Olivier 🧪 Tytgat's Linkedin Analytics

How to not spam your small TAM? Today at 3PM CET, I'll walk you through the workflow in detail. Join V. Frank Sondors 🥓 and I during a firechat: https://lnkd.in/eeGmU_4y

How do you build a list of CEOs who: 1. Have never been a CEO before? 2. Have a sales team, but no dedicated sales leader? This requires combining multiple data points, often possible in advanced list-building tools. General workflow concept (in a tool like Clay): 1. Start with a broad list of CEOs in your ICP (industry, headcount). 2. Enrich profiles to check past experience. Filter for those with *no* previous CEO roles. 3. Use headcount data filtered by job title keywords ("sales," "account executive," etc.) to identify companies with sales roles present. 4. Use the same method to identify companies without titles like "Head of Sales," "VP Sales," "Sales Director." This highly specific signal is powerful for offers related to building sales processes or providing fractional sales leadership. What's the most unique list criterion you've ever targeted?

Most "GTM Engineers" are just copy-pasting what they see on LinkedIn. (Unpopular opinion incoming, -1000 points with the emailbro's). What people think a GTM Engineer does: - Identify "hot leads" on my website - filter them through Clay - End up with 4 relevant people and send them a message - Book 1 meeting and say 1 meeting booked for every 4 people contacted At this point, is it luck or data? What GTM Engineering is actually about: - Building systematic revenue engines, not one-off campaigns - Designing scalable data pipelines that enrich thousands of accounts automatically - Creating feedback loops between outreach and results to continuously improve - Knowing when to automate vs. when human touch is essential - Collapsing traditional silos between SDR, AE, and sales engineering functions - Developing reusable assets the entire team can leverage - Measuring everything and optimizing based on actual performance data GTM Engineering isn't about following LinkedIn trends or claiming absurd meeting rates from tiny samples. It's about applying engineering principles to revenue generation - building systems that scale without requiring more headcount. Are you building a real revenue machine or just chasing vanity metrics?

"Outbound isn't a channel you can click play on - it's a profession." This powerful insight from Roman Hipp on today's Revenue Systems Decoded podcast stopped me in my tracks. Too many founders treat outbound as a set-it-and-forget-it channel. The reality? It's a discipline requiring expertise and dedicated attention. Roman explained that quality outbound demands: • Immediate response when prospects engage • Deep expertise in a constantly evolving space • Constant optimization and refinement "That's why I'm thankful outbound agencies exist," he shared. "This is what they do. This is their channel. This is what they're extremely skilled in." It's why partnering often makes more sense than DIY. The companies seeing the best results either: 1. Partner with specialized agencies 2. Hire dedicated outbound professionals 3. Give their team proper time to master the craft Are you treating outbound as a button to press or a profession to master?

The outbound strategy gap between leaders and laggards has never been wider. While most teams are still playing the volume game: - Sending 5,000 emails to book 10 meetings - Using generic templates across their entire database - Measuring success by activity, not outcomes The market leaders are playing a completely different game: - Sending 500 targeted messages to book 15 meetings - Creating highly personalized outreach based on buying signals - Measuring success by pipeline quality, not activity metrics This isn't just an incremental improvement—it's a fundamental shift. The best outbound teams today: 1. Start with precision targeting based on intent data 2. Layer in multiple touchpoints (LinkedIn, email, content) 3. Focus on genuine personalization (beyond {{first_name}}) 4. Build systematic feedback loops to continuously improve The biggest mindset shift? They see outbound as a precision instrument, not a blunt force tool. In 2025, would you rather have 100 high-quality conversations or 1,000 generic ones? The answer to that question will determine whether your outbound strategy thrives or dies.

Spoiler alert: hyper-precise targeting 🎯 Tune in live for more.

When Cristian Dina and Alexandru Stan from Tekpon ask you about your opinion... you give your opinion. The question? How to leverage LinkedIn for your GTM. Gave my 2cents about it alongside Daria Telenyk, Marius Bražiūnas, Eva Johanna Egg, Jacqueline Al- Tameemi 💫, Thibaut Souyris, and Richard van der Blom. Find the full article in the comments.

