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.

19 HR AGO

Your Cold Outreach Is Too Direct ft. Sam Martin

In today's episode, I chat with Sam, founder at Culture Shock, a language learning platform that uses news content and AI to prepare users for proficiency exams like CEFR, ACTFL, and IELTS—selling primarily to schools, government, and families. We explore his seed round fundraising campaign on SalesRobot targeting angel investors, startup investors, and SaaS seed investors globally, which hit nearly 40% reply rate—well above the platform average of 10-20%. The key pivot: instead of asking "are you interested in investing?" which got quick flat-out nos, Sam switched to "do you know anyone who has invested in the education space?"—creating a buying atmosphere with enough space for people to say no without pressure, while simultaneously surfacing the investors who replied "actually, I'm the person you should talk to." He also shares his best-ever campaign: reaching out to university professors asking if they knew students interested in a summer internship—not selling anything, but asking professors to do what they already love (help their students), which produced hundreds of candidates and seeded organic word of mouth. Sam's two things he's most excited about trying next: running multiple accounts simultaneously to test different verticals at 5x the volume, and refining how to use SalesRobot's AI agent for simpler, more contained conversations where the context can be fully baked in. Enjoy 🙂 (00:00) Introduction to SalesRobot Customer of the Week (00:22) What Culture Shock Does: AI-Powered Language Learning for Proficiency Exams (01:15) The Seed Round Campaign: Targeting Angel Investors Globally on LinkedIn (02:47) The Pivot That Hit 40% Reply Rate: Ask for a Referral, Not a Meeting (03:36) Creating a Buying Atmosphere: Give Them Space to Say No (05:07) The Professor Campaign: Asking People to Do What They Already Love (07:46) Mistakes Made Early: Being Too Direct Puts Too Much Pressure on the Buyer (08:59) What's Next: Multiple Accounts for Volume and Vertical Testing (09:29) Using SalesRobot's AI Agent: Where It Works and Where Context Gets Complicated 🔗 CONNECT WITH SAM 👥 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
1 DAY AGO

AI Is Not Your GTM Strategy ft. Kumar Sahil

In today's episode, I chat with Kumar Sahil, founder at Dwary Intech, about specializing in GTM for AI SaaS companies and product-based startups—a niche he jumped into early when the AI boom hit and realized that while everyone was talking about using AI, very few people understood how to use it to actually earn money and understand the market. We explore his most interesting campaign: a high-end skincare brand with millions of YouTube subscribers but low sales, where the core problem wasn't the product or the platform—it was targeting the wrong geography entirely, spending money reaching cities where the price point would never convert. Sahil diagnosed their ICP (18-25 year olds in high-income urban areas), caught signals from YouTube comments, X, and Reddit, enriched and centralized using Clay, then ran a three-channel outreach strategy—WhatsApp marketing first (because high-net-worth buyers don't check cold email), LinkedIn ads second, and email third—resulting in a 45% increase in sales. His philosophy throughout: GTM is not Clay, Clay is just the enrichment and CRM layer—the real work is understanding the market and catching signals before you ever touch a tool. His prediction: the data layer will keep getting easier to access, but the people who win will be the ones who can interpret data and understand which segment they're going after—not the ones who outsource all thinking to ChatGPT before even sitting with the problem. Sahil shares his path from engineering and freelance web development, to automation, to GTM—triggered by a Gurgaon founder who had all the data but didn't know how to reach anyone with it. His advice: research the problem and the niche before jumping to solutions, use tools to increase efficiency but never become dependent on them, and don't personalize everything with AI. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:20) What Dwary Intech Does: GTM for AI SaaS and Product-Based Startups (01:07) Why AI SaaS Is the Right Niche: Engineers Who Understand Revenue (02:29) Skincare Brand Campaign: Millions of Subscribers, Low Sales, Wrong Geography (04:05) Catching Signals From YouTube Comments, X, and Reddit Before Touching Clay (05:47) Three-Channel Outreach: WhatsApp First, LinkedIn Ads Second, Email Third (07:35) GTM Is Not Clay: Research and Signal-Catching Come First (07:39) Sahil's Journey: Engineering to Web Dev to Automation to GTM (09:15) The Gurgaon Founder Who Had Data but Couldn't Reach Anyone (10:03) Future Predictions: Data Gets Easier, Interpretation Becomes the Real Skill (11:35) The AI Thinking Problem: If You Don't Sit With the Problem First, You're Just Chatting (13:14) Advice: Research First, Use Tools as Tools, Don't Personalize Everything With AI 🔗 CONNECT WITH KUMAR 👥 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
6 DAYS AGO

