Outbound Wizards by SalesRobot

Saurav Gupta

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MARKETING

This podcast is for anyone curious about the fast-growing world of GTM Engineering — whether you’re an SDR, RevOps pro, or just getting started. We break down the latest news, from Clay’s $3.1B valuation to cutting-edge workflows and Clay tables lighting up LinkedIn. Tune in for real case studies from startups, mid-market teams, and enterprises that are redefining how go-to-market gets done.

VOR 7 STD.

The Ferrari Analogy You NEED To Hear ft. Jordan Lange

In today's episode, I chat with Jordan Lange, founder at Axon, about building a product that solves the unsexy but showstopping problem underneath all GTM engineering: CRM data quality. Axon acts as an observability layer for HubSpot, identifying messy, duplicate, and missing records that break downstream automations—then cleaning them automatically. We explore a real example where a Zapier automation was completely falling apart because the product was sending clean domain strings while the CRM data had www, HTTPS, and query params attached, meaning there was no shared key to join on across 437,000 records—a problem Axon fixed in hours. Jordan's analogy: putting olive oil in a Ferrari. The GTM engineer is the Ferrari, but if the fuel going in is dirty data, nothing moves. His prediction: GTM engineers are more important than ever as contact data gets commoditized and companies need people who know how to activate it—and right now is the window to build serious infrastructure using relatively cheap AI tools before those tools get expensive as dependency on them grows. Jordan shares his path as the first RevOps hire at Gorgias, scaling from $10M to $70M ARR, watching CRM cleanup slowly eat his entire job as automations multiplied and data quality became the single biggest blocker to growth—quitting to start a RevOps agency, immediately hitting the same wall at his first client, and realizing the problem was unavoidable wherever GTM automation existed, so he built Axon to solve it. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:21) What Axon Does: CRM Observability and Automatic Data Cleanup for HubSpot (02:01) Real Example: 437,000 Records Fixed After a Domain Mismatch Broke All Automations (04:09) The Ferrari Analogy: GTM Engineers Need Clean Fuel or Nothing Moves (05:36) Onboarding Process: Two-Minute Form, One-Hour Analysis, Same-Day Portal Access (07:14) Jordan's Journey: First RevOps Hire at Gorgias, $10M to $70M ARR (08:51) How CRM Cleanup Slowly Ate His Entire Job as Automations Multiplied (09:17) Quitting to Start a RevOps Agency, Hitting the Same Wall at Client One (10:06) Building Axon After Realizing the Problem Was Unavoidable Everywhere (12:49) Future Predictions: GTM Engineers Are Most Valuable Right Now, AI Window Is Open (15:00) The Human Detection Problem: AI Spam Whiplash and Why Human Voice Still Matters 🔗 CONNECT WITH JORDAN 💻 Website 👥 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.