Every failed outreach campaign revealed something about human psychology. The way we read emails is deeply primal. That realization changed everything. For years, I analyzed why certain cold emails worked while others failed. Compelling subject lines. Perfect formatting. Social proof... I tried every "best practice" in the book. But along the way, I discovered something fundamental. - People make decisions emotionally, not logically - Everyone subconsciously filters for relevance first - The first 5 seconds determine everything At first, I thought: "I just need better copywriting tactics." But then it hit me: I needed to understand the psychology behind the open. 2019: I rebuilt my entire outreach strategy. What if cold emails addressed three questions: ✅ "Why is this for ME?" (Relevance) ✅ "How does this HELP me?" (Value) ✅ "Why should I TRUST you?" (Credibility) Fast forward to today: Our response rates tripled. 1️⃣ Personalization 👉 Shows you did your homework 2️⃣ Problem framing 👉 Creates emotional resonance 3️⃣ Credibility markers 👉 Builds instant trust The best email isn't the cleverest. It's the one that feels like it was written just for them. What psychological triggers work best in your outreach?

You don't need complex AI for every outbound campaign. Many proven tactics rely on readily available data. Here are 6 effective outbound playbooks that increase reply rates with ZERO AI: 1. Targeting Recent Role Changes: People in new roles are open to new ideas/solutions. 2. Naming Another Contact: Ask if someone else in the company (name them) is better suited. Often gets replies directing you. 3. Job Keyword Targeting: Reach out to companies based on specific keywords in their open job descriptions (signals current needs/problems). 4. Technology Filtering: Target users of specific software – competitors, complementary tools, or platforms signaling budget (e.g., expensive MarTech). 5. Past Experience (at Relevant Companies): Target prospects who previously worked at companies relevant to your success (e.g., your case studies, industry leaders). 6. Target Competitor Audiences: Engage people who follow or engage with your competitors' content (using tools like ScrapeLi or Trigify). These evergreen strategies focus on timing, organizational structure, existing tech, or demonstrated interest/experience. Which non-AI playbook is your most reliable performer? #Outbound #SalesStrategy #Playbooks #Targeting #SalesTips #B2B

"Sales = timing x trust. Both are binary—either I trust you or I don't. Either it's the right time or it's not." This powerful insight from my latest Revenue Systems Decoded podcast completely reframes how we think about enterprise sales. When large companies are ready to buy, they don't just evaluate one vendor. They're likely being prospected by all your competitors already. What happens at that moment of timing alignment? The trust-building process begins in earnest: - They review your content library - They examine your competitors - They schedule multiple demos - They assess credibility markers As my guest explained: "You can attract them initially, but most enterprise accounts are already being contacted by your competitors. They know who you are before you think they do." This flips the traditional outbound approach on its head. The goal isn't just to reach out at the right time—it's to have built trust consistently before that moment arrives. The companies seeing the best results are focusing on: - Consistent value delivery over time - Establishing authority through quality content - Creating memorable brand impressions - Building relationships before the buying window opens Are you focused on timing, trust, or both in your enterprise sales approach? I had a 67 minute chat with Guillaume Moubeche about all things outreach and sales. Let me know if you want to get access to the full conversation.

One thing loads of people don't know about B2B outreach: You can use APIs to enrich prospect data in real-time, ensuring your personalization is actually relevant. Nothing kills your credibility faster than: - Referencing an old job title - Mentioning a company they left - Using outdated information in your outreach The solution? Real-time enrichment APIs. For example, Prospeo.io's enrichment API allows you to: - Verify current employment status instantly - Get the most up-to-date job titles - Confirm company information before outreach - Automate this entire process at scale This means when you write "I saw you're Head of Sales at Company X," you KNOW it's accurate as of that moment. The result? - Higher response rates - Better first impressions - More credible outreach - No embarrassing mistakes Most teams are still manually checking LinkedIn profiles or using static databases from 6+ months ago. Meanwhile, smart revenue operations are using APIs to get real-time data automatically. Are you still using static data for your outreach?