Complex AI Workflows Are Mostly Useless ft. Tanay Mishra

In today's episode, I chat with Tanay Mishra, Clay Coach at Clay Bootcamp, about accelerating people into GTM engineering through one-to-one personalized coaching—two weeks of structured self-learning followed by six weeks of twice-weekly sessions where coach and student build a real project together, creating demonstrable ROI and a portfolio piece by the time the program ends. We explore the student demographics: not just RevOps professionals upskilling, but dentists, veterinarians, and an ex-yacht captain who decided sailing was done and GTM engineering was next. Tanay shares his most impactful Clay build: a company research workflow that takes just a domain, runs deep analysis through Perplexity for signals (hiring, fundraising, PR, media), cross-references the vendor's own services and offerings, identifies the perceived pain intersection, and delivers SDRs a rich briefing document with email hooks, subject lines, and conversation starters—all for about $1 per run, saving hundreds of hours on high-value accounts. He also shares a mid-funnel use case: when a prospect fills their email into a live chat on a pricing page, Clay enriches their company in real time and pings the SDR or AE in Slack if it's a unicorn prospect—cutting wait times from 48 hours to seconds. His prediction: MCP adoption will change everything (once he actually figured them out, they stopped being overhyped), and browser use agents improving at a ridiculous rate means any action a human can take online, an AI can replicate and do faster. Tanay shares his path from automating himself out of a job at Accenture in 2011 to discovering Clay at the intersection of GTM and AI and realizing this was the cutting edge worth living on. Saurav also shares SalesRobot's upcoming expert clone feature—AI built in the image of real GTM experts so small businesses get just-in-time access to expertise at a fraction of the cost. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:22) What Clay Bootcamp Does: Accelerating People Into GTM Engineering (01:30) Who the Students Are: Dentists, Vets, an Ex-Yacht Captain, and RevOps Pros (02:52) The Two-Week Plus Six-Week Coaching Model: Build a Real Project, Earn While You Learn (05:15) Clay Beyond Cold Email: Mid-Funnel Pricing Page Flow That Pings SDRs in Real Time (08:30) The Most Impactful Clay Build: Domain In, Full Research Report and Email Hooks Out for $1 (11:03) Simple Scales, Complex Fails: Why the Best Clay Tables Aren't the Most Complex (13:00) Tanay's Journey: Automating His Accenture Job in 2011 to Clay Bootcamp Coach (14:36) Future Predictions: MCP Adoption Changes Everything, Browser Use Agents Are Almost Human (17:03) Anything a Human Can Access Online Will Get Scraped: The New Reality (18:04) SalesRobot's Expert Clone Vision: GTM Expertise Democratized at Scale 🔗 CONNECT WITH TANAY 👥 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.

