In today's episode, I chat with Felipe Soza, Head of Ops at Outreach Engine, about building GTM systems that go beyond cold email—understanding each client's offer from the core, then building the entire revenue engine around it across whatever channels and methods will actually get results, rather than just running campaigns and calling it done. 

We explore his most engineering-heavy campaign: building a full LinkedIn outbound system for a client targeting US government contractors, pulling the raw company list from the USAspending database (40-50 years of government contracting history), chunking it down in Clay by contractor type, contract size, and fit, then routing each segment to specific SDRs by region with their own localized LinkedIn campaigns—all wired into a single play table that took serious head-banging to get right. He also shares his most honest story: the first fully automated LinkedIn campaign he built, which he was convinced would make him a millionaire, getting zero replies, zero opens, zero everything—and treating that devastation like going to the gym, showing up again, failing again, and building the resilience muscle that eventually made him good. His insight: AI only amplifies what you already know—if you're on the right path it gets you there faster, if not it just makes you confused faster. Felipe shares his path from call center employee in Costa Rica to selling oil for Chevron Phillips and JLL, to e-sales where he initially sucked at cold calling and then became top SDR two years running, to meeting Anthony from Mission Inbox and seeing outbound at scale for the first time, to head of ops at Outreach Engine and VP of ops at TrueDial. His advice: always be aware of how much you don't know, because you're only limited by your capacity to learn those things—but you have to first understand what those things are. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards 
(00:20) What Outreach Engine Does: GTM Systems That Go Beyond Cold Email 
(01:47) Why Systems Thinking Is Now Essential, Not Just Nice to Have 
(02:37) Government Contractor Campaign: USAspending Database to Localized SDR LinkedIn Campaigns 
(05:12) The Engineering Complexity of Classifying 50,000 Rows Without Hallucinations 
(06:01) The Zero-Reply Campaign That Almost Made Felipe Quit and What He Did Instead 
(07:09) Treating Failure Like Going to the Gym: The Resilience Muscle 
(07:41) Felipe's Journey: Call Center in Costa Rica to Top SDR to Head of Ops 
(09:13) Jumping Into the AI Bandwagon in 2024 and Watching the Career Explode 
(10:03) Chaos Is a Ladder: Why Fast Career Rises Require Big Disruption 
(11:09) AI Amplifies What You Already Know—It Doesn't Replace the Foundation 
(11:46) Advice: Know What You Don't Know, Because That's Your Only Limit

🔗 CONNECT WITH FELIPE

👥 LinkedIn
🏢 LinkedIn - Outreach Engine 

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - [email protected]

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