18 Min.
VOR 13 STD.

Busy ≠ Productive ft. Johannes Fessler

In today's episode, I chat with Johannes Fessler, founder at Rocksolidleadgeneration, about four years of specializing in e-commerce marketplaces—booking 39 meetings in six weeks for Allegro (Europe's largest online marketplace), signing up 67 sellers in three and a half months, and going on to work with Temu and Onbuy—while also running mindset coaching for agency owners through Agency Velocity. We explore his contrarian take on cold email: for Temu, he uses zero Clay, zero personalization, because when the offer is strong enough and the brand is known, relevance beats personalization every time—and irrelevant personalization ("I saw you went to Stanford") is worse than no personalization at all. He also makes the case that the industry is splitting in two directions—fully AI-automated and back-to-human writing—and that anyone who talks to AI daily can spot AI copy instantly, especially agency owners. Johannes shares his rock-bottom origin story: losing his cryo spa, his girlfriend, his car, and his flat, moving into a friend's pool house in Marbella, copy-pasting 50 emails a day before discovering SalesHandy, eventually sending 1,000 emails a day from two mailboxes in the wild west era, booking 250-300 attendees for a high-end e-com convention, and stumbling into the Allegro relationship through a chain of connections that led to becoming a Smartlead founding partner. His most direct advice: from 10k to 100k, the only difference is mindset and implementation—skills get you to 15k, but past that, if you're not doing the things that actually move the needle (cold email, LinkedIn DMs, posting content) because you're afraid of rejection or visibility, no tool will save you. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:22) What Rocksolidleadgeneration Does: E-Commerce Marketplace Specialization (01:03) Allegro Case Study: 39 Meetings in Six Weeks, 67 Sellers in Three Months (03:06) How Johannes Stumbled Into the E-Com Niche From Rock Bottom in Marbella (05:30) The Wild West Era: 1,000 Emails a Day From Two Mailboxes, Booking 250 Convention Attendees (07:33) Relevance vs Personalization: Why Temu Needs Zero Clay (09:33) The Industry Split: Fully AI vs Back-to-Human Writing (11:38) Offer Is King: If the Brand Is Known, Drop the Personalization Gimmicks (12:48) Multi-Channel Take: 1,000 Cold Emails Plus 20 LinkedIn DMs a Day Plus Daily Posts (14:15) The Mindset Gap: Why 10k to 100k Is Not a Skills Problem (15:29) Implementation Over Information: Same Courses, Same Coaches, Different Results 🔗 CONNECT WITH JOHANNES 👥 LinkedIn 🎥 YouTube 💻 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.

17 Min.
VOR 1 TAG

Your Funnel Is Backwards ft. Nate Calhoun

In today's episode, I chat with Nate Calhoun, founder at Inbox Accelerator, about a genuinely different business model in the cold email space—setting up clients' entire email infrastructure for free, getting paid as an affiliate at wholesale rates, so clients pay less than they would going direct while getting full setup support across sending software, email accounts, and data. We explore his core thesis that nobody talks about enough: your offer has to be designed for cold traffic specifically, because the know-like-trust that makes referral and inbound offers work simply doesn't exist when you're reaching a stranger—and he illustrates this with a client running a pay-per-lead model for small businesses that was pulling 12-15% reply rates and 80 meetings a week just by removing ad spend friction from the equation entirely. He also shares the Wall Street data client who closed $40K deals over email without a single call, just by adding "200K LinkedIn followers" to his signature and using direct, no-fluff language suited to institutional buyers—showing how verbiage and positioning shift completely depending on how upmarket you go. Nate shares his thoughts on where cold email infrastructure is heading: data becoming a flat-rate commodity rather than per-row pricing, intent data platforms letting companies identify and reach website visitors by name and net worth, and AI lowering the barrier to entry across the whole stack. His path: started running ads for chiropractors and HVAC companies, spent seven figures in ad spend young, got mentored by his partner Ben on retention over quick money, and evolved into email infrastructure and B2B data tooling. His advice woven throughout: optimize every stage of the funnel, not just output—and if reply rates are low, send 100 times more before blaming the channel. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:21) What Inbox Accelerator Does: Free Infrastructure Setup, Affiliate-Based Revenue Model (05:24) Designing Offers for Cold Traffic: The One Thing Most Marketers Get Wrong (07:00) Wall Street Client: $40K Deals Closed Over Email, No Calls, LinkedIn Credibility in Signature (09:10) Soft CTAs Beat Calendar Links: Optimize Every Stage of the Funnel (14:55) Pay-Per-Lead Client: 12-15% Reply Rates and 80 Meetings a Week (17:12) Google vs Microsoft vs Private SMTP: Why the Big Agencies Always Use the Big Two (19:27) Nate's Journey: Running Ads for Local Businesses to Email Infrastructure and B2B Data (23:31) Future Predictions: Flat-Rate Data, Intent Platforms, Website Visitor Identification (26:07) First-Party Data Independence: Knowing Who Visited Your Site and Reaching Them Directly 🔗 CONNECT WITH NATE 💻 Website 🌐 RetargetIQ 👥 Instantly Partner Page 🔗 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.

28 Min.
4. APR.

Turn AI Into an Operator, Not a Creator ft. Nik K.