22 min
6 DAYS AGO

How Top GTM Engineers Actually Build Campaigns ft. David Tasev

In today's episode, I chat with David Tasev, GTM Engineer at Instantly, about what it actually looks like to run cold email campaigns from inside one of the biggest sending platforms in the world—taking clients from offer creation all the way through campaign optimization, and building playbooks that outlast any single trend. We explore his investment fund campaign that generated 600 opportunities in two months: targeting wealthy founders and CEOs with investing power, leading with big-name social proof, keeping copy razor short, and instead of asking for a call, asking if they'd like a one-pager—because people with that level of wealth protect their time, and a low-friction next step is what gets the reply. He also shares his meta-learning approach: when he gets outreached effectively himself, he reverse-engineers the tactic and adds it to his playbook—including the ego massage play that got him on a call by calling him an expert and asking for his thoughts. His prediction: GTM engineering is still in its early innings, results have actually gotten better each year since he started in 2021-22, and the people who document their winning campaigns into proper playbooks will have a compounding advantage over those who keep everything in their heads. David shares his path from waiter in a small Macedonian town to Upwork, to a startup where he learned lead gen fundamentals, to head of influencer marketing, to an email marketing agency in Skopje, to three months of traveling and studying psychology to decompress—then joining Instantly. His advice: document every winning campaign into a playbook, be unorthodox (pineapple on pizza in the follow-up, offering to stop by the office for coffee), and never be afraid to try something that sounds weird—because templates get recognized, but unique always gets noticed. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:20) What a GTM Engineer at Instantly Does: Strategy, Offer, Campaign, Optimize (02:01) Offer Over Personalization: Why Knowing Too Much Can Feel Creepy (03:44) Investment Fund Campaign: 600 Opportunities in Two Months With a One-Line Ask (07:09) The Ego Massage Play: How Getting Outreached Well Became a Playbook (09:00) Overturning a Broken Campaign: The Inside Success That Matters Most (11:23) David's Journey: Waiter at 16 to Upwork to Instantly Via Influencer Marketing and Email Agencies (15:01) Three Months Traveling to Decompress and Study Psychology Before Joining Instantly (17:16) Future Predictions: Results Are Actually Getting Better Each Year Since 2021 (19:24) Obstacles Are Opportunities: Spam Filters Are Just the Next Thing to Solve (19:28) Advice: Document Everything Into Playbooks, Be Unorthodox, Try Anything Once 🔗 CONNECT WITH DAVID 👥 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.

24 min
18 APR

Do Less, Sell More ft. Roshan Kathir

In today's episode, I chat with Roshan, co-founder at Kale Acquisition, about building cold email systems for companies selling to local businesses—and why staying deeply involved in the revenue conversation long after the lead is generated is what separates a growth partner from just another cold email agency. We explore how Kale generates 250 positive replies a week for their top clients by sending around 30,000 emails weekly, then maps every reply through sentiment analysis directly into the client's CRM so the sales team has full visibility—qualified leads, booked calls, and pipeline all in one place rather than isolated systems. He also shares their unique sales approach: running anonymized outbound on behalf of prospects during the sales cycle itself, proving the system works before asking for a signature. And for their longest-running client, the engagement went from zero BD function to a team of 10 with a newly hired SDR manager—built from scratch over a year together. Roshan also breaks down the local business niche advantage: you're talking to an owner, not five layers of procurement, so sales cycles are short and decisions happen fast. His prediction: they're now actively scaling new client acquisition after years of product-first growth, running the Clay Toronto community, and building a system that retains clients well past the industry average of three to six months. Roshan shares his path from engineering at University of Ottawa to calling his co-founder Mike right as Mike was about to quit his job—20 minutes after his manager conversation—and together building an engineer-first approach to outbound that treats sales as a system problem, not a headcount problem. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:22) What Kale Acquisition Does: Cold Email for Local Business Sellers (01:00) Origin Story: Two Engineers from Ottawa Building Sales Systems (04:00) How the Local Business Niche Happened Organically Through Clay Expert Inbound (07:08) First 30-60-90 Days: Kickoff, Weekly Calls, Anonymous POC Campaigns (09:25) 250 Positive Replies a Week: The Scale of What They're Running (12:15) Integrating Into the CRM: Sentiment Analysis, Reply Routing, and Full Funnel Visibility (13:34) From Zero BD Team to 10 Reps: What a True Growth Partnership Looks Like (15:51) Roshan's Journey: Engineering Mindset Meets Sales, Learning You Can't Sell to Someone Who Doesn't Want It (18:40) The API Story: How Roshan's Question Pushed SalesRobot's API Direction (19:19) Future: Scaling New Client Acquisition After Years of Product-First Growth 🔗 CONNECT WITH ROSHAN 👥 LinkedIn 🌐 Clay Experts 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.

