonials + case studies that are RELEVANT to them because we solved the same problem for a customer very similar to them.
 
But I'm not sending a follow up email with 7 different links.
Just one
 
To an emlen destination.
 
If the deal moves forward, I update the content. The right content, exactly when they need it.
 
And I get to see if they even look at it, for how long or if the lead is not that hot after all.
 
It's literally the only tool in our sales process (besides HubSpot + Meeting recorder)
 
And people ask me all the time "what tool are you using for that?"

So now you know. 

The results speak for themselves
 
ARR: $1.2m
Winrate: 53%
Sales Cycle: < 27 days
Dealsize: 31% YoY growth


Are you using a dealroom or you send slides and 12 different links via email?
 
PS: Not paid for the post or anything, just love emlen emlen's solution.

I've used OpenAI's $200 model to analyse 10,633 Linkedin posts that generated 5,325,084 likes - to find out what makes posts go VIRAL. Here's the 3-step playbook: 

BACKSTORY
 
Over the 12 months, I added over 10.5k followers (189% growth, now at 16.5k) and my posts generated millions of impressions.
 
And we turned that into a 7-figure business.
 
So we know HOW to make LinkedIn work for B2B companies. But I did not fully understand WHY.
 
Everyone's an expert on LinkedIn
Few have actual data.
 
So I created it myself. I've scraped the posts of ~𝟵𝟬 𝗚𝗧𝗠 𝗰𝗿𝗲𝗮𝘁𝗼𝗿𝘀 with 10k-100k followers. (People like Gal Aga, Adam Robinson, Patrick Trümpi many more). 

Then loaded everything into OpenAI's $200 model GPT5-Pro to do a deep analysis.
 
GPT started to look at the data and I waited.
For almost 30min
 
What the AI told me surprised me
Most gurus are wrong
 
RESULT
 
Here are some of the myths the AI busted
 
→ Focus on formatting (whitespace, bulletpoints etc.)
→ Keep posts brief, people can't pay attention
→ Use CTA questions to get comments
→ Just share value
→ Hashtags
 
Formatting and value matter, but they’re NOT the things that separate the top 10% from the rest. You can go viral with long paragraphs IF you do the right things.
 
Here are the 3 things the top 10% post do differently (with examples)
 
1️⃣ Outcome-first hooks with numbers, % and $
 
Hook best practices:
→ Long hooks (150-230 characters)

→ Show numbers in the 1st line ($, %, counts)

→ 2-part hook stating problem + outcome 
 
Template:
"I've been {{doing old thing}}. After changing {{thing}} - now I got {{Result}}. Here's the X-Step playbook you can copy:"
 
2️⃣ Create Contrast + cause/effect
 
Don't give advice.
Show mistakes + how you fixed them (with proof)
 
Examples:
- "If your reply rate is <1% fix deliverability, not messaging"
 
- "ICP/Intent is more important than Firmographics/Title at low volumes"
 
- "Never ask for a 15min chat in your first email. Instead, ask if they are open see how it works"
 
3️⃣ Make it stealable (=templates)
 
People want to get actionable advice.
 
The best posts share not only templates:
...they can be used right away
...they explain why they work
...they prove the results
 
Next time you write a post, think of this:
"Great posts aren't just read - they are shared"
 
TAKEAWAY

1/ Start with story & proof
2/ Show mistakes + how to fix
3/ Give templates people can steal
 
Let me know if you want the entire GPT conversation or if I should turn this into a playbook? Can share it with you.

Clay just raised $100m at a $3.1bn - they 6x their valuation in just 12 months. But this is not about how amazing clay is - it's a MAJOR shift for the GTM tool space as a whole. Here's why:

BACKGROUND

In the last 14 months, Clay announced 3 funding rounds: 

- June 24: $46m at $500m Valuation
- January 25: $40m at 1.25B Valuation
- August 25: $100m at 3.1B Valuation

That's a 6x growth in company value. The latest round clearly shows 1 thing. 

Clay is going for the GTM category king. They want to OWN the GTM space. 6 reasons why I think they will succeed: 

1/ INVENTING THE GTM CATEGORY

Clay invented the category of GTM tools. Before we talked about data providers, sequencers or automation platforms. 

Clay combined the best aspects of each category and formed a new one. 

They are pushing so hard that established players like Zoominfo have to play catch-up and even change their stock ticker to "GTM". 

However, being a category king is about innovation - not just changing the branding. 

2/ CREATING NEW ROLES
While everyone's arguing about whether AI takes away jobs, Clay created a new one. The GTM Engineer (GTME) 

Just as Salesforce needs a CRM admin, your GTM process needs a GTME. 

If you're an SDR/BDR you have two options now

Upskill and become a GTME
→ Full focus on the phone (until AI replaces that)
→ If you have a nag for tools, go with option 1

3/ FEATURES ARE NOT A MOAT

Clay has its flaws. The learning curve is VERY steep. 

So companies are trying to make it easier. Building workflows with prompts. 

Basically creating the Loveable of GTM engineering. 

Vibe Claying

But this is just a UI feature. Not a differentiator. Clay will release that too - just a matter of time. 

4/ BRAND & COMMUNITY ARE THE MOAT
I've never seen so much hype around a tool on LinkedIn. Clay understands how to motivate people to talk about it and share their secrets.

The brand and community are the true moat - and the best marketing engine. 

5/ TOOL CONSOLIDATION
People often ask me: 

"Is clay like Apollo?"
"How's clay different from n8n?"
If both had a baby, it would look like Clay. 

Like apollo, lusha, zoominfo etc. Clay gives you all the data you want (from 150+ data providers)

and like n8n, make or Zapier, you can build automations based on that data. 

This is what makes it a Swiss Army Knife: 
- Get all the data you need
- Automatically act on it
- With only 1 tool

6/ ROAD TO 10B
Here are the valuations of tools that share some features with Clay. 

Apollo (data) - 1.6B
Zoominfo (data) - 3.12B
Zapier (automation) - 5B
Airtable (DB+Automation) - 11.7B

Clay basically combines Apollo/ZoomInfo with Zapier into an Airtable-like UI. 

Even after 6x the valuation to 3.1B - Clay is still undervalued. 

TAKEAWAY

Clay is establishing the GTM category and is going for the crown. 

What do you think, is Clay living up to the hype or is it overrated? 

👇 Article in the comment

Taplio

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