LinkedIn isn't just a social network—it's the ultimate brand-building engine. After 5+ years of consistently posting about sales, AI, and outbound, I've learned what actually works: The #1 use case? Building authority at scale. By publishing valuable content, you're not just attracting leads—you're educating your entire market simultaneously. Here's what most people miss: - The best content is actionable and simple - Great creators say the same things repeatedly (with new angles) - Most buyers are lurkers who rarely engage - Short-form vs. long-form depends on your audience The strategy that's generated millions in pipeline for me: 1. Add your ICP connections on auto-pilot 2. NO pitchslapping or immediate outreach 3. Build value consistently through content 4. Wait for the right moment to engage personally 5. Use voice notes and personalized video (but never generic) When you do reach out, make it thoughtful—ask for input on an article or get their perspective on an industry trend. Building a brand isn't complicated, but it requires consistency and patience. Will I ever stop posting? Probably not 🤔 What's your LinkedIn content strategy? Simple or overthinking it?

Outbound is broken. Not because people don't want what you're selling. But because you're emailing the right titles - at the wrong time. Most teams still operate on static assumptions: - "Hiring developers" = they need help - "Recently raised" = they have budget - "New CTO" = they're in decision-making mode But what if these signals stop working? What if everyone is targeting them, and your messages get buried? This is where Relevance-Based Tiering comes in. It's a new way to think about who gets what level of effort in your outbound - and why it should constantly evolve. 🎯 The Real Problem with Traditional Targeting Let's say you're reaching out to companies "hiring developers." Sounds promising, right? We tried it. At scale. Across multiple campaigns. Results? Low reply rates. So we dug deeper and found something surprising: → Companies hiring developers in Eastern Europe had way better reply and conversion rates. Why? Cultural alignment. Remote-friendly workflows. Higher openness to partnerships. A subtle shift in signal - but a massive impact in outcomes. 🔍 Why Static Signals Fail Over Time There are 3 key forces that make traditional signals unreliable: 1. Buyer Behavior Changes What worked 6 months ago may be irrelevant now. Example: A funding round used to mean new tools and aggressive hiring. But in today's market, that same signal might just mean they're extending runway - not buying. 1. Market Saturation When everyone emails "companies hiring devs," those leads get 30 similar messages a week. Overused signals become background noise. 1. Real-World Feedback Every reply (or lack of it) is a data point. If one cohort outperforms the rest, double down. If another flatlines, drop it. 🔓 The Tiering Framework 🚀 Tier 1: High Relevance → Matches ICP + 3-5 strong signals → Multi-channel (email, LinkedIn, calls) → Hyper-personalized messages Effort: Maximum Outcome: High conversion rate, low volume 📈 Tier 2: Medium Relevance → Matches ICP + 1-2 signals → Email + LinkedIn → Light personalization Effort: Medium Outcome: Balanced volume-to-conversion 📉 Tier 3: Low Relevance → Matches only ICP → Cold email only → Minimal personalization, automated scale Effort: Low Outcome: Low conversion, high coverage Instead of 1,000 generic emails, send: - 10 Tier 1s with max effort - 50 Tier 2s with strategic effort - 500 Tier 3s with scalable effort Same time. Better results. How are you determining which prospects deserve your highest effort?

I’m in Serbia for the next 2 weeks. Who’s in SaaS and/or growth and wants to meet up? Already seeing Nick Tomic tomorrow, who else should I meet?

When your TAM is small, your outreach strategy must evolve. I've spent years refining an approach for specialized markets, and here's what works: THE QUARTERLY RECYCLING METHOD: Q1: Initial outreach to your target list Q2: Focus on completely new contacts Q3: Re-engage Q1 non-responders with fresh messaging Q4: Target new contacts again The magic happens when you: • Treat each lead as a valuable long-term asset • Avoid becoming "that spammy company" • Allow natural buying cycles to unfold • Maintain fresh messaging as the market evolves This approach consistently delivers better results than high-frequency follow-ups for companies with specialized markets. What's been your experience with smaller TAMs? p.s. spoke about this with V. Frank Sondors 🥓 last Thursday on a LinkedIn live. I'll drop the full episode in the comments.

