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.

In today's episode, I chat with Abdul, founder of MasterInbox, about building the GTM orchestration layer that combines email and LinkedIn into one unified inbox for high-volume outbound teams.

We explore his unconventional customer acquisition strategy of literally flying out to meet prospects in Toronto, Wisconsin, and Argentina after cold outreach, and how he accidentally pivoted from pitching an outbound software to building MasterInbox at Step Dubai. Abdul shares his wild journey: selling a pre-product for $99 while having nothing built, letting lead gen agencies co-create the product through their feedback, and going from zero to product-market fit in seven months. We discuss why multichannel is becoming mandatory in 2025, the importance of post-meeting signal tracking (not just pre-meeting), enterprise multithreading techniques, and Abdul's controversial advice to charge 5-10x more to deliver full-cycle services instead of email-only at low prices.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:28) What MasterInbox Does and Problem It Solves
(01:36) Most Creative Campaign: Flying Out to Meet Prospects IRL
(03:18) The Power of Going Deep in One Channel First
(06:07) Journey: Building Outreach Bin, Selling It, Coming Back
(07:38) The Accidental Pivot at Step Dubai That Changed Everything
(09:30) Selling a $99 Product With Zero Code Written
(11:10) Customer-Driven Development: Agencies Built the Product
(12:00) Future Prediction: Multichannel or Die in 2026
(13:40) Post-Meeting Signal Tracking (The Forgotten Journey)
(15:37) Asymmetric Warfare: Going Beyond Standard Behaviors
(17:23) Multithreading Organizations Like Enterprise Sales Reps
(19:03) Advice: Charge More to Go Deeper (Not More Clients)
(21:30) The Boring Family Business Generating 56+ Replies Per Day
(22:42) Closing and Contact Information

🔗 CONNECT WITH ABDUL

👥 LinkedIn

🔗 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 Joe Deville, founder of Clay Works of Art, about building creative B2B outbound campaigns for SaaS and IT startups before Series B.

We explore his unique data collection approach using government databases like sam.gov, HIPAA violation websites, and public contract data to find intent signals. Joe shares two brilliant campaigns: an automated Reddit agent that mentions Ignite on cybersecurity threads (generating 7 meetings), and targeting government contract winners who lack required security certifications. He reveals his controversial take that personalization doesn't work at scale, preferring message-market fit over individual customization, and uses tools like Octave and Twain to craft copy that resonates with 15-20 people instead of one. Joe discusses his journey from IT desktop support to Microsoft Azure admin to SDR at Jamf, why sales rejection was 10x harder than coding, and his prediction that everyone will have an agentic AI "Pikachu" using LangChain for knowledge management, data analysis, and campaign optimization.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:26) What Clay Works of Art Does and Client Focus
(01:32) The Process: Data Collection and Positioning
(04:07) Creative Campaign 1: Automated Reddit Agent for Ignite
(05:35) Creative Campaign 2: Government Contract Winners
(06:55) Copywriting Philosophy: Why Personalization Doesn't Work
(08:41) Journey from IT Admin to Sales (10x Harder Than Coding)
(12:01) Future of GTM: Agentic AI as Your Right-Hand Man
(13:42) When Deep Fakes Became Real (The New Source of Truth)
(14:56) Closing and Contact Information

🔗 CONNECT WITH JOE

👥 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 Mike Ellis, co-founder at Kale Acquisition, about building end-to-end cold email systems for companies targeting local businesses.

