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The Market Is Big, Your Opportunity Isn’t ft. Ronan Leonard
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)
💻 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.
View all episodes
By Saurav GuptaIn 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)
💻 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.