The GTM Engineer Podcast

In today's episode, I chat with Nishkarsh Agarwal, GTM engineering specialist, about building outbound systems that deliver 10-100x more output than traditional SDRs through strategic ICP analysis and modern sales tech.  We explore his creative evergreen workflow using Trigify to scrape LinkedIn lead magnet posts in real-time, PhantomBuster to grab engaged commenters, and Clay to enrich and qualif...

In today's episode, I chat with Evamarija, GTM engineer at The Playbook Agency, about building end-to-end outbound systems for B2B SaaS and tech services companies from data to delivery.  We explore her creative automation where Clay finds people who previously worked at target agencies, sends outreach, auto-generates response drafts to replies, pings her for approval, and sends or holds based on...

In today's episode, I chat with Charles, GTM engineer at Octave, about building AI messaging engines with rich context libraries instead of brittle prompts scattered across Clay tables.  We explore his creative follow-up automation for a sales team drowning in 10-12 daily demos - using LLMs to parse call transcripts for pricing, next steps, and package details, then feeding runtime context into Oc...

In today's episode, I chat with Prabesh Khanal, founder at GrowthPal.io, about building GTM systems for B2B SaaS and service companies with established sales teams.  We explore his creative inbound workflow that generated 104 opportunities in 3-4 weeks (70-80% booking requests) by cleaning a real estate client's fragmented CRM and sending highly personalized follow-up sequences to Meta and Google...

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 freque...

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...

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...

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, effectiv...

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 a...

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 in...

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...

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...

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 menti...

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 dif...

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 safet...

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 p...

In today's episode, I chat with Tom Veysey, GTM engineer at Flowd, about building high-volume campaigns for traditional B2B industries and the overlooked alpha in UK construction and logistics companies.  We explore two creative campaigns: using job posting volume and lead scoring to find perfect hiring managers, and scraping thousands of brick-and-mortar businesses via Google Maps to sell booking...

In today's episode, I chat with Wesley Hoang from Cymate, a GTM firm working with over 100 tech startups from YC, First Round, and Techstars.  We explore why they won't onboard clients without a proven sales process, the brutal reality of multi-month testing phases, and Wesley's unique copywriting test: record your email as a voice note and play it back - does it sound like a friend talking? We di...

In today's episode, I chat with Hlib Storchak, GTM engineer at Strongest Group, about building targeted outbound campaigns for niche markets and the power of simple, repeatable strategies.  We explore a creative campaign for tennis hardware companies that required scraping Google Maps, federation websites, and using AI to research court counts, renovation history, and tournament hosting. Hlib shar...

In today's episode, I chat with Ceyhun Sahin, co-founding GTM engineer at Front Row AI, about building a stealth-mode GTM platform that aims to replace 20+ tools in the typical GTM stack.  We explore their agency-first approach to finding product-market fit, working with major brands and perfecting their infrastructure. Ceyhun shares fascinating insights on email deliverability, revealing that ove...

In today's episode, I chat with Moaaz Mazhry, a software engineer turned GTM specialist, about building automated outbound systems and the future of lead generation agencies.  We explore his unique positioning as a fulfillment engine for outbound agencies, combining technical expertise with sales strategy. Moaaz shares a creative campaign targeting newly registered UK businesses by scraping compan...

In today's episode, I chat with Zinonas, Head of GTM Engineering at Relevance AI, about building effective outbound systems for early-stage startups.  We explore his journey from travel consultant to GTM engineer, discussing how he helps companies establish their ICP and get their products in front of the right prospects. Zinonas shares a challenging campaign where he built a 50K company TAM under...

In today's episode, I chat with Louis from ColdIQ about building scalable cold outbound systems and the reality of running a high-growth lead generation agency.  We explore his approach to capturing inbound-led outbound leads from LinkedIn posts and website visitors, why he only sends 7,000-8,000 emails per month (not 200,000), and the importance of reusing cleaned lists. Louis shares his philosop...

In today's episode, I chat with Namit, founder of AeroSend, about solving the biggest black box in outbound: email deliverability. We explore how AeroSend provides private email infrastructure specifically built for cold email, why they're seeing 3-5x improvements in reply rates for clients switching from Google/Outlook resellers, and the first principles approach they took to building a deliverab...

In today's episode, I chat with Ratko from UltB about building B2B sales engines that have booked over 5,000 opportunities in the last year.  We dive deep into their partnership-focused approach with clients, exploring how they streamline onboarding and achieve 80% response rates on first emails. Ratko shares compelling case studies including a forwardable email strategy that dominated spam filter...