21 min
18 APR

Why Your LinkedIn Content Isn’t Making Money ft. Stijn Verhagen

In today's episode, I chat with Stijn Verhagen, founder at Course Launcher, about a very specific niche: established LinkedIn personal brands with B2B offers—agency owners, coaches, consultants—who already have attention but aren't converting it into revenue because their content, DMs, and conversion systems aren't working together. We explore his content-chats-conversions flywheel and a recent client story that says it all: a creator with 50,000 followers who already had most of the pieces in place but not aligned—once Stijn synchronized content, DM strategy, and funnels, the client did $27,500 in the first 24 hours and booked 90 sales calls in three weeks. The car needed four wheels pointing the same direction, not three. His prediction for LinkedIn: the platform is splitting into two camps—fully human and authentic (voice notes, personal stories, offline connection) versus fully AI-automated—and because LinkedIn is connection-driven rather than follower-driven like Instagram, he suspects the human camp will win there. Stijn shares his journey from a 14-year-old making $1-2 per Photoshop design for gaming teams on Twitter during a sleepover, to marketing studies, to building landing pages and ads, to posting on LinkedIn at 20 and discovering that the same creative instinct that made him design Twitter banners could generate real revenue if pointed at the right system—now running a five-person team growing month over month with 3,000 enriched LinkedIn posts and hundreds of lead magnets stored in a vector database. His advice by follower tier: zero followers, do free work first and tie it to a specific result; 1K-3K followers, give away scalable assets but always attach a concrete outcome to them; 10K+ followers, build the backend CRM scoring system and start reaching out based on intent. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:19) What Course Launcher Does: Converting LinkedIn Attention Into Revenue (01:22) Client Story: $27,500 in 24 Hours and 90 Sales Calls in Three Weeks (02:07) The Four-Wheel Car Analogy: Why Alignment Beats Adding More Pieces (03:42) Stijn's Journey: Photoshop at 14, Gaming Team Designs, First Dollar on Twitter (05:27) Marketing Studies, Landing Pages, and Discovering LinkedIn at 20 (06:27) Finding the Niche: Productizing the Offer and Getting First Viral Post Two Years Ago (08:04) One Platform, One Offer, Deep Specialization: The Growth Formula (08:48) Future Predictions: LinkedIn Splits Into Human-First vs AI-Automated Camps (09:53) Building a Vector Database of 3,000 Posts and Hundreds of Lead Magnets (10:35) Advice by Follower Tier: Free Work First, Then Scalable Value, Then CRM Scoring 🔗 CONNECT WITH STIJN 👥 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.