In today's episode, I chat with Nik K., GTM Engineer at Postindustria, a custom software development company, about building an event-based outbound machine that booked 75 on-site meetings in a single month across multiple conferences. We explore his full pre-event workflow: segmenting attendees by industry and business model using ChatGPT before touching Clay, scraping deep company profiles with a 700-800 word output per company, running a matching prompt that compares each company against Postindustria's full portfolio and case studies to score them as high match, medium match, or disqualified, then generating three custom service offers per company based on what they'd actually benefit from—all before a single word of copy is written. Nik also shares his copywriting philosophy: give LLMs a strict structure with mandatory sentences, bullet point formats, word limits, and reading level constraints, then let AI fill only the creative variables—because too much freedom produces robotic output, while tight structure produces something that sounds human. He also shares an earlier campaign for a Martech client targeting US home builders, where he scraped the names of housing projects currently under development and opened outreach with "we were driving by and saw your project"—a hyper-local personalization angle that got genuinely interesting replies. Nik shares his path from zero outbound experience landing an SDR role at LitLink after applying on a Ukrainian job board on a whim, to discovering Clay at a small agency where he was the third hire, learning waterfalls, enrichment, and API-based personalization from scratch. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:21) What Postindustria Does: Custom Software Development Across Multiple Domains (02:00) 75 On-Site Meetings in One Month: How the Event Strategy Was Born (04:05) Pre-Event Workflow: Segmenting Attendees Before Touching Clay (06:30) Deep Company Research: 700-Word Profiles, Portfolio Matching, and ICP Scoring (09:15) Generating Three Custom Service Offers Per Company Based on Their Stack (12:00) Copywriting Philosophy: Strict Structure Plus AI Creativity Within Constraints (15:16) Home Builder Campaign: Scraping Project Names to Fake a Drive-By (18:28) Nik's Journey: Zero Outbound Experience to SDR at LitLink to Clay Agency (20:15) Discovering Clay and Learning Waterfalls, Enrichment, and API Personalization 🔗 CONNECT WITH NIK 👥 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.

21 Min.
3. APR.

Lead Gen Is NOT Your #1 Problem ft. Sahil Hossain

In today's episode, I chat with Sahil, fractional GTM engineer working with companies that have small TAMs—sometimes as tight as 1,500 accounts—where mass cold email doesn't make sense and the real value comes from building smart in-house GTM systems. We explore his highest-ROI win: not more pipeline, but faster lead routing—building an automated system that pushed positive replies straight to Slack with full enrichment context, so the SDR could call within 10 seconds instead of hours later when the lead had gone cold, taking meeting conversion from 1-in-4 replies to 20-30%. He also shares his approach for a client with only 1-2K accounts: year-round air cover across the decision maker ecosystem so cold outreach never lands out of the blue, automated job change signals triggering enriched SDR briefings with full company context and a draft email, and a dormant lead reactivation sequence pulling from call transcripts that brought back 20% of ghosted leads. His prediction: every SaaS company builds outbound in-house within two to three years, and deliverability skills become the quiet differentiator nobody talks about enough. Sahil shares his path from entrepreneur-with-no-sales-skills to B2B SaaS sales roles, to discovering Clay when there was barely any content about it, spending six months studying during his wife's pregnancy, and landing his first inbound client right after his daughter was born. His advice: don't get intimidated by the top 1%—focus on low-hanging fruit like lead routing first, and build from there. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:21) What a Fractional GTM Engineer Does for Small TAM Clients (02:00) Highest ROI Win: Automated Lead Routing Cutting Response Time to 10 Seconds (03:45) 1-2K TAM Strategy: Year-Round Air Cover, Job Change Signals, SDR Briefings (06:33) Dormant Lead Reactivation From Call Transcripts: 20% Came Back (09:23) Sahil's Journey: Entrepreneur Bug to B2B Sales to Discovering Clay With No Content About It (11:05) Six Months Studying During Wife's Pregnancy, First Client After Daughter Was Born (13:18) Future Predictions: Every SaaS Company Builds Outbound In-House Within 2-3 Years (14:19) Advice: Don't Aim at the Top 1%, Focus on Low-Hanging Fruit Like Lead Routing First 🔗 CONNECT WITH SAHIL 👥 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.

