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

🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

In today's episode, I chat with Maciej, SDR manager at Soda, about building outbound systems for a data quality company targeting B2B enterprises.

We explore his creative workflow using PhantomBuster to track profile viewers, qualifying high-level decision makers, and converting them through lemlist outreach - achieving surprisingly high conversion rates. Maciej shares his journey from content intern to sales lead, the brutal two-week cold calling grind that yielded zero results before finding the script, and how parallel dialers like Salesfinity enabled his team to call 1,000 leads per day instead of 100. We discuss his LinkedIn content strategy of posting daily, getting 300+ likes, and manually messaging every single person who engaged, generating 5-6 calls per week. Maciej also reveals his prediction that AI will enable faster iteration on campaigns by feeding CRM data back into messaging, his advice to be curious and measure output, and his honest take that "sometimes work sucks and you just got to do it."

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:27) What Soda Does and Maciej's Role
(02:51) Creative GTM Initiative: Profile Viewer Tracking
(05:04) Cold Calling Discovery: The Two-Week Grind
(06:55) Parallel Dialers: From 100 to 1,000 Calls Per Day
(08:48) Journey from Content Intern to Sales Lead
(10:12) LinkedIn Content Machine: 300 Likes to 5-6 Calls/Week
(11:48) Future Predictions: AI-Powered Campaign Iteration
(13:22) Advice: Be Curious, Work Hard, Measure Output
(15:43) The Reality Check: Sometimes Work Just Sucks
(16:10) Closing and Contact Information

🔗 CONNECT WITH MACIEJ

👥 LinkedIn
🎥 YouTube

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - saurabh@salesrobot.co

🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

In today's episode, I chat with Toni Dos Santos, AI GTM strategist and trainer, about building trust-first outbound strategies that combine inbound content with AI-powered targeting.

We explore his creative campaign for a music booking agency that used Clay agents to track venue program releases, filter for matching artists, and trigger personalized outreach 3 months later, generating a 25% reply rate and 5 quotes in one week versus 6 months of traditional efforts. Toni shares his journey from banking to lemlist to building Booska (a social listening tool with Clay webhook integration), why intent signals from competitor mentions convert better than cold outreach, and his prediction that ChatGPT's app store will democratize GTM engineering for 800 million users. We discuss why LLMs are the new customer (alongside humans), the importance of prompt engineering before learning tools, and Toni's philosophy that strategy must come before tactics, even the best Clay tables won't work without clear positioning.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:26) What an AI GTM Strategist Does and Client Focus
(02:27) The Engagement Process: Strategy First, Tools Second
(05:22) Creative Campaign: Music Booking Agency Success Story
(08:59) Old Industries Getting Mind-Blown by Variables
(10:46) Journey from Banking to lemlist to Building Booska
(12:52) Why Intent Signals Beat Cold Outreach Every Time
(13:58) Future Predictions: ChatGPT Democratizing GTM Engineering
(16:18) The iPhone App Store Moment for AI Tools
(18:29) LLMs as Your New Customer (Answer Engine Optimization)
(20:23) Advice: Learn Prompting Before Tools, Strategy Before Tactics
(22:15) Closing and Contact Information

🔗 CONNECT WITH TONI

👥 LinkedIn
📧 Substack

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - saurabh@salesrobot.co

🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.