In today's episode, I chat with Jeff Kostermans, CEO at LeadGenesys, about automating B2B funnels by revealing individual website visitors and auto-connecting with ICP matches on LinkedIn.

We explore his MSP client case study that achieved 3x opportunity volume, 34% cost-per-opportunity reduction, 12% faster sales velocity, 63% win rate increase, and 28% larger deal sizes through multi-threaded account coverage and PLG motion analysis. Jeff shares his incredible journey from rejecting accounting at Coopers & Lybrand to pioneering email marketing at Responsys, building the first LeadGenesys (a marketing automation competitor to Eloqua), selling it when Marketo emerged, and relaunching LeadGenesys to focus on funnel automation with Clay, n8n, and AI tools. We discuss why speed-to-lead is king for inbound conversions, his prediction that companies will invest in infrastructure experts who tie tools together (not automate for automation's sake), and his advice to understand the "why" by talking to salespeople and customers - not just tinkering with tools.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:27) What LeadGenesys Does and Client Focus
(02:05) MSP Case Study: 3x Opportunities, 34% Lower CAC
(05:44) Multi-Threaded Coverage and Buying Committee Strategy
(06:03) Speed to Lead: Why First Response Wins
(07:21) Journey from Accounting to Email Marketing Pioneer
(09:31) Building First LeadGenesys (Marketing Automation)
(10:10) Relaunching LeadGenesys with Clay and AI Tools
(11:29) Future Predictions: Infrastructure Experts Over Point Solutions
(13:43) Human-in-the-Loop: Why Automation Needs Humans
(14:49) Advice: Tinker With Tools, But Understand the Why
(16:01) Sales Call Transcript Ritual (Teaching = Mastery)
(17:54) Closing and Contact Information

🔗 CONNECT WITH JEFF

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - saurabh@salesrobot.co

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