The GTM Engineer Podcast

In today's episode, I chat with Ben Reed, founder of RevyOps, about solving the data fragmentation problem that prevents GTM agencies from scaling beyond 5-10 clients. 

We explore the "yo-yo effect" that plagues agencies when they try to grow, and why the real constraint isn't sales but fulfillment and data operations. Ben shares his unconventional journey from philosophy major to oil & gas data platforms to building RevyOps, explaining how the same data aggregation challenges exist across industries. We discuss why agencies waste resources re-enriching the same contacts multiple times, the technical limitations of using Airtable or Supabase for large-scale GTM data, and how building a centralized "master record" can enable agencies to scale to 20-40 clients profitably. He explains why vertical specialization is the key to sustainable agency growth.

Enjoy 🙂

(00:00) Introduction to Outbound Visits
(00:25) What RevyOps Does and Why
(01:16) The GTM Agency Scaling Problem
(02:42) The Yo-Yo Effect: Why Agencies Can't Scale
(03:53) Pick One Client Type and Master It
(05:23) The Problem Everyone Misses: Data Fragmentation
(08:17) Beanstalk Consulting Case Study
(09:54) Understanding Data Volume in Outbound
(11:05) Why Airtable and Supabase Don't Work at Scale
(16:13) BigQuery vs Postgres for GTM Data
(17:56) Ben's Journey: Philosophy to Oil & Gas to RevyOps
(24:18) Contact Information and Getting Started

🔗 CONNECT WITH BEN REED
 
👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 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 Ben Holley from Cyft AI about building a comprehensive TAM of 20,000+ MSPs and why cold email should be treated as a private ad network rather than one-to-one sales outreach. 

Ben shares his multi-source list building strategy using BuiltWith, Clutch, and lookalike models, explaining why MSPs are notoriously difficult to find through traditional database searches. We discuss his straightforward messaging philosophy - that timing and relevance matter far more than personalization - illustrated by his own response to a sketchy cold email simply because it was timely. Ben reveals his biggest mistake as an SDR (spending 20 minutes crafting emails that landed in spam), his approach to handling deliverability challenges, and his vision for retargeting cold prospects through paid ad campaigns to create more efficient nurture funnels.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:29) What Cyft AI Does and Target Market 
(01:10) Current GTM Strategy and Outreach Channels 
(02:38) List Building: Finding 20K MSPs Across Multiple Sources 
(05:12) Why MSPs Are Hard to Find in Databases 
(06:03) Cold Email and LinkedIn Campaign Strategy 
(07:21) Why Personalization Doesn't Matter as Much as Timing 
(09:06) Biggest Mistakes: Over-Researching and Wrong Mindset 
(10:41) Thinking of Cold Email as a Marketing Activity 
(12:00) Importance of Strong Website for Conversion 
(12:54) Solving Deliverability and Outlook Challenges 
(13:27) Future Plans: Retargeting Non-Converters with Paid Ads 
(14:20) Building Efficient Nurture Funnels Across Channels

🔗 CONNECT WITH BEN

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 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 Mohan from Spring Drive about building modern B2B outbound systems that prioritize strategy over tactics. 

We explore his journey from BDR to agency founder, discussing how he discovered Clay over two years ago and why sales fundamentals matter more than fancy tech. Mohan shares a creative campaign that landed 28 meetings in the first month by scraping product data and using AI to craft hyper-personalized messages for B2B retail prospects. We dive into his "balanced theory" framework for competitive messaging, why most companies waste time on surface-level personalization, and how to think strategically about differentiation in crowded markets. Mohan also shares his predictions for the future of GTM, including the shift from data-based personalization to fully customized funnels and offers.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:40) What Spring Drive Does and Client Focus 
(01:27) The First 30-60-90 Days Process 
(04:36) Creative Campaign: B2B Retail Case Study 
(09:08) Copywriting Philosophy and Hidden Objections 
(10:56) Balanced Theory: Competitive vs Good Messaging 
(14:50) Understanding Market Competition 
(15:07) Mohan's Journey from BDR to Founder 
(18:30) Why Sales Fundamentals Beat Pure Tech 
(23:05) Future of GTM: Personalized Funnels and Strategy 
(27:00) The Coming Dip in AI Adoption

🔗 CONNECT WITH MOHAN 

👥 LinkedIn 
💻 Website

🔗 CONNECT WITH SAURAV 

🎥 YouTube Channel 
🐦 X (Twitter) 
📸 Instagram 
💻 Website 
👥 LinkedIn 
📧 Email - [email protected]

🙏 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 Orestas, VP of Accounts at A-Sales, about running successful multi-channel outbound campaigns across Europe and globally. 