13 min
15 APR

GTM Is Revenue Engineering ft. Sergio Perea

In today's episode, I chat with Sergio Perea, founder at Boost Hero, about what he calls revenue engineering—treating GTM as a system, not a guessing game, by optimizing every part of the funnel from how leads enter to where deals slow down, with data, tools, and clear processes rather than random growth hacks. We explore his core philosophy: AI is a maximizer, not a foundation—you need solid business fundamentals, a clear ICP, a differentiated offer, and simple communication first, and only then does AI actually amplify results instead of amplifying confusion. He also shares his approach to service-based offers: give away 5% of the process for free as a no-brainer lead magnet, so the prospect experiences your quality and thinks "if they did this much for free, imagine what the other 95% looks like." His prediction: teams will get dramatically smaller while revenue goes up—billion-dollar companies with two or three people is not far off, and we're already seeing early signals with companies like Shopify growing 50% while cutting headcount. Sergio shares his path from top-performing B2C appointment setter for e-commerce coaches, to moving into biotech and scientific animation in B2B, to spending three years building out a full-funnel GTM system for one client before discovering Clay through that same client and using Claygent to pull clinical trial data for biotech prospects—the moment that made him go all in. His advice: learn business and economics first, then find the AI tools that execute those fundamentals better—because clients don't pay for someone who knows a piece of software, they pay for someone who understands the whole funnel and can deliver real revenue. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:21) What Boost Hero Does: Revenue Engineering for B2B Companies (01:27) Client Segments: SaaS, Travel Tech, Scientific Animation (02:00) No-Brainer Free Offers: Give Away 5% to Earn the Other 95% (03:19) AI as a Maximizer, Not a Foundation: Fundamentals First Always (05:20) Sergio's Journey: B2C Appointment Setting to B2B Biotech GTM (06:36) Discovering Clay Through a Client and Using Claygent for Clinical Trial Data (07:56) The Aha Moment: When Clay Finds in Seconds What Took BAs Hours (09:00) Future Predictions: Billion-Dollar Companies With Two or Three People (10:08) Shopify's 50% Revenue Growth While Cutting 2,000 People: Early Signal (11:16) Advice: Learn Business and Economics First, Then Layer in the Tools 🔗 CONNECT WITH SERGIO 👥 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.

14 min
14 APR

AI Won’t Replace GTM ft. Daniel Lindenbaum

In today's episode, I chat with Daniel Lindenbaum, GTM engineer with nearly 15 years across sales, business development, and operations, about the insight that shaped his entire career: the biggest breakdowns in GTM aren't in the pitch or the delivery—they're in the handoffs between sales, ops, and client success, and that's exactly where GTM engineering lives. We explore his "rhythm system" approach to GTM—structuring the entire funnel around a predictable weekly cadence where Monday is qualification, Wednesday is nurture, and Friday is re-engagement, so sales, ops, and marketing all move like a metronome instead of reacting to chaos. He also shares how he built Clay to treat lead data as a living thing—automatically re-prioritizing leads in the CRM when they changed jobs, raised funding, or appeared on a podcast—so the team was always having timely conversations instead of chasing cold lists. On cold email philosophy: don't give everything in the first message, open with a genuine question that shows you understand their current reality, and use the KPI of opens (not just sends) to identify the nine people out of fifty worth a high-quality human follow-up. His prediction: GTM engineering moves from automation to intelligence—not more volume but more contextual timing, from one rigid playbook to modular micro-GTMs for enterprise, partnerships, and regional growth that can flex quickly. Daniel shares his path from call centers at Verizon in 2012, to property management, to near-shore staffing at Astonish where he connected Apollo, Clay, and internal CRMs into end-to-end GTM frameworks, eventually realizing there was an actual title for what he'd been doing all along. Enjoy 🙂 (00:00) Introduction to Outbound Wizards (00:21) What GTM Engineering Really Is: Fixing the Handoffs Between Sales, Ops, and CS (02:00) The Rhythm System: Monday Qualify, Wednesday Nurture, Friday Re-Engage (05:00) Treating Lead Data as a Living Thing: Auto-Prioritizing on Job Changes and Funding (06:51) Cold Email Philosophy: Open With a Question, Not a USP (08:14) Using Opens as the Key KPI to Decide Who Gets High-Quality Human Follow-Up (10:36) DISC Personality Analysis and Tailoring Email Style to the Reader (12:53) Daniel's Journey: Verizon Call Centers in 2012 to GTM Engineer (15:06) Property Management and the First Taste of Systemized GTM Flow (17:27) Connecting Apollo, Clay, and CRMs at Astonish: When the Title Finally Made Sense (20:50) Future Predictions: From Automation to Intelligence, From Volume to Timing and Trust (22:15) Modular Micro-GTMs: One Playbook Is Becoming Many Flexible Systems 🔗 CONNECT WITH DANIEL 👥 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.

26 min

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.

Creator

Saurav Gupta
Years Active

2025 - 2026
Episodes

133
Rating

Explicit
Copyright

© SalesRobot
Show Website

Outbound Wizards by SalesRobot