We explore how they generated over $1.5 million in closed revenue for one client in a year, why they focus on high-ticket full-service offerings instead of lead-gen only, and Mike's VC-style approach to picking clients with the best differentiated offers. He shares his journey from BDR at a SaaS company that grew from $500K to $10M ARR through cold email, becoming an early Clay expert, and eventually niching down to local business targeting. Mike reveals his infrastructure strategy of buying twice the inboxes needed and rotating every four weeks, why deliverability matters more than fancy Clay tables, and his controversial take that aspiring agency owners should work at an established agency first to learn best practices and build vendor relationships.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:28) What Kale Acquisition Does and Local Business Focus
(01:06) Journey to Finding the Niche
(03:34) $1.5M in Closed Revenue: The Real Success Metric
(05:38) Why High-Ticket Full-Service Beats Lead-Gen Only
(07:03) Thinking Like a VC: Picking Clients With Best Offers
(08:14) Testing Campaigns for Target Clients Before Signing Them
(10:11) Why Local Business Data Is Different (And Harder)
(11:16) Deliverability: The Most Important Thing Nobody Focuses On
(12:27) Journey from House Painting to BDR to Agency Owner
(13:48) Productizing the Offer: When and How
(15:36) Future of Cold Email: Distribution and Brand Will Win
(17:04) Infrastructure Strategy: Buying 2x Inboxes, Rotating Every 4 Weeks
(18:21) Best Advice: Work at an Agency First (Not What Mike Did)
(20:21) Closing and Contact Information

🔗 CONNECT WITH MIKE

👥 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 Ronan Leonard, CEO at Intelligent Resourcing, about building intent-based GTM strategies that focus on the 5% of prospects actually in-market.

We explore how he enriches CRM "dark data" to identify true ICPs, turning 4,000 stale contacts into 250 qualified opportunities. Ronan shares creative campaigns like monitoring Australian government sites for workplace safety violations to target construction companies, and using lookalike audiences to reach competitors of fined businesses. We discuss his pivot to answer engine optimization (AEO) that generated a $100K deal in four weeks, why LLMs convert 4-6x better than Google traffic, and his accidental journey from cruise ships to events to GTM engineering. Ronan also reveals why companies without AI automation will be out of business in 2-3 years, and his philosophy that the only competitive advantage is the rate at which you learn.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:28) What Intelligent Resourcing Does and Signal Focus
(02:33) The Onboarding Process: ICP and Signal Mapping
(04:32) Enriching CRM Dark Data for Hidden ICPs
(06:29) Creative Campaign: WorkSafe Violations and Lookalikes
(08:13) Mapping Your Entire Serviceable Market
(09:53) Answer Engine Optimization Success Story
(12:26) Why AEO Converts 4-6x Better Than SEO
(13:30) Journey from Cruise Ships to GTM Engineering
(16:03) The New Google Moment (AI and Automation)
(18:50) Future of GTM: Mainstream Adoption in 2-3 Years
(19:53) Advice for New GTM Engineers: Crawl, Walk, Run
(21:29) Closing and Contact Information

🔗 CONNECT WITH RONAN

👥 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 Yusuf Ahmed, founder of Zevenue, about orchestrating AI-powered outbound systems for early-stage startups with 2-200 employees.

We explore his five-step onboarding framework that launches campaigns in 14 days and reaches peak volume by day 75. Yusuf shares a creative campaign using the OCEAN personality model to automatically adjust email length and tone based on prospects' LinkedIn and Twitter content, built entirely in Clay and Repl.it. We discuss a pre-Clay era story of manually researching e-commerce checkout flows to identify tech stack weaknesses, his approach to multi-channel outreach including Instagram for B2B, and why he believes the GTM engineering space will become dramatically easier within five years. Yusuf also reveals his accidental journey from laid-off SDR to agency founder during the pandemic.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:26) What Zevenue Does and Client Range
(01:15) The Five-Step Onboarding Framework
(02:54) Creative Campaign: OCEAN Personality Assessment
(05:42) Pre-Clay Era: E-Commerce Checkout Research Campaign
(09:06) Multi-Channel Strategy: Email, LinkedIn, Calls, and Instagram
(11:24) Journey from Laid-Off SDR to Agency Founder
(14:25) Future of GTM: AI Orchestration Becoming Simple
(16:53) Closing and Contact Information

🔗 CONNECT WITH YUSUF

👥 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.