We explore their comprehensive approach that combines cold email, cold calling, and LinkedIn outreach, diving into how they've booked over 3,000 meetings by sending 5+ million emails. Orestas shares fascinating case studies, including their work with Google on account-based marketing campaigns targeting Fortune 5000 companies, and a field service management software campaign that generated 600 appointments in 8 months. We discuss the importance of industry-specific channel selection, the power of aged domains for Outlook deliverability, and why maintaining close feedback loops with clients is crucial for lead quality. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:23) What A-Sales Does and Services Offered
(01:30) First 30-60-90 Days Client Onboarding Process
(05:17) Google Account-Based Marketing Case Study
(06:45) Field Service Management Software Success Story
(09:19) Multi-Channel vs Single-Channel Approach
(10:12) Cold Calling for Local Business Industries
(11:35) Cold Email and LinkedIn for Commercial Clients
(12:37) Managing Outlook Deliverability Challenges
(13:21) Using Aged Domains for Better Inbox Rates
(14:09) Orestas's Journey into Sales and Lead Gen
(15:36) Building Case Studies and Social Proof
(17:24) Learning Clay, Instantly, and Other Tools
(18:47) Future of GTM and Outbound Space
(21:10) Where to Connect with Orestas

🔗 CONNECT WITH ORESTAS

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 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 Rishabh Gupta, Product Lead at Partao and freelance GTM engineer, about building foundational outbound systems for early-stage startups. 

We dive deep into his approach to GTM engineering, exploring how he discovered that email-only campaigns don't work and why multi-channel outreach (email, calls, SMS, WhatsApp) is critical for Fortune 500 targets. Rishabh shares his journey from growth marketer to GTM engineer, explaining how his technical background (biomedical engineer turned software developer) helped him master Clay workflows and API integrations. We discuss the challenges of narrowing target customer personas, the importance of lead scoring with multiple data sources, and why GTM engineering is really just a subset of growth marketing. Rishabh also shares his vision for the future, predicting that GTM will become fully agentic with multiple small agents managed by a master orchestrator. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:21) What Rishabh Does and Client Types
(00:57) The 30-60-90 Day GTM Process
(01:45) Case Study: Multi-Channel Approach for B2B SaaS
(02:59) Why Email-Only Strategies Fail
(03:48) GCC Setup Service Case Study
(04:26) Rishabh's Journey into GTM Engineering
(06:19) Technical Background and Getting Started
(07:20) GTM Engineering vs Growth Marketing
(07:51) Future of GTM: Agentic Systems
(09:00) Closing and Contact Information

🔗 CONNECT WITH RISHABH

 👥 LinkedIn
💻 Website 

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 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 talk to Louis Deslus from Era B2B about building full-service outbound systems that achieve exceptional results through natural, human-centered prospection. 

We dive deep into his agency's multi-channel approach and explore how they achieved 180 meetings per month with a 7% conversion rate for a client. Louis shares his unique philosophy on creating genuine conversations rather than "selling," explaining why traditional sales principles still outperform AI-generated content. We discuss his journey from black hat SEO and early LinkedIn automation to founding a full-service agency, and explore tactics like industrializing referrals (achieving 90% meeting rates) and leveraging influencer networks. Louis also shares his perspective on the future of prospection, emphasizing that targeting and strategy will become increasingly critical as more companies adopt automation. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:21) What Era B2B Does and Client Types 
(01:51) Approaching New Clients: Product-Market Fit Assessment 
(03:46) Creating Discussions vs. Selling 
(04:17) Traction Case Study: 180 Meetings per Month 
(05:42) Natural Communication vs. AI-Generated Content 
(07:24) Industrializing Referrals and Champion Networks 
(09:59) Influencer Outbound Strategy 
(10:31) Louis's Journey: From Black Hat SEO to Outbound 
(13:06) The Importance of Manual Excellence Before Automation 
(15:28) Future of Prospection: Targeting and Infrastructure Challenges

🔗 CONNECT WITH LOUIS

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 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 Nayab Osaf, a GTM engineer at StackOptimise, about her journey from HR recruiter to outbound expert and how her team achieves remarkable results through high-volume testing and AI-powered personalization.