16 Min.
3. APR.

The Difference Between Builders & Operators ft. Terhile Ikyo

In today's episode, I chat with Terhile, fractional GTM engineer working across two clients in the UK and US, about doing GTM work across verticals most engineers never touch—e-commerce wholesalers, boutique shops, and brick-and-mortar businesses. We explore his campaign for a seasonal product supplier targeting boutique shops, where paid social wasn't viable because the audience skews older and offline—so he scraped businesses using OpenMart (his first time), ran a Clay agent to compare each prospect's inventory against his client's catalog, identified the gaps, and built outreach around "we can get these missing products to you in seven days"—hitting 8% reply rate on 400 emails. He also shares a bad story: forgetting to turn off Clay's auto-update after an enrichment run and watching a thousand credits disappear overnight. His prediction: GTM engineering splits into strategists and executioners, and the differentiator won't be tool knowledge but social listening and domain depth—because everyone has the same Clay table, it's what you do with it that matters. Terhile shares his path from a decade in tech project leadership, to discovering Clay via a lemlist-to-ColdIQ-to-Clay rabbit hole, building tables every day since. His advice: figure out if you're a strategist or executioner first, learn scraping and enrichment principles before tools, and don't skip copywriting. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:21) What a Fractional GTM Engineer Does and How the Project-Based Model Works (01:33) E-Commerce Wholesale Campaign: OpenMart Scraping and Gap Analysis for Boutique Shops (04:29) Why OpenMart Beats Apollo for Niche Brick-and-Mortar Audiences (05:26) The Bad Story: Forgetting to Turn Off Clay Auto-Update and Burning 1000 Credits (07:23) Terhile's Journey: Decade in Tech Project Leadership to Discovering Clay via a Rabbit Hole (09:00) Completing the ColdIQ Application Task and Knowing This Was the Right Path (10:02) Future Predictions: GTM Splits into Strategists and Executioners (11:00) Social Listening Will Separate Great GTM Engineers From Good Ones (12:16) Same Basketball, Different Hands: Why Strategy Beats Tooling Every Time (12:56) Advice: Know Your Strength First, Learn Principles Before Tools, Don't Skip Copywriting 🔗 CONNECT WITH TERHILE 👥 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.

15 Min.
3. APR.

4 Weeks Can Change Your Career ft. Lucas Paiva

In today's episode, I chat with Lucas Paiva, GTM Engineer at Scient, about building Brazil's GTM engineering ecosystem from the inside—Scient is a go-to-market consulting firm founded by Silicon Valley alumni who brought frameworks like Winning by Design to Brazilian companies doing 50M+ ARR, and Lucas sits at the intersection of their education arm, running a six-week GTM Engineer Certification program and growing the community of practitioners in a country where they've mapped only 20 people with the actual GTM engineer title and around 150 doing similar work without the name. We explore Lucas's first real GTM engineering win: launching an AI SDR for Scient's new certification course, hitting 70 sales against a target of 50 in the first week—learning lead enrichment, lead scoring, and ICP segmentation on the fly, and applying everything he was going to teach before he'd even written the curriculum. He also shares how he manually mapped the entire GTM engineer landscape in Brazil to get precise data on how fast the role is growing, and what their projections look like for the next few years. His prediction: the role will grow very fast in Brazil and become standard at startups—one person who can sit between sales, marketing, and customer success and say "we can automate this, and here's what that frees you up to focus on" is going to be indispensable. Lucas shares his path from Link School of Business entrepreneurship program, to community and content manager at Scient translating GTM newsletters into Portuguese, to spending four weeks of university vacation studying n8n every day, to his founder-teacher Giovanni coming back from Bali, seeing the transformation, and immediately asking him to become their GTM engineer. His advice: understand which AI is best for which task—Gemini, OpenAI, Anthropic all have different strengths—study automation to build workflows that do many jobs repeatedly rather than one at a time, and keep a close eye on how established platforms like HubSpot are integrating AI into their core products, because they have to ship something genuinely good for small businesses to adopt it without a consultant army. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:21) What Scient Does: Go-to-Market Consulting and Revenue Architecture for 50M+ ARR Companies (01:33) First 30-60-90 Days: Getting Marketing, Sales, and CS Speaking the Same Language (03:17) Lucas's Role: Growing the GTM Engineer Community and Running the Certification Program (04:01) Lucas's Journey: Business Student to Community Manager to GTM Engineer (05:32) Four Weeks of Studying n8n Every Day During University Vacation (06:03) First GTM Engineering Win: 70 Certification Sales Against a Target of 50 (07:54) Manually Mapping Brazil's GTM Engineer Landscape: 20 With the Title, 150 Doing the Work (09:11) Future Predictions: The Role Will Become Standard at Brazilian Startups (10:01) Advice: Match the Right AI to the Right Task, Build Repeatable Workflows, Watch HubSpot 🔗 CONNECT WITH LUCAS 👥 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.