In 2019, I graduated and completed a successful internship at a Romanian IT company. I was convinced I could immediately go independent in Belgium. Find my own clients. Start self-employed. Skip the traditional path. Reality hit hard. I quickly realized what I was missing wasn't technical skills—it was network and trust. When you want to run your own business, everything—absolutely everything—comes down to sales. Most graduates face this wall and retreat to corporate jobs. I decided to master sales instead. I joined someone else's business, ended up running the whole operation, and discovered my superpower: Helping technical founders market their software products. August 2023: I made a decision. I needed my own team. Why? Because I'd seen firsthand how B2B SaaS companies struggle with growth. - They build amazing products - They raise funding - Then they realize they have no idea how to go to market - They can't attract the right talent - They don't know how to scale systematically Technical founders need growth partners, not just marketing agencies. Fast forward to today: - 12 thriving clients - Team members across multiple countries - Running the business while traveling through Serbia, Belgium, Bucharest, and beyond The journey from graduate to growth partner wasn't straight. It wasn't easy. But it was worth it. If you're a technical founder struggling with growth, there's a better way than trying to figure it out alone. Sometimes the most contrarian path isn't refusing help—it's knowing exactly when to get it.

Founder: "I don't know which sales tools to use anymore" Me: "I run outbound for 10+ B2B SaaS companies. Here's what actually works" 👇 (Pick 1-2 tools per category) 1/ Data sourcing platforms I rely on: ➤ Clay (combines AI agents, intent data & 100+ enrichment platforms) ➤ LinkedIn Sales Navigator (still the foundation of most B2B data) ➤ Ocean.io & PandaMatch 🐼 (excellent for niche segments & building lookalike audiences) 2/ Email & phone enrichment tools that deliver: ➤ Single enrichment solutions: Prospeo.io & LeadMagic ➤ Waterfall solution: BetterContact Pro Tip: Most of these can be integrated directly into Clay via API. 3/ For monitoring buying signals (crucial for timing outreach): Usually quite custom, but here are some tools you can check out: ➤ Unify (aggregates signals, AI agents & workflow orchestration) ➤ Common Room (monitors the most comprehensive intent signals) ➤ Trigify.io (best for social intent tracking) 4/ For actually reaching out while ensuring deliverability: ➤ lemlist (great multi-channel engagement platform) ➤ Smartlead Alternatives to check: Woodpecker.co (all-in-one emailing) & Expandi.io (LinkedIn), HeyReach.io (LinkedIn outreach at scale w/ multiple accounts), Instantly.ai (innovative email sending with unmatched deliverability) 5/ Tying it all together in comprehensive reporting ➤ OutboundSync 6/ Tools to help close deals: ➤ Givemefive for professional sales proposals ➤ Demodesk for AI meeting notes & conversation intelligence ➤ HubSpot as a reliable CRM After helping dozens of B2B SaaS companies build their outbound engines, I've found these tools consistently deliver results. What's the one tool your sales team can't live without?

The next 5-7 years will reshape business competition in ways most aren't ready for. Here's a thought experiment: Company A: - 5 people, bootstrapped - AI-native from day one - Professional services focused on customer results - Better pricing models and margins - Growing NRR Company B: - $100M in revenue - AI as a "bolt-on feature" - Cap table underwater - Can't pivot to services (would cannibalize ARR) - Trapped in the old SaaS playbook Controversial take: I'd rather be Company A. The playing field is leveling in ways we haven't seen before: - Raising $10M isn't the advantage it used to be - Having 30 engineers isn't as valuable as before - AI enables small teams to deliver enterprise-grade solutions I've watched $100M companies spend days in meetings making decks while changing nothing substantial. Meanwhile, nimble teams are building AI-native solutions that deliver actual results. I know companies at $250M ARR that are already declining. Add $100M annual burn, and you could argue some of these businesses are practically worthless. This should empower early-stage entrepreneurs: You have distinct advantages in today's market. And for those at larger companies: Be aware of who's coming to eat your lunch and how quickly it could happen. The most dangerous words in business: "We've always done it this way." Are you building for the old paradigm or the new one?