We dive deep into StackOptimise's aggressive testing methodology, where Nayab launched 13 different campaigns in one day to rapidly discover message-market fit. She shares her philosophy on combining email, LinkedIn, and cold calling into an effective multi-channel strategy, and explains why adaptability is the key skill for succeeding in the rapidly evolving outbound space. Nayab also discusses the future of the industry, including Clay's new AI-powered lead generation feature and what it means for GTM engineers and agencies.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:21) What StackOptimise Does and Target Clients
(01:27) Most Creative Campaign Story
(04:04) The 13-Campaign Testing Strategy
(07:31) Message-Market Fit Discovery Process
(08:36) Email vs LinkedIn vs Cold Calling
(11:26) Nayab's Journey into GTM Engineering
(14:21) Creative vs Technical Skills in GTM
(15:00) Future of Outbound and Clay's New Features
(17:22) Where to Find Nayab

🔗 CONNECT WITH NAYAB

👥 LinkedIn

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 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, we talk to Leslie from Sales Led GTM Agency about building effective outbound strategies through micro-segmentation and buyer-centric thinking.

We dive deep into Leslie's approach to territory management and ICP refinement, exploring why most companies' ICPs are too broad and how to apply at least five layers of segmentation to create highly targeted micro-campaigns. Leslie shares her most successful campaign, a sales-led event sequence that won her a Sales Innovator of the Year award, and explains how to blend demand gen and lead gen activities effectively. We also discuss the evolution of sales as a profession, the current state of AI in outbound (what works and what doesn't), and why strategy must always come before tools.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:43) What Sales Led GTM Agency Does 
(02:08) Leslie's Process: Territory Strategy First 
(04:36) Micro-Segmentation and Five Layers Deep 
(07:23) Time as a Variable in ICP Definition 
(09:11) Most Creative Campaign: Sales-Led Event Sequence 
(12:11) What's Old is New Again in GTM 
(13:46) Leslie's Journey into Sales 
(16:40) Where GTM is Heading with AI 
(19:12) Closing and Contact Information

🔗 CONNECT WITH LESLIE 

👥 LinkedIn
🐦 TikTok: @salestipstalk
🎥 YouTube 
📚 Book: Profit Generating Pipeline

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel
🐦 X (Twitter)
📸 Instagram
💻 Website
👥 LinkedIn
📧 Email - [email protected]

🙏 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, we talk to Malo Brinquin from Palladio GTM about building complete GTM engines for companies using Clay and modern automation tools.

We explore how Palladio approaches client work differently based on company size, from helping smaller startups automate outbound and save time for salespeople, to breaking down silos between marketing and sales teams in larger organizations. Malo shares a fascinating case study where they built deeply segmented campaigns using Clay to research prospects across multiple data points including age, education history, and career tenure. We discuss why hyper-segmentation beats generic messaging, how Clay extends far beyond outbound into inbound qualification and CRM hygiene, and why speed-to-lead can be cut in half with the right automation. Malo also addresses the common misconception that GTM engineers are just doing outbound, explaining the broader value of understanding how to connect systems and build proper GTM infrastructure.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:21) What Palladio GTM Does and Their Approach 
(00:57) Client Fit and Company Size Differences 
(02:32) Business School Case Study: Deep Research and Segmentation 
(03:58) Six Campaigns from 1K People 
(05:42) Why Hyper-Segmentation Wins 
(07:06) Clay Beyond Outbound: Inbound and CRM Use Cases 
(08:28) Speed-to-Lead and Lead Scoring 
(10:11) The GTM Engineer Misconception 
(10:58) Breaking Down Marketing and Sales Silos 
(11:11) Future of Clay and Creative Use Cases 
(14:00) Closing and Contact Information

🔗 CONNECT WITH MALO 

👥 LinkedIn
💻 Website 

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 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 talk to Georgios from Relevance about building outbound systems for early-stage startups and why focusing on accelerator-backed companies became their winning niche.

We explore how Relevance evolved from list building to full-service outbound strategy, and why they specifically target "builder" founders who excel at product development but struggle with sales. Georgios shares their approach to signal-based prospecting, explaining how they use Clay to identify high-intent prospects rather than relying on generic demographics. We discuss their philosophy on strategic positioning in segmented markets, the importance of understanding founder personas, and why the tight-knit accelerator network creates powerful referral channels. Georgios also reveals their testing methodology for messaging and their vision for scaling through partnerships with top startup accelerators.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:21) What Relevance Does and Business Model 
(00:57) Evolution from List Building to Full Strategy 
(02:32) Why Focus on Early-Stage Startups 
(03:58) Identifying "Builder" vs "Seller" Founders 
(05:42) Signal-Based Prospecting with Clay 
(07:06) Strategic Market Positioning 
(08:28) Understanding Founder Personas 
(10:11) The Accelerator Network Effect 
(10:58) Testing and Messaging Methodology 
(11:11) Scaling Through Partnerships 
(14:00) Closing and Contact Information

🔗 CONNECT WITH GEORGIOS 

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

🙏 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.