In today's episode, I chat with Cesar, CEO at Genkinfy, about building cold email engines for B2B companies in Spain and Latin America targeting underdigitalized industries with 60-year-old CEOs.

We explore his creative subsidy campaign for a marketing agency that generated 159 leads in two months (during summer vacation season) by personalizing emails based on Instagram followers, posting frequency, and SEO metrics scraped through Clay - tailoring messages differently for companies with high followers but no posts versus high posts but no followers. Cesar shares his tandem outreach tactic of mentioning the CEO to the VP of Sales and vice versa to get both on calls for company-wide decisions. He discusses his unconventional journey from hiding in bank bathrooms to take client meetings while working full-time in corporate, trying Spanish teaching academies and newsletters before discovering cold email, and his prediction that most AI tools will die like crypto altcoins while Clay continues dominating. Cesar's advice: learn or die (you're dead if you're one month behind), follow people ahead filtering information for you, and choose losing money over losing time - money comes back, time never does.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:27) What Genkinfy Does and Geographic Focus
(01:55) The 90-Day Onboarding Process
(04:11) Creative Campaign: Subsidy Offer + Instagram Personalization
(05:21) 159 Leads in Two Months (During Spanish Summer)
(06:50) Tandem Outreach: Mentioning CEO to VP and Vice Versa
(08:28) Journey from Banking to Hiding in Bathrooms for Client Calls
(09:33) Building a Spanish Academy Newsletter → Cold Email Agency
(11:03) Working 4x More for 4x Less Money (But Loving It)
(12:12) Future Predictions: AI Tool Extinction Like Crypto Altcoins
(13:38) Clay's Adoption Curve in Traditional Sales Markets
(13:51) Advice: Learn or Die (One Month Behind = Dead)
(15:25) Closing and Contact Information

🔗 CONNECT WITH CESAR

👥 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 Kai, solutions director at Repath, about quantifying future climate risks into financial metrics for energy operators and infrastructure investors.

We explore his creative automated workflow using custom RSS feeds in Clay that filter relevant news through agents, ping a private Slack for validation, then route to AirOps for multi-style LinkedIn content creation and Buffer scheduling - getting thought leadership posts live in 5 minutes. Kai shares his planned inbound mechanism where prospects input minimal data on their assets, Clay enriches and segments them by persona (yield vs CapEx/OpEx), and auto-generates tailored reports with persona-specific messaging before delivery. He discusses his journey through nine companies always touching sales and growth, discovering LLMs through the first GTM Engineering School cohort, and his prediction that GTM engineering will expand beyond outbound to orchestrate all nine revenue-generating motions. Kai's advice: follow practitioners who openly share, spend time experimenting with tools, and don't fall into imposter syndrome - his best results come from simple LinkedIn connect messages with nailed segmentation, not fancy workflows.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:26) What Repath Does and Climate Risk Quantification
(01:23) Client Focus: Energy and Infrastructure Investors
(01:44) What a Solutions Director Does Day-to-Day
(02:15) Creative Campaign: RSS to Slack to AirOps Content Pipeline
(03:43) Planned Initiative: Auto-Enriched Persona-Tailored Reports
(05:47) Message Market Fit: The Most Important Thing
(06:09) Journey Through Nine Companies Always Touching Sales
(07:26) Discovering GTM Engineering Through First Cohort
(08:20) Future Predictions: Orchestrating Nine GTM Motions
(10:18) Focusing on Your True Right to Win Channel
(11:01) Advice: Follow Practitioners, Experiment, Avoid Imposter Syndrome
(13:23) Simple LinkedIn Connects Outperform Fancy Workflows
(14:18) Closing and Contact Information

🔗 CONNECT WITH KAI

👥 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 Dave Boyce, EVP of Product at Winning by Design, about architecting revenue systems for companies scaling from $50M to $2B using the bowtie framework.

We explore a real case study of a $100M data company struggling with self-service adoption despite strong sales-led growth - how they installed a data model tracking landing page to monetization, discovered terrible conversion to "first impact," and re-engineered the onboarding flow to protect against startup competition. Dave shares his journey building and selling seven companies (four as operator, three as investor), publishing his Stanford University Press book on freemium evolution, and why "ready, fire, aim" GTM engineering creates local optimization but global sub-optimization. We discuss why growth-at-all-costs becomes an anchor on renewals by year three, how self-service will eventually feed enterprise teams, and Dave's advice for GTM engineers: connect experimentation to a theory of the case, become a systems thinker (not just a tactician), and choose between the specialist path (becoming a "fellow") or the leadership path (understanding adjacent functions).

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:29) What Winning by Design Does and ICP Focus
(01:48) The Bowtie Framework: Customer Journey as Data Model
(03:24) Case Study: $100M Company's Self-Service Challenge
(05:00) Installing the Data Model to Diagnose Problems
(06:32) Discovering Terrible Conversion to First Impact
(07:27) Why B2B Buyers Expect Netflix-Like Experiences
(08:39) Ready Fire Aim: When Experiments Don't Ladder to ARR
(10:31) Growth at All Costs = Cancer's Philosophy
(11:42) Journey: Building and Selling Seven Companies
(13:07) Publishing the Freemium Book with Stanford Press
(14:11) Advice: Systems Thinking Over Tactical Roles
(15:14) Two Career Paths: Fellow vs General Contractor
(16:24) Closing and Contact Information

🔗 CONNECT WITH DAVE

👥 LinkedIn
📧 Substack
💻 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 Dolev, GTM engineer at ENGINI (a B2B iPaaS company), about in-house GTM strategy focused on funnel optimization and AI-powered SEO. We explore how he's tackling answer engine optimization (AEO) by scraping Google and competitors to reverse-engineer the EEAT signals (Experience, Expertise, Authoritativeness, Trustworthiness) needed to appear in AI overviews, effectively cutting the buyer's journey from TOFU to BOFU in one search result. Dolev shares his creative in-person outreach campaign that scraped Meetup.com events in NYC, identified organizers and speakers, and enabled their AE to build trust before events even started. He discusses his journey from data analyst to GTM engineer, why data orientation changes how you measure KPIs and implement tracking pixels, and his prediction that the GTM tool stack will consolidate as Clay integrates with ChatGPT. Dolev's advice: understand funnel theory first, think about how buyers buy (not how you sell), and build business fundamentals before layering on technical tools.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:26) What ENGINI Does and GTM Engineering as Strategy
(01:36) In-House vs Agency GTM Engineering
(02:17) Funnel Management: TOFU, MOFU, BOFU Strategy
(03:33) Answer Engine Optimization (AEO) Initiative
(05:32) EEAT Signals: Getting Inside AI Overviews
(07:14) Journey from Data Analyst to GTM Engineer
(08:46) In-Person Outreach: Scraping Meetup.com for Events
(11:52) Why In-Person Events Still Work (Trust Building)
(12:04) Future Predictions: Clay + ChatGPT Integration
(13:38) Advice: Understand How Buyers Buy (Not How to Sell)
(14:45) Closing and Contact Information

🔗 CONNECT WITH DOLEV

👥 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 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.