13 Min.
3. APR.

AI increased speed, not accuracy ft. Jéssica Aires

In today's episode, I chat with Jessica Aires, Growth and Marketing Lead at Abstra, about running B2B sales-led growth for a Brazilian finance automation SaaS targeting CFOs and finance managers—covering revenue operations, performance ads, outbound automation, and co-founder-led content all at once. We explore her core insight on list quality: Sales Navigator data is roughly 30% wrong at any given time, and no matter how good your message is, sending it to the wrong person wastes your BDR's time, your LinkedIn connection quota, and sometimes produces meetings with completely the wrong person—so she now runs every Sales Nav list through Clay to clean and verify before it ever reaches an SDR. She also shares what's working in Brazil specifically: LinkedIn and WhatsApp outperform cold email for booking meetings, co-founder-led content from their CEO (an AI specialist) is growing fast and generating inbound interest, and email is used more as a soft nurture channel for people who aren't ready to engage yet. Her honest challenge with the space: there are so many tools and so many possibilities that the hardest skill is staying focused on the actual problem rather than building something because it's cool—the discipline to say not right now is as important as the creativity to imagine what's possible. Her prediction: every department will have its GTM engineer equivalent—a finance engineer, a marketing engineer—as AI tools get accessible enough that even finance managers can build their own automations, and the line between technical and non-technical roles dissolves. Jessica shares her path from engineering degree to sales ops and marketing analytics since 2018, using Python for reporting, discovering Clay earlier this year, and realizing that combining analytical thinking with business curiosity is exactly what this new role rewards. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:21) What Abstra Does: Finance Automation SaaS for CFOs and Finance Managers in Brazil (01:06) Running Marketing, RevOps, Outbound, and Co-Founder Content Simultaneously (01:30) The 30% Problem: Why Sales Nav Lists Need Clay to Be Trustable (03:50) The Real Cost of Talking to the Wrong Person: Wasted Quota, Time, and Meetings (05:02) Channel Mix in Brazil: LinkedIn and WhatsApp Beat Cold Email for Meetings (06:04) Jessica's Journey: Engineering Degree to Sales Ops to GTM Engineering (07:44) The Hardest Skill in GTM: Staying Focused on the Problem, Not the Shiny Tool (09:39) Future Predictions: Every Department Gets Its Own Engineer, AI Becomes Everyone's Tool (13:42) Don't Forget the Basics: Run the Reports, Listen to Your Community, Stay Grounded 🔗 CONNECT WITH JESSICA 👥 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.

15 Min.

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This podcast is for anyone curious about the fast-growing world of GTM Engineering — whether you’re an SDR, RevOps pro, or just getting started. We break down the latest news, from Clay’s $3.1B valuation to cutting-edge workflows and Clay tables lighting up LinkedIn. Tune in for real case studies from startups, mid-market teams, and enterprises that are redefining how go-to-market gets done.

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Saurav Gupta
Jahre aktiv

2025 - 2026
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123
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